Inside Sales Manager: Primary Function: The Inside Sales Manager leads a team of 14 - 18 Inside Sales Representatives and is directly responsible for driving profitable revenue growth for approximately 30%-35% of the total Country sales. This individual is responsible for talent and performance management of his/her direct reports. This role is directly responsible for the planning and execution of all selling activities including: territory/customer planning, goal and driver metric attainment, pipeline/opportunity management, forecasting, goal setting, cross functional partnerships and tools/technology usage. The Inside Sales Manager manages the progress of his/her sales team to penetrate & expand customers/market and generate revenue through leadership, coaching, and professional development while keeping aligned with the company’s Medium/Small customer strategy. Primary Duties & Responsibilities: Lead 14 -18 sellers to exceed revenue and profitability goals by penetrating targeted customers and acquiring new customers leveraging the sales management process. Strong focus on coaching his/her team on territory/account planning including making recommendations to move customers to a different coverage model or seller. Observe, assess and coach to the execution of the driver metrics, value proposition and medium/small customer offers. Build and execute coaching plans that focus on: motivation, people, process & activity (drives focus, results through others, delivers according to timelines, effective in fast paced environment) Takes initiative to understand market conditions, their assigned customer & segment, competition, environment and customer needs. Has full responsibility for all Direct Marketing Strategies including planning, development, execution and follow up. Responsible for new business acquisition and development. Works with peers to properly identify new customers and proper account coverage for Medium/Small customers. Responsible for developing and executing strategies to accelerate current customer activation within all Medium/Small customers. Demonstrate sales ability, sales process and maintain relationships with critical accounts. Collaborate with internal partners such as contact centers, support departments & Operations. Offer development and sales support to drive revenue and remove barriers for his/her team. Effectively leads in a changing environment and demonstrates strong agility, leadership, analytical thinking and team work. Attract, hire, train and develop top inside sales talent for assigned customer base and ensure the inside sellers are demonstrating our value proposition to Medium/Small customers. Identify and develop future leaders through the use of Performance Excellence and succession planning. Preferred Education & Experience: Minimum of 5 years sales experience in B2B solution-based selling environment focused on revenue attainment and goal orientation. Inside sales experience is desired. Experience cold calling and acquiring new customers. Results oriented and a history of proven success in leading teams Demonstrated ability to perform effective coaching as well as formalized structured development Experience in talent & performance management Demonstrated experience working with Direct Marketing and new customer acquisition Strong analytical background and financial acumen with history of ability to forecast, manage pipeline, recognize trends, proactively advancing concerns An assertive personality, high energy level, resilient character, and ability to lead change Exceptional communication skills with ability to positively lead sellers and influence customers Highly competence with computer software including Microsoft Office with focus on Excel, Power Point, Word & Outlook as well as CRM system. High School Diploma required Preferred candidates will have an Undergraduate Degree Candidates for this role will demonstrate the ability to: Coach – Quickly uncover seller strengths and gaps and appropriately coach to those respective areas. Coaches consistently to the Medium/small Customer sales process and value proposition. Ability to analyze territory and assist sellers with successful plan to prioritize, penetrate and grow within respective territory. Accountability – Holds sellers and him/her selves accountable for high performance measurements, profitable revenue growth and consistent offer execution. Comfortable having tough and frequent performance conversations. Follow through on expectations is a must. Critical Thinking – Can take data, reports, etc. and determine trends and outliers and apply that knowledge to accelerate or improve performance. Has ability to dive into root cause to apply the appropriate solution or decision. Business Development – Can work with internal and external resources to develop marketing strategies and internal processes that helps the company acquire new customers as well as activating existing ones Time Management – Organize and prioritize workload in order to provide maximum support to team members. Visible – Is physically present in the workflow. Available to deliver “one minute” coaching, reward and recognition and answering questions in a way that develops independence and creates motivation. Creative – Develop new ideas to support continuous improvement of the inside sales team and company. Communication – Flex style to effectively communicate to both sellers and leaders on business needs, resources, challenges, and successes. Inspirational Leader – Energetic, positive attitude, competitive, leads by example, wants to win and knows how to motivate individuals and the team. People Management – Maintain high performance standards, resolve day to day issues and ability to manage performance or behavioral issues. Can successfully implement the Inside Sales Management Process. Change Leadership – Leads himself and team through change management curve to full ownership within appropriate timeframes. Messaging – Understands key messages that need to be delivered to the team and ability to communicate those messages in a clear, concise and consistent manner. Ability to articulate Grainger’s strategic vision and how the Medium/Small Customer team contributes to the long term success of Grainger. Grainger is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
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