Inside Sales Representative

Role Mission: Own sales activity and revenue for Copperfield Chimney Supply and Olympia Chimney \& Venting (“Company”) across the broader account base outside the Top 100/top Loyalty Program tier accounts in the territory. Drive new business through outbound prospecting, account reactivation, and qualification \- this is a “hunter” selling role, not an operational support role.

Summary/Objective

The Inside Sales Representative (ISR) is the primary revenue owner for the Company’s long\-tail account base — all non\-Top 100 accounts within the territory. This is an outbound\-first role requiring daily prospecting activity, reactivation of inactive accounts, and consistent pipeline development. The ISR works closely with Customer Partners (who handle service for these accounts) and surfaces high\-potential accounts for potential elevation to Top 100 status.

Essential Functions

• Own revenue generation across all non\-Top 100 accounts in the assigned territory through active outbound sales effort.
• Execute daily outbound prospecting: calls, emails, and targeted outreach to new prospects and inactive accounts.
• Prioritize outreach and account focus based on data signals (order history, inactivity, product gaps, geography) — not just call volume.
• Reactivate lapsed or dormant accounts through structured reactivation campaigns — identify why accounts went dark and re\-engage with a value\-focused approach.
• Follow up on all inbound leads and catalog/website inquiries assigned to the territory; qualify and move opportunities through the pipeline.
• Conduct discovery conversations to understand customer needs, recommend appropriate products, and close new orders.
• Assist customers with new product or order placement during the sales process; note that ongoing order management and service are handled by Customer Partners.
• Maintain accurate and complete CRM records in HubSpot for every customer interaction, opportunity, and pipeline stage — daily, without exception.
• Identify accounts showing growth signals that may warrant evaluation for Top 100 status; escalate to sales leadership with supporting data.
• Stay current on the Company’s full product portfolio, promotions, and pricing to effectively present solutions to customers.
• Occasionally collaborate with Regional Sales Managers (RSMs) on 'in your area' campaigns for non\-Top 100 accounts within the RSM's travel radius.
• Participate in weekly sales team meetings, pipeline reviews, and training sessions.
• Other duties as assigned.

*What This Role Is Not*

• The ISR is not an administrative assistant or operational support resource for Regional Sales Managers — RSMs manage their own account relationships.
• The ISR is not responsible for processing or managing service issues on Top 100 accounts — those are handled by Account Managers.
• The ISR is not a customer service backstop. Ongoing service requests for non\-Top 100 accounts are handled by Customer Partners.
• The ISR is not an order\-entry clerk. While the ISR may assist in placing new orders as part of the sales process, routine order management belongs to Customer Partners.

Performance Metrics \& KPIs

All activity must be logged in HubSpot. Metrics are reviewed weekly with sales management.Metric

Target / Expectation

Outbound Calls

Minimum 60–80 outbound calls per day with a goal of 20\+ conversations

Outbound Emails / Touchpoints

Minimum 50–70 targeted outreach emails or LinkedIn messages per day with a goal of 5\+ scheduled and held weekly meetings

Meetings / Discovery Calls Held

Minimum 5–8 qualified discovery conversations per week

New Opportunities Created

Minimum 10–15 new pipeline opportunities entered in HubSpot per week

Reactivated Accounts

Minimum 5 previously inactive accounts re\-engaged per month

Revenue from Long\-Tail Accounts

Meet or exceed monthly and quarterly revenue goal for assigned account base

Conversion Rate

Tracked and reviewed monthly; target benchmarked against team average

New Accounts Opened

Minimum 3–5 new accounts with first order placed per month

HubSpot Activity Logging

100% of calls, emails, and opportunities logged same day

Accounts Elevated to Top 100 Review

Minimum 1–2 qualified account escalations submitted to leadership per quarter

Competencies

• Persistence \& Resilience: Maintains daily call volume and outbound effort through rejection cycles; keeps a long\-term view on pipeline development.
• Commercial Instinct: Identifies buying signals and moves conversations toward close naturally.
• Accountability: Hits daily and weekly activity metrics without prompting; owns the results in the long\-tail territory.
• CRM Discipline: Treats HubSpot as the source of truth — logs everything, every day.
• Collaboration: Works within clear role boundaries — partners with Customer Partners and RSMs without creating overlap.
• Product Knowledge: Develops and maintains strong working knowledge of the Company’s product catalog.

Qualifications

• 2\+ years of inside sales, tele\-sales, or outbound sales experience preferred; chimney, hearth, or building products experience a plus.
• Demonstrated ability to generate new revenue through outbound prospecting — not simply order\-taking or account maintenance.
• Strong phone presence: clear communicator, active listener, confident and professional under rejection.
• Proficiency with CRM systems (HubSpot preferred); comfortable logging activity daily and managing a live pipeline.
• Self\-motivated with the ability to manage daily call volume and activity targets independently.
• Strong problem\-solving and qualification skills — able to distinguish genuine opportunities from time\-wasting conversations.

Work Environment \& Physical Requirements

This is primarily an office\-based role or hybrid role. Minimal travel may be required for trade shows, team meetings, or occasional collaborative field visits with RSMs. Standard full\-time schedule, Monday–Friday. Exact hours to be defined by department leadership.

Physical demands: The work is mostly sedentary with periods of light physical activity. Typical positions require workers to walk or stand for short periods; bend, reach, hold, grasp, and turn objects; and operate computer or typewriter keyboards. The work requires the ability to speak clearly, and to see and hear clearly; and the ability to travel by car or plane occasionally.

Work Location

This role is currently designated as Remote or Hybrid under Olympia’s Hybrid Work Program. Hybrid schedules are subject to business needs and may be modified in accordance with Company policy. Position Type/Expected Hours of Work

This is a full\-time position with a schedule of Monday \- Friday. Schedule will be determined upon hire and revisited as necessary. AAP/EEO Statement

Olympia Chimney Supply Holdings, LLC and its subsidiaries, Copperfield Chimney Supply, and Olympia Chimney and Venting, are Equal Opportunity Employers. We value diversity and inclusion and are committed to providing a workplace free of discrimination and harassment. Other Duties

Please note this job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.