Role Purpose The Inside Sales Specialist is a mission-critical commercial execution role, responsible for fast, consistent, and high-quality handling of all inbound leads generated through DGX channels (web, chat, WhatsApp, phone, campaigns). The role exists to convert demand into qualified pipeline, ensure speed-to-response, provide budgetary quotations, and execute structured handoff to field sales or distributors, directly contributing to DGX revenue growth, pipeline quality, and customer experience improvement. This role is a cornerstone of DGX’s shift from “hustle” to a repeatable, scalable growth engine, as outlined in the 2025–2028 MLB plan. Scope of Role (Australia) Covers all GD Australia inbound leads across:CSS (Compressed Air & Services)PFT (Process Flow Technologies)Handles ~20 inbound leads per day (average benchmark), with variation by business and campaign intensityWorks standard business hours; no after-hours support requirementInbound-first role, with selective outbound activity focused on:AftermarketRecurring revenueNurture and re-engagement opportunities Key Responsibilities Inbound Lead Handling (Core Accountability)Respond to all inbound leads via: Web forms, Web chat, WhatsApp, PhoneDeliver first response within defined SLA to maximize conversion likelihoodMaintain professional, customer-centric communication aligned to DGX scripts and tone guidelines Lead Qualification & ConversionConduct structured qualification (BANT-style): Budget, Authority, Need, TimingAssess urgency, application, and buying intentConvert qualified leads into Salesforce OpportunitiesAssign opportunities to Field Sales, Distributor partners, Inside Sales ownership Budgetary QuotingPrepare and issue budgetary (indicative) quotes within defined scopeEnsure quote accuracy, documentation, and CRM traceabilityCapture customer feedback and update opportunity status accordingly Handoff & Sales AlignmentExecute seamless handoff to sales within SLAEnsure Salesforce data completeness:Opportunity valueProduct lineCampaign attributionNotes and qualification summaryCollaborate closely with Sales to improve opportunity acceptance and win rates Nurture, Follow-Up & Outbound SupportExecute structured follow-up sequences:6–8 touches over 5 business daysProactively support:Aftermarket opportunitiesRecurring service and maintenance cyclesRecycle or close unresponsive leads based on DGX rules Data, CRM & Feedback DisciplineMaintain high CRM hygiene in SalesforceProvide feedback to DGX on:Lead qualityCampaign effectivenessCustomer pain points (VOC insights)Support continuous improvement of DGX processes Essential Capability & Experience Requirements 2–5 years in Inside Sales, Sales Support, or Commercial OperationsStrong customer communication skills (written & verbal)CRM experience (Salesforce preferred)Ability to handle high inbound volume with discipline and accuracyCommercial curiosity and coachability Desirable Experience in industrial, engineering, or B2B environmentsExposure to quoting or CPQ processesUnderstanding of aftermarket or service-based sales cycles Governance & Enablement Onboarding aligned to DGX 30-60-90 day enablement frameworkOngoing coaching supported by:GD Australia Commercial leadershipAP Inside Sales LeadPerformance reviewed via:Weekly KPI dashboardsMonthly performance reviewsQuarterly DGX alignment sessions