Inside Sales Representative

Gaylord Archival, located in North Syracuse, NY, is the premier preservation and display company in the nation, serving museums, archives and other institutions for over 130 years. We manufacture enclosures (sleeves, boxes, showcases) that protect, preserve and display irreplaceable artifacts so they can be shared for many generations to come.

As a trusted leader in our industry, we strive to attract and retain highly qualified and mission driven coworkers. We provide an environment that embraces and encourages integrity, strong customer service skills, work-life balance, life-long learning and accountability.

Gaylord Archival is seeking a full-time experienced Inside Territory Sales Representative to join our team. The successful candidate is self-driven, manages time well, has excellent written and oral communication skills and is highly organized. Ability to use good judgement in negotiating sales agreements is important.

The Inside Territory Sales Representative is responsible for developing customer relationships and converting inbound opportunities into sales within an assigned territory. This role serves as the primary contact for incoming leads, using a consultative sales approach to understand customer needs, project scope and budget in order to recommend appropriate standard or custom solutions.

The representative will qualify opportunities, prepare pricing and actively manage follow-up to move opportunities through the sales pipeline. Accurate and timely documentation of customer communications and opportunities in the CRM system is an essential part of the role.

Job Type: Full-time; exempt
Schedule: Monday—Friday, 8 hours
Pay: $62,500 to $85,904 per year, depending on experience plus performance-based incentives
Location: Hybrid remote—Syracuse, NY

Essential Duties & Responsibilities

 

Lead Response & Consultative Sales

  • Respond promptly to inbound inquires within an assigned territory
  • Engage customers in a consultative discussion to understand project goals, specifications, timeline and budget in order to recommend the most appropriate product solution

Opportunity Qualification & Pricing

  • Qualify incoming opportunities using BANT (Budget, Authority, Need & Timeline)
  • Prepare and delivery pricing for both standard and custom products
  • Follow up with customers to advance opportunities toward order placement

Pipeline & CRM Management

  • Maintain accurate and timely records of all customer interactions, opportunities, quotes and pipeline activity in the CRM system to support forecasting, reporting and account management

Customer Relationship Development

  • Build and maintain strong relationships with existing and prospective customers within the assigned territory through responsive communication, product knowledge and consultative support.

Sales Team Support

  • Provide coverage and support for other Territory Sales Representatives as needed and collaborate with internal teams to ensure accurate proposals and effective customer service. 

Industry Engagement

  • Represent the company at trade shows or customer sites as required

Position Requirements

  • Minimum of two years of telephone sales, inside sales or key account management experience in a consultative or relationship-based selling environment
  • Experience in business-to-business sales required
  • Strong communication and relationship-building skills
  • Ability to assess customer needs and recommend appropriate solutions
  • Experience working in a CRM system and maintaining accurate sales pipeline information
  • Knowledge of the museum, education or library markets is a plus

Education
 

Four-year Bachelor’s degree strongly preferred; high school diploma or equivalent is required

Benefits Package
 

Along with growth and the opportunity to be challenged, we offer a competitive benefits package that includes: 

  • Competitive base salary
  • Performance-based incentive plan
  • Medical, dental, prescription drug and vision insurance with HRA and HSA options
  • 401K match
  • Generous paid time off
  • Life, AD&D and disability insurance
  • Employee Assistance Program

How to Apply

For consideration, please submit resume to HR@gaylord.com.

As an equal opportunity employer, considers applicants for all positions without regard to race, color, religion, creed, gender, national origin, age, disability, sexual orientation, marital or veteran status, or any other legally protected status.