The Inside Sales Manager (ISM) is responsible for managing the inside sales business plan for Small/Mid-market/Regional and Strategic accounts. The ISM works with the IAM team to develop and leverage strategies in order to maximize penetration within their individual books of business, limiting churn and the on going focus of new business acquisition. Focused call objectives, Line of business growth, margin management, new account on-boarding and win back initiatives are a few of the key components of the role. The ISM identifies, recruits, interviews, manages, coaches, develops and performance manages the assigned team of Inside Account Managers (IAMs). The ISM will work with the RSD and outside sales managers in their region to coordinate sales activities and manage the sales and margin results and meet key metrics and objectives.
Manages the inside sales team (all assigned IAM’s) by coaching to increase account penetration, manage the call/sales cycle, tactics on managing the customer relationship.
Ensure team achieves conversion, retention and penetration targets for assigned accounts.
Works with Regional Sales Director and outside Sales Managers to ensure key metrics and objectives are met.
Provides guidance on goals and objectives through clear, effective, timely and constructive feedback to employees.
Manages and provides leadership including training, work assignments, and performance evaluations.
Monitors and reviews progress on a regular basis.
Develops and executes account plans with inside sales representatives and specialists.
Ensures sales representatives are compliant with tracking all customer interaction on SFDC.com
Bachelor’s degree with a minimum of three (3) years management experience
Minimum 5 years of selling experience penetrating or maintaining accounts; sales supervisory or management experience preferred
Previous office product industry experience is helpful
Strong knowledge and understanding of telesales and the sales planning process
Experience coaching for results, good organizational skills and demonstrated positive leadership style
Creative selling, project management skills and strategic planning ability required
Superior time management and organizational skills
Strong computer literacy (experience with Salesforce.com and SAVO an asset)
Able to interface internally to the company with tact and diplomacy
Ability to set targets and design growth plans
Ability to coach, performance manage, lead, motivate, and manage for results
Ability to interface at the most senior levels at a customer
Strong analytical skills and the ability to multi-task
Strong verbal, written, and presentation skills in French and English
Strong interpersonal and customer relation skills
Strong business, financial, operations, and technical acumen
Demonstrates consultative selling skills
Demonstrates strong teambuilding attributes
Computer literacy, including above average competency in Excel, Word, Outlook & PowerPoint
Trained as a facilitator in sales training programs