Inside Sales Representative - Boston Area

Reports to: Sales Manager

Location: Greater Boston Area – Woonsocket, Rhode Island (onsite)

Founded in 2006 and headquartered in Woonsocket, RI, Surplus Solutions is a world leading provider of Equipment Lifecycle Management (ELM) services focused on procuring and reselling clinical and research laboratory and processing equipment from and to the biotechnology, pharmaceutical, life sciences and healthcare end‑markets. Through a robust and actively cultivated network of sourcing relationships, the Company obtains laboratory, processing and packing equipment across a wide array of sizes and use cases either via outright purchase or through consignment.

This equipment is subsequently resold through various channels to a large and diverse buyer universe comprised of life sciences market participants in search of a solution to the various challenges associated with clinical laboratory equipment management and procurement.

Surplus Solutions is a rapidly growing industry leader in the sale of pre‑owned biotechnology, pharmaceutical, and laboratory equipment.
We are looking for an energetic, motivated, and well‑spoken Inside Sales Representative to join our sales team.

The Inside Sales Representative will be responsible for closing inbound inquiries, developing new leads and opportunities, communicating with customers, understanding their needs, and ensuring a smooth sales process and post‑sales support
. As a successful Surplus Solutions Inside Sales Representative, you should be able to achieve sales targets, maintain a healthy funnel, be an excellent listener, build instant rapport and achieve customer satisfaction
.

• Achieve/attain sales targets and outcomes based on company goals.
• Develop sales opportunities by researching and identifying potential accounts, soliciting new and existing accounts, building rapport, providing technical information and explanations, and preparing quotations.
• Grow accounts by checking customer’s buying history, suggesting related and new items, and explaining technical features.
• Reach out to customer leads through inbound inquiries and outbound cold calling.
• Promote other offerings at the time of sale or negotiation, including but not limited to Service Contract enrollment for relevant equipment.
• Execute sales strategy by transferring orders to fulfillment, communicating expected delivery date, and explaining product availability and functionality.
• Expedite the resolution of customer problems and complaints to maximize satisfaction and retention.

• Maintain and improve quality results by following standards and recommending improved policies and procedures.
• Regularly supply management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Collaborate with other departments, including but not limited to sourcing, marketing, operations, and finance to develop equipment specifications and ensure that purchased equipment meets the needs of customers and maximizes profitability for the company.
• Monitor key performance indicators, including revenue, profits, opportunity conversation rate and proposal turnaround time; take corrective action when necessary and alert management to any KPI deviations.
• Stay up to date on industry trends and innovations and leverage this knowledge to drive continuous improvement in our equipment sourcing processes.
• Manage time efficiently, meet goals, and work effectively with other members of the team.
• Assess competitors by analyzing and summarizing competitor information and trends and identifying sales opportunities.

• Proven inside sales experience with track record of over‑achieving targets/quota.
• Preferred experience in biotech, life sciences, healthcare, and/or pharmaceutical drug manufacturing/testing/R&D processes, and awareness of industry trends.
• Sales experience in capital equipment or another sector in which physical item logistics are a key consideration.

• Self‑driven and motivated with the ability to connect with customers to establish and grow relationships.
• Good time management and organization is required.
• Demonstrated capability to effectively utilize best in class selling processes (e.g. SPIN, Challenger, Miller Heiman) and technology platforms including  (or similar CRM software).
• Strong communication/negotiation skills and the ability to develop and maintain effective relationships.
• Energetic and positive attitude.
• Highly effective communication with excellent verbal and written communication skills.
• Strong phone and professional video meeting presence and experience with a high volume of calls per day.
• Possess good judgement and attention to detail.

• Must be able to attend local, state and national trade shows as needed.