Inside Sales Representative
Gault Family Companies, voted a Top Workplace in Fairfield County, is seeking an Inside Sales Representative to join its team of experienced team members to provide our customers with personal and professional service.
At Gault Family Companies, our team members have a sense of pride as well as a deep commitment to carrying out our Passion and Vision every day and living our Core Values in and out of the workplace. Our family-run company has been servicing communities in Fairfield County and is headquartered in Westport, CT, for over 160 years
JOB SUMMARY
Responsible for driving revenue growth, customer retention, and account expansion within Gault Energy & Home Solutions. This role focuses on proactive outbound sales activity, inbound opportunity conversion, and strategic account management across fuel, service plans, HVAC offerings, and related energy solutions. As a revenue-generating member of the Customer Care & Inside Sales team, the ISR identifies customer needs, presents value-based solutions, and closes sales in alignment with company goals. While delivering a high level of professionalism and customer experience, this role carries clear sales targets, conversion metrics, and performance expectations. The ISR must maintain a strong working knowledge of Cargas and Great Plains (GP) platforms to manage pipelines, document activity, process agreements, and ensure accurate account execution. This role balances revenue growth with integrity, long-term relationship building, and operational feasibility.
RESPONSIBILITIES
Provide customer service in the sale of the proper products
Proactively generate and convert sales opportunities through outbound calls, inbound inquiries, follow-ups, and targeted campaigns.
Enter all leads into LMS and adhere to all inside sales guidelines and procedures.
Identify customer needs and recommend appropriate products and services, including fuel programs, service agreements, HVAC services, equipment upgrades, and value-added offerings.
Own the full sales cycle from prospecting and qualification to closing, documentation, and handoff to operations.
Maintain accurate pipeline tracking, activity notes, agreements, and account updates in Cargas and Great Plains (GP).
Consistently meet or exceed established sales goals, retention targets, and performance metrics.
Conduct renewal outreach for expiring service plans, fuel programs, and customer agreements to protect and grow recurring revenue.
Collaborate with Customer Care, Dispatch, and Operations teams to ensure smooth transitions from sale to execution.
Handle objections professionally and negotiate solutions aligned with company pricing and margin guidelines.
Support customer retention efforts by proactively identifying at-risk accounts and presenting retention strategies.
Maintain a strong working knowledge of pricing structures, margins, promotions, seasonal market conditions, and industry trends.
Participate in sales meetings, coaching sessions, and ongoing product and systems training.
Demonstrate Gault Family Companies’ core values of Integrity, Caring, Teamwork, and Ownership in all customer and internal interactions.
Perform other duties and responsibilities as assigned.
REQUIRED EDUCATION & EXPERIENCE
No specific education or prior experience required.
Prior sales experience preferred (inside sales, call center sales, HVAC sales support, fuel or service industry experience).
Experience with Cargas, Great Plains (GP), or similar ERP/CRM systems is a plus
Willingness to participate in ongoing sales training, coaching, and continuing education
PHYSICAL REQUIREMENTS:
While performing the duties of this job, the employee is frequently required to work from a stationary position, sit, stand, walk, use hands to finger, handle or feel; and reach with hands and arms. The employee is occasionally required to stoop, crouch, kneel, balance, or climb. The employee must occasionally lift and move objects up to 50 pounds. The employee is regularly required to talk or hear.
COMPETENCIES
Strong sales acumen with the ability to influence, negotiate, and close business confidently and ethically.
Goal-oriented mindset with demonstrated ability to meet performance and revenue targets.
Proficiency or ability to become proficient in Cargas, Great Plains (GP), and Microsoft-based business systems.
Clear, persuasive communicator who can present technical or pricing information in an easy-to-understand manner.
Resilience and adaptability in a performance-driven environment.
Strong time management and organization skills.
Customer-focused mindset with the ability to balance revenue growth and long-term relationship building.
High level of personal accountability and ownership of results.
Passion for enhancing the customer experience, with an advocacy mindset focused on long-term relationship building.
Continuous-learning mindset with openness to new systems, procedures, and operational changes.
Commitment to maintaining and promoting a safe, responsible, and compliant working environment.
JOB TYPE
Full-Time
Location: Westport, CT
WORKING ENVIRONMENT
100% office-based position in a professional office setting. Regular use of standard office equipment, including computers, phones, and filing systems. Field exposure may include ride-a-longs with technicians and delivery personnel.
OTHER DUTIES
Please note this job description is not designed to cover or contain a comprehensive listing 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.