Sales Account Specialist (Inside Sales)
About the Role
Universal Rail, part of North American Rail Solutions (NARS), is a leading provider of railroad maintenance and construction services. We are seeking a proactive and results-driven Sales Account Specialist (Inside Sales) to support pipeline development and revenue growth across assigned territories. This role is responsible for executing inside sales activities including prospecting, outbound outreach, lead qualification, and appointment setting, while also providing analytical and administrative support to the broader sales team. The ideal candidate is highly organized, customer-focused, and comfortable working in a fast-paced, metrics-driven sales environment.
Key Responsibilities
Inside Sales & Business Development
- Conduct outbound prospecting activities, including cold calls, email campaigns, and social selling, to generate new business opportunities
- Qualify inbound and outbound leads based on defined criteria (needs, scope, timing, budget, decision-makers)
- Schedule and coordinate meetings, discovery calls, and handoffs for Account Managers and field sales teams
- Build and maintain a healthy sales pipeline through consistent outreach and follow-up activities
- Research target accounts and key contacts to support strategic account development
- Support territory growth by identifying and engaging potential customers in rail, construction, and related industries
CRM & Sales Activity Management (HubSpot or equivalent)
- Maintain accurate and up-to-date records of all sales activities, leads, and customer interactions in CRM systems (e.g., HubSpot)
- Track and manage lead progression through the sales funnel, ensuring timely follow-up and conversion
- Monitor and report on key sales metrics including call volumes, conversion rates, pipeline health, and activity levels
- Support data integrity and pipeline visibility through consistent CRM usage and documentation standards
Customer Engagement & Service
- Serve as a first point of contact for customer inquiries via phone, email, chat, and social platforms
- Provide timely responses, information, and support to prospective and existing clients
- Build and maintain positive client relationships to support retention and growth
Sales Support, Reporting & Analytics
- Prepare and analyze sales reports, dashboards, and performance metrics
- Provide insights into pipeline trends, customer activity, and territory performance
- Assist with the development of sales materials, presentations, and proposals
- Support the Inside Sales team with reporting tools, account insights, and data-driven recommendations
Sales Coordination & Process Improvement
- Collaborate with Inside Sales Representatives and leadership to align on priorities and strategic initiatives
- Identify opportunities to improve sales processes, workflows, and lead conversion effectiveness
- Participate in regular sales meetings and contribute insights on customer trends and market activity
Marketing & Campaign Support
- Assist with execution of outbound campaigns, including email sequences and targeted outreach initiatives
- Support marketing efforts through content creation, social media engagement, and lead generation campaigns
- Identify opportunities to increase brand visibility and drive inbound interest
- Perform other duties as assigned
Qualifications
- High School Diploma or GED required.
- Proven work experience as a Sales Support Specialist
- Railroad, Construction, or other related industry experience, preferred.
- Railroad Industry marketing experience, preferred
- Analytical and multitasking skills, with the ability to prioritize tasks.
- Time management and organization skills.
- Strong interpersonal and customer service skills.
- Excellent communication skills, both written and verbal.
- Active listener and ability to adapt quickly to various customer needs
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