Inside Sales Representative

Founded in 1954, R.S. Hughes Co., Inc. is a dynamic, North American distributor of industrial supplies. With over 40 warehouse sites in the United States and Mexico, we maintain an extensive inventory of adhesives, abrasives, electrical, static control, tapes, labeling, and safety products. We represent leading manufacturers including 3M, Henkel Loctite, Momentive, Brady, Kimberly Clark, Ansell Edmont, and others. We specialize in sales and service solutions for manufacturing companies in both OEM and MRO applications.

About the role

The Inside Sales Representative (ISR) is a key position contributing to revenue growth through expansion of assigned accounts. This role involves closing new sales opportunities via proactive outreach and cold calling, generating leads, up-selling, and promoting R.S. Hughes’ products and services. The ISR maintains and expands customer relationships to maximize wallet share through effective communication, professionalism, and excellent service. The ideal candidate manages their book of business from prospecting through invoicing and supports quoting, pricing, order processing, and account setup as needed.

Responsibilities

• Generates revenue growth by soliciting and obtaining orders, understanding customer objectives, and providing product and services information to maximize wallet share.
• Assesses industry trends and identifies net-new sales opportunities.
• Develops sales opportunities by researching and expanding share of wallet in existing accounts, soliciting new or inactive accounts, building rapport, and preparing quotations.
• Closes net-new opportunities within existing accounts and generates interest at new accounts through proactive phone calls, emails, and professional social media platforms like LinkedIn.
• Owns full responsibility for revenue and gross profit growth across a customer portfolio of key strategic accounts.
• Develops accounts by evaluating customers’ buying history, suggesting related and new items, and explaining unique value propositions.
• Leverages the Front Customer Experience management system to promptly answer inquiries from key stakeholders and new customers.
• Maintains and improves results by following established standards and recommending improved policies.
• Enhances job skills and knowledge by studying new product descriptions and participating in educational opportunities.
• Utilizes CRM tools to track progress and improve revenue growth.
• Mentors and trains less experienced team members using deep industry knowledge.
• Collaborates with Customer Care to fill orders, communicate delivery dates, and resolve stock-out issues.
• Manages a full book of business from prospecting through invoicing, applying knowledge of quoting, pricing, sourcing, and order processing.
• Prepares and manages customer quotes and bids, sourcing competitive pricing and lead times.
• Builds and validates part numbers and product cross-references for accurate quoting, ordering, and invoicing.
• Leads new account setup, including classification, terms, and coding, partnering with Credit & Finance.
• Monitors order status and proactively communicates updates to customers, resolving pricing or sourcing issues.
• Delivers against Key Predictive Indicator expectations, such as Opportunity Creation, Opportunities Won, and SKU Count.
• Achieves core business objectives, including double-digit top-line revenue growth and gross profit growth.
• Performs other job duties as assigned.

Requirements

• BA/BS University degree with a concentration in marketing, promotions, advertising sales, or business administration, and 5+ years of industry sales experience; or equivalent combination of education and experience.
• Working knowledge of, or willingness to learn, quoting, pricing/sourcing, order processing, and account setup procedures across the full sales-to-fulfillment cycle.

Skills

• Motivated by sales: fearless closer and relentless prospector.
• Ability to meet sales growth goals.
• Exceptional relationship-building and communication skills.
• Strong negotiation, de-escalation, and conflict resolution abilities.
• Ability to manage multiple projects or tasks simultaneously without compromising performance.
• Strong focus on customer relationships and satisfaction.
• Ability to thrive in a fast-paced environment and adapt to changing market conditions.
• Comfortable working cross-functionally and operationally versatile (e.g., managing quotes, pricing, part number builds, and account setup).
• Strong technology skills and proficiency with data.
• Professionalism and commitment to continuous improvement.

Benefits

• Comprehensive medical, dental, and life insurance.
• Wellness benefit and short-term disability plan.
• Paid vacation.
• 401(k) retirement savings plan.
• Employee Stock Ownership Program (ESOP), with eligibility after 30 days of service.

Pay

Compensation for this non-exempt role is up to $23 to $25/hour, depending on experience.