Inside Sales Coordinator

INSIDE SALES COORDINATOR

Company: WSS / Stone Mountain Companies
Location: Metro Atlanta, Georgia
Employment Type: Full-Time | Salaried
Compensation: Eligible for Performance Bonuses | No Sales Commission
Reports To: CEO
Operational Support: Operations Manager

POSITION SUMMARY

The Inside Sales Coordinator is responsible for developing and maintaining a disciplined, service-focused, results-driven inside sales function for WSS / Stone Mountain Companies.

This position is responsible for identifying and developing new business opportunities, responding to customer inquiries, conducting needs-based consultations, preparing approved quotations, coordinating service opportunities, maintaining accurate CRM records, and ensuring consistent customer follow-up from initial contact through resolution.

The Inside Sales Coordinator will focus primarily on warehouses, distribution centers, and industrial facilities throughout the greater Atlanta area. The position will develop relationships with decision-makers and influencers in Fleet, Maintenance, Operations, Safety, Procurement, Facilities, and other relevant operational functions.

This is an ownership-oriented role. The successful candidate will not simply process leads or respond to inquiries. The individual will be expected to identify opportunities, understand customer needs, coordinate internally, follow through on commitments, analyze results, and continuously improve the company's inside-sales process.

KEY PRODUCTS & SERVICES

The Inside Sales Coordinator will develop sufficient knowledge of the Company's products and services to understand customer requirements and communicate appropriate solutions.

Core offerings include:

• New industrial electric vehicles

• Certified pre-owned industrial electric vehicles

• Equipment rentals

• Leasing

• Fleet renewal

• Preventive maintenance

• Repairs and field service

• Battery support

• EV training

• Forklift training

• Training and certification services

Industry-specific experience is not required; however, the employee must demonstrate the ability and willingness to learn technical products, services, and customer applications.

ESSENTIAL RESPONSIBILITIES

1. New Business Development & Prospecting

• Research and identify qualified warehouses, distribution centers, industrial facilities, and other target accounts throughout the greater Atlanta area.

• Identify appropriate decision-makers and influencers within target organizations.

• Build and maintain a qualified prospect database.

• Conduct structured outbound prospecting through approved phone, email, direct-mail, and other outreach methods.

• Develop and maintain professional outreach materials, including postcards, brochures, email campaigns, and FedEx outreach packages.

• Generate new opportunities for equipment sales, fleet renewal, rentals, leasing, service, maintenance, battery support, and training.

• Develop strategies to consistently create new business opportunities.

• Measure the effectiveness of prospecting activities and adjust efforts based on results.

• Maintain professional, respectful, and appropriate outreach practices.

2. Customer Engagement & Needs Discovery

• Respond promptly and professionally to inbound customer inquiries.

• Conduct phone and email consultations with prospective and existing customers.

• Ask effective questions to understand customer requirements, timing, urgency, operational constraints, equipment needs, and service requirements.

• Determine whether inquiries represent qualified sales or service opportunities.

• Accurately document customer needs and requirements.

• Translate customer needs into clear internal actions and appropriate next steps.

• Maintain ownership of the customer experience through the appropriate internal handoff.

3. Lead & Opportunity Management

• Receive, qualify, document, and manage inbound and outbound opportunities.

• Maintain disciplined follow-up with prospects and customers.

• Establish a clear next step for every active opportunity.

• Ensure qualified opportunities are not lost because of delayed responses or incomplete follow-up.

• Track communications, requirements, quotations, appointments, outcomes, and follow-up activities.

• Maintain accurate opportunity stages and pipeline information.

• Identify opportunities for repeat business and additional customer needs.

• Escalate matters requiring management, pricing, technical, or operational decisions.

4. Quotation & Sales Coordination

• Prepare accurate quotations using approved pricing, products, services, assumptions, and procedures.

• Verify customer, product, quantity, pricing, service, and timing information before quotations are issued.

• Follow all required approval processes.

• Communicate quotations clearly and professionally.

• Follow up on quotations to determine customer status, questions, objections, and next steps.

• Maintain accurate quotation information in HubSpot and applicable company systems.

• Coordinate with Operations and other internal personnel when additional information or approval is required.

• Never make unauthorized pricing, delivery, service, or operational commitments.

5. Field-Service & Operational Coordination

• Identify customer requests that require field-service support.

• Coordinate field-service appointments with Operations.

• Confirm customer requirements before scheduling service.

• Communicate the scope, timing, location, and customer expectations to the appropriate operational personnel.

• Monitor open service-related requests through completion or appropriate handoff.

• Follow up with customers when appropriate to confirm completion and satisfaction.

• Identify recurring service issues or customer concerns and communicate them to management and Operations.

6. HubSpot CRM Management

HubSpot CRM management is a core responsibility of this position.

The Inside Sales Coordinator will:

• Maintain complete and current customer and prospect records.

• Enter and update customer contact information.

• Document calls, emails, inquiries, consultations, quotations, appointments, follow-up activities, and outcomes.

• Maintain accurate opportunity stages and pipeline information.

• Record next steps and follow-up dates.

• Ensure customer activity can be traced from initial contact through resolution and follow-up.

• Maintain reliable pipeline reporting.

• Identify and correct incomplete or outdated records.

• Use CRM information as a business-development and decision-making tool, not simply as an administrative requirement.

HubSpot experience is preferred but not required. The ability and willingness to learn and maintain disciplined CRM practices is required.

7. Sales Analytics & Performance Improvement

The Inside Sales Coordinator will use available data to understand sales performance and identify opportunities for improvement.

Responsibilities include:

• Analyze prospecting activity and results.

• Monitor inbound inquiries and outcomes.

• Analyze quotation activity and conversion.

• Track appointment activity and results.

• Evaluate lead and opportunity conversion.

• Identify which outreach methods are generating results.

• Identify activities that are not producing desired results.

• Review customer feedback and recurring issues.

• Recommend specific tests, changes, and process improvements.

• Use results to improve prospecting, follow-up, customer engagement, and sales processes.

• Communicate meaningful findings and recommendations to management.

• Help establish practical performance measurements for the inside-sales function.

The expectation is not simply to report numbers, but to understand what the numbers mean and use the information to improve performance.

8. Customer Follow-Up & Relationship Management

• Maintain timely, professional communication throughout the customer journey.

• Follow up on inquiries, quotations, service requests, appointments, and open opportunities.

• Ensure customers understand next steps and expected timing.

• Communicate delays, changes, or issues promptly.

• Maintain ownership until the appropriate handoff or resolution occurs.

• Follow up after significant transactions or service interactions when appropriate.

• Identify opportunities to strengthen customer relationships and generate repeat business.

• Build customer trust through responsiveness, accuracy, consistency, integrity, and follow-through.

9. SOP & Process Development

The Inside Sales Coordinator will contribute to developing the systems and processes necessary to create a disciplined and scalable inside-sales function.

Responsibilities include:

• Create and improve SOPs and work instructions related to assigned responsibilities.

• Identify gaps, inefficiencies, and communication breakdowns.

• Recommend practical process improvements.

• Establish repeatable processes for prospecting, lead qualification, quotations, follow-up, service scheduling, CRM management, and reporting.

• Update procedures as processes evolve.

• Train other employees on applicable procedures when assigned.

• Help establish consistent standards for customer communication and sales follow-through.

10. Cross-Functional Coordination

• Work closely with Operations and other internal departments to fulfill customer commitments.

• Translate customer requirements into clear internal actions.

• Ensure employees understand what is required, when it is required, and what follow-up is necessary.

• Coordinate information between customers and internal departments.

• Maintain clear communication as opportunities transition from sales to Operations or Service.

• Escalate issues appropriately when management approval or additional support is required.

• Help prevent communication gaps that could negatively affect customer service, operations, or sales opportunities.

CUSTOMER SERVICE EXPECTATIONS

The Inside Sales Coordinator is expected to operate with a service-first mindset.

Every customer interaction should demonstrate:

• Professionalism

• Responsiveness

• Accuracy

• Integrity

• Respect

• Ownership

• Follow-through

• Clear communication

The employee should seek to understand the customer's actual need rather than simply respond to the immediate question.

The objective is to position WSS as a trusted and responsive resource—not simply a vendor.

REQUIRED QUALIFICATIONS

• Excellent written and verbal communication skills.

• Strong telephone and customer-interaction skills.

• Excellent listening and needs-discovery abilities.

• Strong organization and time-management skills.

• Demonstrated accountability and follow-through.

• Strong attention to detail.

• Ability to manage multiple opportunities and priorities simultaneously.

• Ability and willingness to learn technical products and services.

• Ability to translate customer needs into clear next steps.

• Strong problem-solving skills.

• Ability to work effectively with customers and internal stakeholders.

• Demonstrated integrity and professionalism.

• Willingness and ability to learn CRM systems and maintain accurate records.

• Ability to work independently while appropriately coordinating with management and Operations.

PREFERRED QUALIFICATIONS

• Experience in inside sales, business development, customer service, sales coordination, account management, or a related customer-facing position.

• Experience with HubSpot or another CRM platform.

• Experience managing a sales pipeline.

• Experience with outbound prospecting.

• Experience preparing quotations or proposals.

• Experience coordinating field-service or operational appointments.

• Experience analyzing sales or customer-service metrics.

• Experience developing SOPs or work instructions.

• Experience in an industrial, equipment, manufacturing, warehouse, logistics, distribution, or B2B environment.

Material-handling industry experience is not required.

The Company places greater importance on integrity, responsiveness, learning ability, customer orientation, organization, initiative, and follow-through than on prior industry-specific experience.