• The Inside Sales Lead serves as a working leader for the Inside Sales team, balancing individual sales responsibilities with day-to-day guidance and support of team members. • This role provides coaching, training, and operational oversight to ensure exceptional customer service, achievement of sales objectives, and adherence to established processes. • Acts as a subject matter expert and liaison between the Inside Sales team and leadership, fostering collaboration, accountability, and continuous improvement. • Prepare weekly action plans and schedules to identify specific targets and to project the number of contacts to be made. • Identify sales prospects and contact these and other accounts as assigned. • Make a minimum of 25 unique calls per day. • Follow up on new leads and referrals resulting from call activity. • Present and sell company products and services to current and potential clients via phone. • Establish and maintain current client and potential client relationships. • Coordinate company staff to accomplish the work required to close sales. • Complete a task and call log daily to include contacts title, phone number, product discussion and next steps. • Meet or exceed established monthly Sales Goals on a regular and consistent basis. • Answer quick product, pricing, or process questions from reps. • Run Call Review Workshop Calls and ISR Development calls • Assist with onboarding and mentoring new hires • Relay updates from ISM to the team • Ensure inside sales reps follow sales process and CRM hygiene • Help test new scripts or campaigns • Support team collaboration • Prepare presentations, proposals, and sales contracts via phone. • Develop and maintain sales materials and current product knowledge. • Prepare paperwork to activate and maintain contract services. • Manage account services through quality checks and other follow-up. • Identify and resolve client concerns. • Prepare a variety of weekly status reports, including activity, closings, follow-up, and adherence to goals. • Communicate new product and service opportunities, special developments, information, or feedback gathered through field activity to appropriate company staff. • Develop and implement special sales activities to reduce stock. • Participate in marketing events such as seminars, trade shows, and telemarketing events. • Provide on-the-job training to new sales employees, as needed. • Demonstrate independent thinking and initiative on a consistent and regular basis. • Follow all OSHA and other safety guidelines. • Actively demonstrate teamwork at all times. • Perform other duties as assigned.

• Use our leads sources to approach prospective businesses to set up in person and web presentations with qualified decision makers. • Hunt and recruit value added resellers who can create more sales volume in our target Hospitality and MDU market accounts • Effectively conduct in person and web presentations using sales best practices • Present proposals that will show the Verdant value proposition and lead customers to a sale. • Follow up with clients and prospects via email, phone, and onsite visits to lead them to the next step • Manage your sales pipeline using a CRM (Salesforce) and internal tools to ensure the shortest sales cycle. • Understand the client’s business objectives and cycles to identify portfolio opportunities and drive growth. • Develop account plans and strategies to achieve revenue targets. • Work with internal teams to ensure optimal customer service and experience. • Participate in face to face selling at trade shows. • Conduct on site visits and pilot coordination to understand client technical needs and foster strong account relationships. • Identify market influencers who can lead to in person and web meetings with focus decision makers. • Drive to compete as a sales leader while still being a great team player.

• Develop and execute territory sales plans to achieve annual revenue targets across HVACR product lines including controls, thermostats, compressors, and condensing units. • Identify and capitalize on new business opportunities, driving growth through both distribution and contractor channels. • Create demand using pull-through sales strategies, contractor engagement, and participation in contractor rewards programs. • Develop and implement branch-level sales and marketing plans, including open houses, trade shows, and promotional events. • Build and maintain strong, long-term relationships with wholesalers, contractors, and key accounts within the territory. • Lead in-person and virtual training sessions for wholesalers and contractors to enhance product knowledge and application skills. • Promote and contribute to Copeland’s Technical Training Programs, enabling “teaching for differentiation.” • Maintain accurate and up-to-date records of customer interactions, opportunities, and competitive intelligence in Salesforce. • Track and report on sales performance, training activities, and market trends. • Collaborate cross-functionally with operations, marketing, product planning, and engineering to deliver customer-focused solutions and portfolio growth. • Maintain a strong customer-first mindset while balancing business objectives and operational constraints.

• Actively seek sales opportunities in collaboration with peer Sales teams, Inside Sales and Partnerships to generate qualified opportunities • Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform, creating a customer belief in the necessity of Workiva solutions • Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution • Lead the sales process naturally - guiding it to closure by effectively showcasing Workiva's value proposition • Regularly and promptly update customer relationship management tools to report customer contacts • Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales • Develop and deliver strategic account planning with purposeful action to secure sales success • Rally internal support to pursue an account and optimize internal resources • Prioritize selling activities and ensure timely follow-through • Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset