• Generate new business opportunities through cold calling, lead sourcing, and outbound sales efforts • Build, manage, and maintain a strong and consistent sales pipeline • Identify client needs and propose suitable technology or IT service solutions • Establish and nurture long-term relationships with prospective clients • Collaborate with internal technical and delivery teams for solution alignment • Maintain accurate records of sales activities and pipeline in CRM tools • Conduct client meetings, presentations, and follow-ups to drive conversions • Achieve and exceed assigned sales targets and performance KPIs

Role Description We are seeking an experienced and driven Sales Manager to lead and grow a team of inbound Loan Officers, driving origination volume, building a high-performance sales culture, and executing on aggressive growth targets. - Team Leadership and Management: Lead, manage, and motivate a team of 8–10 inbound Loan Officers to achieve and exceed origination targets. Hold team accountable to defined KPIs across speed-to-lead, contact rate, application rate, and funded volume. - Inbound Sales Strategy: Own inbound lead management strategy, including call cadence, speed-to-lead, and conversion playbooks. Implement scripts and workflows tailored to real estate investors, self-employed borrowers, and fix-and-flip operators to maximize conversion and lifetime value. - Training and Development: Train and coach Loan Officers on sales execution, loan structuring, deal qualification, and pipeline management to improve conversion rates and cycle times. - Performance Monitoring: Track and manage funnel performance across key metrics (contact → application → funded), identifying bottlenecks and driving continuous improvement. - Reporting: Prepare and present regular reporting on team performance, sales targets, and other key metrics to senior management, providing insights and recommendations for improvement. - Compliance: Ensure all origination activity complies with applicable federal and state mortgage regulations, including RESPA, TILA, and licensing requirements. - Customer Relationship Management: Own CRM workflows, lead routing, and follow-up standards to ensure no lead leakage. Enforce disciplined pipeline management, ensuring timely follow-up and full visibility into conversion performance. - Collaboration: Work closely with marketing, operations, tech, and customer service to ensure a cohesive borrower experience and continually improve our business. Qualifications - Bachelor's degree in Business, Marketing, Finance, or a related field preferred. - 5+ years of experience in mortgage sales management (inbound/telesales preferred) with a track record of achieving sales targets. - Strong working knowledge of non-QM mortgage products, including DSCR, bridge/RTL, and consumer programs, along with conventional/agency mortgage programs. - Excellent communication, negotiation, and interpersonal skills. - Proficiency in CRM software and LOS platforms; Salesforce preferred but not required. - Active NMLS license preferred with willingness to obtain additional states as required. - Ability to work in a fast-paced and dynamic environment. Skills - Strategic thinking and problem-solving skills. - Strong organizational and time-management abilities. - High level of resilience and adaptability. - Detail-oriented with a focus on quality and accuracy.

About The Kendall Group The Kendall Group is comprised of eight divisions with 75+ locations in ten states. Combined, we serve the Electrical, Automation, Pipe, Valve, and Fitting products, Steam, Lighting, Industrial Controls, and Instrumentation Industries. The Kendall Group is a 100% employee-owned company. Kendall offers a great opportunity for a rewarding career. Why The Kendall Group? Our employee ownership model is the core of who we are. You will not only own part of the company, but you will own your future. At Kendall, you'll have opportunities to learn and grow while being coached and mentored along the way. We're that company where people stay! We're proud to say more than 60% of our associates have more than 5 years of tenure, and more than 40% have greater than 10 years. At Kendall, you will be valued and supported, your ideas will be heard, your voice will matter, and you'll work alongside incredible people who care about your success. Role Summary: Reporting to the Sales Manager, the Customer Specialist is a key member of the Merlo Sales team. The person in this role is responsible for establishing and nurturing relationships with distributors, engineers, and end users. This role involves promoting products or services, understanding client needs, and collaborating with internal teams to meet sales targets. Effective communication, market analysis, and strategic planning are crucial to drive business growth and ensure customer satisfaction.Exciting work you will do: The essential duties and responsibilities of the Customer Specialist position will consist of, but are not limited to, the following: - Generate profitable orders and meet or exceed annual sales targets - Create and implement sales strategies for developing your assigned territory - Establish trust and confidence between Merlo Energy, manufacturers, and customers - Plan, organize, and execute field activities such as customer visits and walk-about surveys to achieve maximum productivity - Monitor all quotations and ensure professional follow-up to maximize sales - Analyze unconverted quotations, understand reasons for loss, and recommend improvements - Regularly review field activities and implement improvements to drive productivity and efficiency - Search for new prospects to expand the customer base and identify new sales opportunities - Develop a full understanding of your customer base and stay aware of market activities and competitors - Identify and convert sales opportunities into orders - Continually upgrade product knowledge and selling techniques through training and self-study - Apply product knowledge by making technical proposals and demonstrating benefits to customers - Perform other duties as assigned Competencies you possess: - Service Excellence - Results & ; Action Oriented - Accountability & ; Responsibility - Understanding Others & ; Listening - Teamwork & ; Collaboration - Priority Setting - Problem Solving - Time Management What you’ll need: - Experience: 3 years of sales experience - Education: High School Diploma or equivalent - Analytics/Computer Skills: Proficiency with MS Office (especially Excel); mechanical aptitude; technical knowledge of institutional systems and applications - Organization Skills: Highly organized; detail-oriented - Cross-functional Skills: Ability to work well cross-functionally; excellent customer service; strong presentation skills - Communication Skills: Excellent verbal and written communication; strong negotiating and sales planning skills - Physical, Mental & ; Visual Skills: Frequent sitting, driving, and vehicle entry/exit; ability to see, sit, stand, walk, talk, and hear; ability to stand for 8 hours; ability to climb stairs and step ladders, bend, stoop, crouch, and kneel - Physical Environment: Normal office environment with exposure to warehouse, fabrication settings, and moving equipment - Travel: Willing to travel up to 25% with minimal overnight - Driver’s License: Must possess and maintain a valid driver’s license Qualifications we prefer but don’t require: - Bachelor’s degree in engineering or business The Kendall Group is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, age, physical or mental disability, citizenship, military status, protected veteran status, genetic information, or any other characteristic protected under applicable federal, state, or local law.

Role Description The Inside Sales Representative (ISR) plays a critical role in lead generation and management, prescriber engagement, and business development to increase revenue growth across Revelation Pharma. This position is responsible for identifying, qualifying, and nurturing opportunities from multiple lead sources to drive prescriber growth and retention. The ISR partners closely with Field Sales Representatives and Account Managers to ensure seamless transitions, proactive outreach, and a consistent customer experience across the provider lifecycle. Job Activities and Responsibilities - Respond promptly to incoming leads and marketing inquiries. - Manage conference-generated leads, ensuring timely follow-up and conversion tracking. - Execute campaign outreach related to specific initiatives (e.g., new preps, 503B initiatives, etc.) - Utilize CRM system to track all activity, follow-up status, and performance metrics. - Develop and maintain organized outreach cadences for lead nurturing. - Identify and target potential prescribers to expand our compounding pharmacy network. - Qualify leads by assessing their needs, challenges, and potential interest in compounding solutions. - Effectively communicate the value of our compounds and services to move leads through the sales pipeline. - Lead the onboarding process for new prescribers joining the network, ensuring a smooth transition and providing comprehensive training on our services, systems, therapeutic offerings, and processes. - Collaborate with field sales representatives to offer tailored solutions that drive customer retention and growth. - Articulate the value propositions of our compounding pharmacies and their services adeptly, ensuring alignment with provider needs and addressing concerns effectively. - Identify opportunities to expand services and offerings within prescriber accounts, working closely with field sales and marketing teams to drive growth and revenue. - Provide training and educational resources to prescribers and their staff, such as clinical resources, regulatory/preparation updates, and prescription templates. - Re-engage inactive prescribers through structured outreach plans designed to uncover barriers and reestablish engagement. - Implement win-back strategies for churned prescribers by identifying previous pain points and positioning new solutions or product offerings. - Act as a support system for field representatives by assisting in provider communication, gathering provider or practice insights, and sharing relevant updates. - Introduce field sales team and encourage onsite appointments for field representatives with new prospects or current accounts. - Provide field representatives with detailed reports on account history, activity, and opportunities for growth. - Penetrate smaller markets where field rep may not have as much presence. - Partner with Field Representatives to set up meetings, warm up territories, and qualify prospects ahead of scheduled travel campaigns. - Maintain a strong line of communication with field teams to ensure alignment on campaign priorities, regional targets, and account transitions. - Stay informed on therapeutic areas, offerings, and industry trends to educate and guide providers effectively. - Share insights from customer interactions with marketing and sales leadership to influence campaign strategies and product positioning. - Collect and share market feedback and competitive insights from prescriber interactions, marketing campaigns, and events. - Use CRM and tracking tools to document all customer interactions, track progress, and measure outcomes. - Monitor performance metrics such as revenue growth, activity levels, lead conversions, account retention rates, and sales contributions to identify areas for improvement. - Develop and implement strategic plans to organically grow and diversify the network, aligning with organizational projections and collaborating with field sales team to accomplish goals. Qualifications - High School Diploma Required, Bachelor’s Degree or Certification as Pharmacy Technician strongly preferred or 4+ years compounding or industry experience. - Proven experience in customer service, business development, or sales is required. Compounding pharmacy experience is preferred. - Strong interpersonal and communication skills (oral and written), with the ability to build rapport and influence stakeholders at all levels. - Strong phone presence and experience in a high call volume environment. - Knowledge of compounding pharmacy regulations, compliance requirements, and industry standards. - Analytical mindset to qualify leads and identify growth opportunities. - Self-motivated and results-oriented, with a proactive and creative approach to problem-solving, goal achievement, and discovering new opportunities. - Ability to build/maintain customer relationships remotely by being proficient with web presentation tools. - Experience using Microsoft Suite (Word, Outlook, PowerBi, etc.) and Customer Relationship Manager (CRM) software. Competencies - Results Driven – Consistently meets or exceeds performance goals. - Customer Focused – Builds relationships that foster trust and loyalty. - Adaptable – Excels in a dynamic and fast-paced environment. - Collaborative – Works cross-functionally to achieve shared objectives. - Organized – Efficiently manages multiple priorities and deadlines. - Proactive Communicator – Keeps internal teams informed and aligned. - Curious and Analytical – Seeks to understand the 'why' behind prescriber behavior and market shifts. Benefits - Health care insurance (medical, dental, vision) - Life Insurance - Supplemental Insurance - PTO - 401K matching - Sick leave