Outbound Sales Representative

Job Description:

• Title: Outbound Sales Representative
• Company: OptiMA, Inc.
• Location: Shrewsbury, MA
• Base Salary $50 to 90k
• Overview:
  • OptiMA, Inc., a leading provider of innovative dry-erase solutions, is seeking a highly motivated Outbound Sales Representative to establish and drive our outbound sales function. This is a pioneering role, with the opportunity to shape the future of our sales team.
  • The primary focus is on proactively identifying and qualifying new sales leads, building relationships with key decision-makers, and closing deals.
  • Key target markets include dealers in print, education, and furniture industries, as well as Div 10 dealers and GSA contractors, with a strong emphasis on print shops, including a franchise with 800 locations.
  • The role involves selling our specialized ceramic porcelain steel dry-erase products and custom-printed solutions.
• Responsibilities:
  • Proactive lead generation and qualification through various channels.
  • Development and execution of effective outreach strategies.
  • Relationship building with key decision-makers.
  • Value proposition communication and tailored sales presentations.
  • Negotiation and deal closure.
  • CRM management and sales activity tracking.
  • Industry trend and competitive landscape monitoring.
  • Collaboration with internal teams.
  • Contribution to outbound sales process development.
  • Travel for customer visits and trade show participation.
• Must-Have Skills/Experience:
  • 5+ years of B2B outbound sales experience.
  • Proven track record of exceeding sales quotas.
  • Strong communication, interpersonal, and presentation skills.
  • Proficiency in CRM systems and sales automation tools.
  • "Hunter" mentality with a competitive drive.
• Nice-to-Have Skills/Experience:
  • Experience in the office supplies, educational supplies, or furniture industry.
  • Bachelor's degree in business or marketing.

Top Priorities for This Role (First 6-12 Months):

• Establish and build a robust outbound sales pipeline.
• Secure key accounts within the print shop and franchise target markets.
• Achieve and exceed sales targets, with a focus on print shop sales.
• Contribute to the documentation and improvement of the outbound sales process.
• Begin to build relationships with 10% of the 800 location franchise, with the goal of 1k in sales per location per month. (1M per year)

Compensation & Benefits:

• Base salary: $50,000 per year.
• Commission: 26% of gross profit (54% gross margin).
• Potential for very high earnings. (500K in sales = roughly 120K, 1M in sales = roughly 190K)
• Commission draw is negotiable for the first three months.
• Comprehensive benefits package (up to 100% health, dental, vision, retirement).
• Remote/hybrid flexibility: To be discussed.

Growth Opportunities:

• Significant earning potential and career advancement opportunities.
• Potential to lead and build the outbound sales team.
• Ongoing training and development to enhance skills.
• Opportunity to help build a sales department from the ground up.

Must-Have vs. Nice-to-Have Skills:

• Must-Have:
  • 5+ years of B2B outbound sales experience.
  • Proven track record of exceeding sales quotas.
  • Strong communication and interpersonal skills.
  • CRM proficiency.
  • "Hunter" mentality.
• Nice-to-Have:
  • Industry specific experience.
  • Bachelors Degree.

Interview Process & Timeline:

• The interview process will likely consist of multiple rounds.
• Key decision-makers will be involved in the process.
• Specifics on the exact number of rounds, and who will be involved will be provided as the process moves forward.

Ideal Candidate Profile:

• Personality Traits:
  • Coachable, curious, and possesses a strong work ethic.
  • Intelligent, with strong critical thinking and communication skills.
  • Demonstrates prior success and a passion for sales.
  • Resilient, persuasive, and competitive.
• DISC Profile:
  • High "D" (Dominance): Assertive, results-oriented, and comfortable taking charge.
  • High "I" (Influence): Persuasive and able to build rapport quickly.
  • Moderate "S" (Steadiness): Balances drive with relationship building.
  • Lower "C" (Conscientiousness): Flexible and adaptable.