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Founded in 1932, Continental Battery Systems (CBS) is the nation’s premier battery distributor. Operating through a national network of 165+ branches and distribution centers, CBS provides complete battery power solutions across automotive, heavy-duty commercial truck, marine, motive power, golf/EV, and specialty categories. Our commercial go-to-market strategy combines local branch inventory with proactive sales coverage. We pride ourselves on speed, availability, local warranty support, and an unyielding commitment to customer success. Position Summary We are seeking high-energy, disciplined, and customer-focused Inside Sales Representatives (ISRs) to join our commercial sales engine. In this role, you will be managing an assigned book of commercial accounts that have purchased from Continental Battery Systems in the past. These are warm outreach calls focused on re-engaging silent customers, diagnosing why buying slowed down, earning back lost orders, and expanding our share of wallet across new product categories. This is a proactive, outbound phone-based position requiring high daily call consistency, sharp consultative discovery, and disciplined pipeline tracking. Key Performance Metrics Success in this position is measured by activity discipline and account revenue growth:
Daily Outbound Dial Floor: Minimum 50 outbound dials per day.
Daily Talk Time Floor: Average over 75 minutes of productive talk time per day.
Opportunity Generation: Converting customer conversations into active quotes and reorders.
Account Reactivation & Retention: Reducing churn across assigned accounts and growing total account gross profit.
Key Responsibilities
Proactive Warm Account Re-engagement & Growth
Execute a structured outbound call cadence targeting assigned legacy and Tier D customer accounts.
Conduct discovery conversations with decision-makers (Parts Managers, Fleet Directors, Counter Leads, and Shop Owners) to understand current purchasing behaviors and supplier relationships.
Re-engage quiet or declining accounts by uncovering past issues (pricing, delivery, warranty, or contact changes) and presenting dedicated solution plans to win back their business.
Expand wallet share by cross-selling adjacent product categories (e.g., introducing marine, AGM upgrades, heavy-duty severe duty, or lawn & garden to single-category buyers).
Consultative Selling & Quoting
Perform quick assembly-thinking discovery: identify vehicle/equipment fitment, application requirements, chemistry, charger compatibility, and core handling.
Generate competitive quotes within 24 hours and execute prompt follow-up calls within 48 hours.
Overcome buyer objections using CBS's structured pattern (Acknowledge, Reframe, Question, Next Step).
CRM Discipline & Field Collaboration
Log all call outcomes, customer intel, next steps, and decision-maker contact details in NetSuite daily.
Utilize RingCentral softphone tools integrated with NetSuite to streamline daily workflows.
Partner seamlessly with local CBS Branch Managers and Territory Sales Managers (TSMs) to ensure smooth local delivery and seamless handoffs when accounts grow beyond field thresholds.
Candidate Qualifications & Requirements
Experience: 1–3+ years of experience in outbound inside sales, account management, or B2B sales development (industrial or automotive distribution experience is a plus).
Outbound Stamina: Proven discipline to hit a non-negotiable activity floor of 50+ outbound dials and 75+ minutes of talk time every day.
Communication Skills: Excellent verbal communication, active listening, and phone presence. Ability to build rapport quickly with counter managers and shop decision-makers.
Resilience & Growth Mindset: Positive, persistent attitude when navigating objections or re-engaging lapsed accounts.
CRM & Tech Literacy: Proficiency with CRM software (NetSuite experience preferred) and Google Workspace.
Education: High School Diploma or equivalent required; Bachelor’s degree in Business, Marketing, or Industrial Distribution preferred.
What We Offer
Competitive Compensation: Attractive base salary plus performance-based bonus structure.
Comprehensive Benefits: Health, Dental, and Vision insurance coverage.
Retirement & Time Off: 401(k) matching program, generous Paid Time Off (PTO), and company-paid holidays.
Career Growth: Structured onboarding program, weekly 1:1 coaching, and advancement opportunities into Senior Inside Sales or Field Territory Management.
