Inside Sales Consultant, Virtual Sales

About the Role

The Inside Sales Consultant, Virtual Sales at Allegion will promote commercial security solutions, engage with clients virtually, and drive incremental revenue growth for the US Commercial Sales organization.

Key Responsibilities

• Account Ownership:
• Manage a portfolio of commercial end-user customers.
• Understand customer security needs.
• Tailor solutions using hardware, software, and service offerings.
• Nurture existing client relationships for satisfaction and repeat business.
• Make outbound calls on quotes and outstanding orders to identify cross-sell and up-sell opportunities.
• Prospecting, Nurturing & Selling:
• Identify prospects, set appointments, and make sales calls.
• Contact prospects via phone or email from external lead sources or internal prospecting.
• Develop sales opportunities by researching and identifying potential accounts.
• Identify decision makers within targeted leads to initiate the sales process.
• Optimize the customer journey from first contact to purchase.
• Segment leads based on behavior and engagement.
• Create personalized experiences using personas and intelligence at each stage of the funnel.
• Continually update CRM (Microsoft Dynamics) with lead, account, contact, and opportunity data.
• Measure ROI from sales execution and identify areas for improvement.
• Nurture leads through virtual interactions, creating customer value.
• Achieve monthly and/or annual sales quotas.
• Product Training:
• Conduct virtual product demonstrations and training sessions for clients.
• Collaborate with product and technical teams to learn consistently.
• Value-Add Services:
• Provide consultative advice on security strategies and applications.
• Propose customized solutions aligned with clients’ security goals.
• Collaborate with cross-functional teams to enhance the client experience.
• Cross-Functional Collaboration:
• Collaborate with virtual sales colleagues on selling strategies and marketing information.
• Act as an extension of the local field sales team, working with sales management and field reps to drive revenue.
• Work closely with marketing teams to align messaging and campaigns.
• Collaborate with product development teams for feedback.
• Coordinate with customer/sales support teams for seamless implementation.
• Work closely with sales enablement specialists for customer experience.

Requirements & Tech Stack

• Microsoft Dynamics (CRM)
• Virtual communication tools (email, phone, video conferencing)
• Internet tools
• Prospecting systems

Qualifications

• Bachelor’s degree in business, marketing, or related field (or 5+ years of equivalent experience).
• Highly motivated in a competitive, fast-paced environment.
• Proficiency with technology.
• Excellent communication skills and the ability to articulate complex security concepts.
• Proficiency in using virtual communication tools.
• Ability to work independently and within a team.
• Strong time management skills – multi-tasker, able to prioritize and follow up with clients in a timely manner.
• Strong problem-solving abilities and adaptability.
• Passion for enhancing commercial security through innovative solutions.
• Flexibility to work some evening hours.
• Ability to travel 15-25%.
• Position located out of the Charlotte, NC sales office.
• Experience in K-12 is a plus.

Skills

• Clear and concise communication.
• Active listening skills.
• Polite yet persuasive influencing techniques.
• Adaptability to new tools and approaches.
• Problem-solving skills.