Inside Sales Manager

LaBine and Associates

Sunnyvale, United States

Last shared 12 days ago

Job Details

Experience

4 - 24 years

Employment Type

Full-time

Employer Job ID

Not Mentioned

Industry Sector

Functional Area

Research Services Sales
Internet/Digital Sales
Job Description

We are hiring an Inside Sales Manager for our client. This person will be responsible for supporting short term revenue initiatives by galvanizing the inside sales team to balance their personal pipeline and improving short terms gaps and assisting in longer term account management activities within the portfolio of customers within their assigned region or vertical. Will ensure inside sales professionals are working to generate and close sales, make appointments and facilitate other sales activities and opportunities within the US Sales division. 

Team Management

·Manage day-to-day responsibilities by working closely with all assigned Inside Sales Representatives to hit or exceed individual sales quotas and KPIs, while executing  key strategies for their region and vertical of special markets. 

·Track and report out on progress as well as ongoing coaching and learnings to ensure success.

·Lead monthly Inside Sales Rep operational meetings to identify trends across the larger ISR team, identifying barriers (and steps to remove along with timeline) as well as key learnings. Report out on progress and status 

·Conduct regular call observations, and coach/mentor on customer centric selling by providing “on the job” coaching. Define and evaluate success, and support individuals in reaching their quotas and KPI achievement.

·Work with VP of US Sales to optimize opportunities to be customer intimate and drive cross sell and up sell activities within the department as well as partner with the Director of Customer Support Services, as appropriate to coordinate cross and upsell campaigns. 

·Provide ongoing performance coaching to ensure staff success that includes developing and delivering performance evaluations and goals for each Inside Sales Representative.

·Ensure daily use of Salesforce.com tasks, leads module and Opportunity pipeline is required for all ISRs. Monitor daily documentation of customer interactions in Salesforce.com to ensure quality results and data, in accord with the KPIs.

·Actively participate in Regional Revenue Strategy Meetings; bi-weekly check in broader team meetings and other departmental meetings as required.

·Ensure weekly 1:1 meetings occur to provide direct support and coaching to each assigned Inside Sales Representative, continuing to broaden their ability to master operating within the customer-centric selling, in support of the KPIs and overall quota attainment.

·Partner with VP of US Sales and Manager of Sales Operations to rollout annual incentive plans and monitor progress against those plans. Answer any staff questions regarding the details of their plan documents.

Maintain/expand current and prospective customer information across sales region through weekly updating of CRM database

·Manage all telesales activity within the Inside Sales team

·Through the ISR team, increase the value of designated portfolio in line with agreed sales plans, by proactively creating and managing a pipeline of targeted leads/ quotes/ prospects, and by monitoring and recording client activity in area of responsibility. Work closely with VP US Sales and Account Managers, Marketing, Consultancy and other internal functions to maximize sales activities and opportunities within the Inside Sales Reps.

·Analyze Tableau, Salesforce, and other database reports and provided reports within Salesforce.com weekly for current account activity to inform strategic sales activities throughout the year and trend data on KPI performance.

·Meet semi-monthly and ad hoc requirements from the VP, US Sales, for timely and accurate reporting.

·Use Customer-centric selling, Inquiry and the Boston Consulting group models to work with intact teams and individuals on identifying ways that they can increase their customer impact and quota achievement. Track and share key learnings with the VP of US Sales on a regular basis.

 

Qualifications

·Bachelor degree preferred, minimum of an A.A. degree is required

·5+ years of relevant work experience required (inside sales experience) with a strong performance track record.

·2-3 years prior direct management experience of inside sales team, providing direct coaching and monitoring of KPIs to achieve sales quotas.

·Intermediate experience with Salesforce.com (classic version; Lightning preferred)

·3 years Consultative Sales experience ideal; training and/or consulting experience would be a plus.

·Proven track record of managing teams to hit or exceed sales goals.

·Excellent verbal and written communication skills.

·Prior work with customer-centric selling techniques ideal.  

·Experience with sales contracting.

·Strong analytical skills.

 

Please note: Only local (Sunnyvale) area candidates will be considered for this position.

Company Description

our client is the world’s people development coach.  Located in 100+ countries and with over 70 years of experience, they help individuals and organizations enhance individual development, corporate culture, leadership, coaching, team building, engagement and more.   

Company Facts:

·Approximately 200 employees

·Profitable, stable and growing

·Great culture and environment

·Work life balance

·8.2 years average tenure

Please note: Only local (Sunnyvale) area candidates will be considered for this position. 

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