Inside Sales - Inside Sales Specialist

Reporting to the Regional Sales Manager – West, the Inside Sales Specialist is responsible for growing revenue and strengthening customer relationships within an assigned portfolio. The role combines proactive outbound selling, account development, product and program promotion, sales administration, and responsive customer support. The successful candidate will identify opportunities, reactivate inactive accounts, protect margins, and consistently meet or exceed sales targets while delivering a high-quality customer experience.

• Develop sales with active, inactive, and underperforming accounts through structured outbound contact and follow-up.
• Promote products, services, programs, and clearance opportunities that match customer needs.
• Maintain accurate customer, opportunity, activity, and forecast information in company systems.

The Inside Sales Specialist also performs other related duties assigned by the immediate supervisor in accordance with company policies, procedures, and internal controls.

RESPONSABILITIES

1. Maintaining Business Relationship and Generating Sales 85%

• Meet or exceed assigned revenue (budget), activity, and account-development targets.

• Build and execute call plans for active, inactive, underperforming, and remote customers (Customer class: D, C, B, etc.).
• Identify customer needs, recommend appropriate products and services, prepare quotations, and follow opportunities through to close.
• Promote new products, seasonal programs, marketing campaigns, and clearance inventory through phone, email, and digital channels.
• Develop trusted relationships with assigned accounts through timely follow-up, consultative selling, and reliable issue resolution.
• Collaborate with outside sales, customer service, marketing, purchasing, and operations to support customer requirements and sales initiatives.
• Monitor pricing and profitability, obtain approvals when required, and protect company margin expectations.`
• Provide bilingual customer support and after-sales follow-up, including coordination of promotional materials and resolution of order-related concerns.
• Contribute market, competitor, and customer feedback to sales planning and future promotional activity.
• Participate in customer presentations, trade shows, and company events as required.

1. Sales Administration and Reporting 15%

1. Maintain complete and accurate customer, contact, activity, quotation, opportunity, and forecast records.
2. Prepare and analyze sales, account, pipeline, and campaign reports for management review.
3. Track follow-ups, commitments, and next actions to ensure opportunities progress and customer requests are completed.
4. Coordinate the distribution of monthly promotions and targeted customer communications.
5. Review and maintain customer databases, account classifications, and contact information.

BEHAVIOURS RELATED TO THE FUNCTION

• Customer-focused, professional, and skilled at building rapport by phone and email.
• Results-oriented, persuasive, and comfortable asking for the sale.
• Strong organizational, analytical, and follow-up skills with attention to detail.
• Able to prioritize a high volume of customer interactions and respond calmly to urgent or unusual situations.
• Collaborative and adaptable, with the ability to work effectively both independently and as part of a team.
• Demonstrates sound judgment, accountability, resilience, and a continuous-improvement mindset.

ACADEMIC ASPECTS AND EXPERIENCE

• High school diploma required; post-secondary education in business, sales, or a related field is an asset.
• Two or more years of inside sales, account management, or business-to-business customer service experience.
• Bilingual in French and English, both written and spoken, to support customers across assigned markets.

• Demonstrated ability to achieve sales targets, develop accounts, and manage a sales pipeline.
• Proficiency with Microsoft Office; experience with CRM, ERP, or order-management systems is an asset.
• Knowledge of the wheel, tire, automotive aftermarket, or distribution industry is a strong asset.
• Valid driver’s licence and availability for occasional customer visits, trade shows, and company events.