Account Representative - Inside Sales

Illinois Tool Works Norwood , MA

Posted 2 months ago

Company Description

Instron is a global organization that designs, manufactures, sells and services materials testing systems. Instron is a clear global leader in materials testing applications and its leadership in the marketplace is continually expanding. You will find that our established strength, commitment to our core values and team focus provides an engaging work environment and offers exceptional opportunities for personal and career development.

Job Description

The Account Rep (A/R) is a vital member of the Inside Sales Group (ISG). The position shares accountability for machine and OTC bookings with the Field Sales Engineer in their assigned geographic territory. The role of the position is to be a highly responsive, "can-do" single point of contact for customers and to manage the long-term customer relationship, in coordination with other regional team members.

Pro-actively qualifies leads generated through our website, trade shows, and other MARCOM generated-means through diligent phone calling and emailing.

Maintains a positive attitude toward customer relationships with an emphasis on responsiveness.

Assist in the creation of a team environment that produces total customer satisfaction.

Directly sells after-market products and services, including a wide range of accessories, software, software services, retrofits, calibration, maintenance, and service contracts through extensive proactive telephone calling and the use of "by-the-way" statements on ALL incoming calls.

Assists the field sales engineer in scheduling of customer sales visits and demonstrations.

Contributes to achievement of both AMT and OTC goals and quotas in assigned territories with a special emphasis on OTC sales.

Implements territory sales strategy, in coordination with other members of the Account Management Team, to maintain and build relationships with existing customers and to identify and qualify prospects.

Provides customer support through diligent telephone follow-up to maximize customer satisfaction and potential AMT and OTC business.

Demonstrates technical competence in products and applications, ensuring proper sales application to meet customer needs for after-market products and to qualify leads for machines.

Maintains and develops their territory's customer database through input of information related to systems and OTC qualification.

Coordinates with the product line Applications Engineers and Business Unit Managers for backup and specialty technical support including applications requirements, competitive selling, systems configurations, and custom quotations.

Provides a lead role in the expansion selling of new products including, but not limited to, calibration and service products.


Technical skills acquired through 7 years or equivalent in an inside sales position within a technical environment.

Extensive telephone selling experience in a technical field. Must present a professional and energetic phone presence coupled with strong interpersonal skills.

Must be an extremely responsive person with a positive, "can-do" attitude, either offering alternatives for achieving objectives or enthusiastically embracing the ideas of others.

Solid computer skills and full command of all MS Office products.

Proven ability to meet sales objectives.

Ability to thrive in a team goal environment.

Ability to assimilate technical information.

Ability to relate to, understand and develop knowledge of customer testing applications.

Associates degree in a business discipline required, bachelors degree preferred.

Ability to work extended hours as necessary.

Additional Information

Take this opportunity to join a professional and successful team where you can make a significant impact immediately. Enjoy competitive compensation and generous benefits that includes health, dental, life and LTD insurance, paid parental leave, 401k (with match), and a generous tuition reimbursement program.

Instron is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.

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Account Representative - Inside Sales

Illinois Tool Works