Inside Sales Team Lead

US-FL-Orlando
Job ID
2017-1663
Category
Sales & Business Development

Overview

The successful Inside Sales Team Lead will be a hardworking and creative self-starter, with a proven track record in sales, sales coaching and team engagement.  The Inside Sales Team Lead will be responsible for driving and maintaining a high-energy atmosphere in line with the company values which will support the department to achieve its company objectives.  The Inside Sales Team Lead will also be responsible for generating and following-up with their own leads and prospects, as well as consulting with clients, pitching new business, and closing sales across all TravelClick product lines.  Additionally, he or she will be responsible for understanding need-based sales opportunity in an assigned portfolio and collaborating closely with Sales & Product groups across the organization to leverage relationships built in a matrixed industry to the best of their advantage to complete the sales process.  Lastly, the successful candidate must provide accurate weekly and monthly sales forecasts and other management metrics to Inside Sales management. 

Responsibilities

• Lead generation and prospecting for TravelClick solutions to hotel clients, including, independent boutique hotels, management companies, and/or branded properties
• Drive sales of our core products through solution based inside selling strategies for your own portfolio of customers
• Successfully drive team to consistently meet and exceed quota goals and performance objectives
• Assist Inside Sales team on sales calls and mentor team as a “player coach” to:
             o Drive discovery of customer needs, qualify new leads and prospects and quickly progress sales cycle
             o Clearly articulate TravelClick’s business value to clients and prospects
             o Facilitate and support team sales activities in Salesforce.com
             o Meet and exceed team sales targets
• Provide Inside Sales & Product Leadership with pipeline forecasting, business reporting, and assist to develop and refine existing processes to ensure business efficiency
• Provide feedback to appropriate internal organizations based upon “key learnings” from partners and prospects in regards to process and/or product improvements
• Relationship building and cultivating
• Collaborating across sales teams and internal partners to drive sales process forward
• Outside-the-box thinking to develop new and unique sales tactics

Qualifications

 

  • You have a proven track record of 2 plus years as an exceptional performing Inside Sales Representative and growing a book of business
  • Ability to identify and capture best practices (targeting approaches, pitches, overcoming objections, techniques, etc) and quickly disseminate to all team-members
  • You take on a results-driven approach with focus on tracking, measuring and assessing performance at the campaign, product, and segment levels
  • You must demonstrate superior communication skills
    • Ability to demonstrate acumen of the consultative sales approach
    • Analytical skills and aptitude to communicate ROI on technology, media and business intelligence tools
    • Ability to coach individual sales reps on core selling skills, translating product value drivers to sale pitches and adapting individual “styles” to drive consistent results
    • Comfort conducting sale simulation and role play training in 1/1 and group settings; use testing and certification type approaches to instilling best-practices
  • Organized and detail-oriented
  • Ability to multi-task in a results-oriented environment
  • Proficient in Microsoft Office Suite
  • Capable of using Salesforce to facilitate overall CRM activities and assessing business performance
  • Minimum 3-5-years sales experience required, minimum of two years supervisory experience a plus
  • B2B sales or technology sales experience required
  • Ability to lead with integrity and by example

 

Critical Competencies for Success:

 

  • You are a Do’er:
    • You have a focused, “hunter” mentality to find, solicit, and drive new business to the company
    • Credibility is earned at TravelClick through superior execution and getting things done
    • You can get into the details and deliver results under highest expectations of time and quality
    • Being practical and outcome-oriented are highly valued at TravelClick and lead to big wins
    • Your organizational and multi-tasking skills are exceptional
    • Be ready to get hands-on with all aspects of the daily needs
  • You are Self-Motivated:
    • You are always looking to learn more, learn new ways to accomplish and reach your goals
    • Efficient time-management to focus on activities that grow pipeline and revenue is a must
    • You can work independently and you are also a motivated member of a team with a contagious, positive attitude
    • You thrive in a fast-paced environment
    • You take responsibility for your actions and outcomes
  • You are Customer & Solution-Centric:
    • You have the flexibility to think outside and inside the box
    • You can put yourself in your customers’ shoes and have the ability to empathize with their hotelier-specific needs
    • Grasping hotel-industry concepts and conveying how TravelClick solutions will help a customer win is a must
    • You can foresee and identify needs of the customer and can translate those hotel-specific needs into actionable, product solutions
  • You are a collaborator:
    • There is no room for “I” at TravelClick. Every role and individual is in the organization to drive success for our customers
    • You build trust across the organization by being a good listener and putting your acquired knowledge to effective use
    • You know how to use the tools you are given to be successful
    • You must be persuasive, confident, present well and communicate clearly and effectively to upper management, internal departments and customers
    • You are willing to adjust course when appropriate new ideas, objections or feedback is raised
    • You love working with people

 

Education:

  • College graduate with 4-year degree

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