Inside Sales Manager

US-FL-Orlando
Job ID
2017-1666
Category
Sales & Business Development

Overview

This position will build, lead and manage all aspects of the company’s centrally-located, inside sales operation. The Inside Sales team is responsible for driving new sales to accelerate the rate of new customer acquisition in untapped areas of the hospitality market. The primary responsibility is to develop a high-producing team by establishing a strong selling program which includes segmenting, pipeline generation, solution selling, training, and coaching/motivation.  The Manager will also work closely with Marketing, Product and Field Sales departments to identify, test and implement effective selling strategies for optimal performance.  This role will be responsible for engaging with Sr. Management to develop and evolve the strategy for growing the Inside Sales team and production. 

Responsibilities

  • Drive a team of ~15 sales representatives to achieve significant levels of sales penetration among new customers through pre-determined monthly sales quotas.
  • Manage productivity metrics for the team, and track and report ongoing success levels against those metrics. High use of Salesforce.com technology to manage performance.
  • Develop detailed sales plans/objectives in conjunction with Reps and ensure the team is thoroughly trained and coached to outperform goals. Regularly assess the strengths and weaknesses of the sales team and adjust plans and tactics frequently.
  • Install and maintain a strong solutions-based sales process from new-hire through tenured Reps and ensure team embraces the process.
  • The ability to coach team members to improve sales techniques and exceed goals. You must be able to demo and make sales for your team to demonstrate best practices.
  • Work closely with Marketing and Sales to identify, segment and prioritize the target market, drive effective lead generation programs and develop selling strategies to improve close rates and average selling price.
  • Manage the department for high growth and continued improvement – forecasting, planning budgets, creating hiring/staffing plans, and overseeing implementation of all requirements key to operating a highly sophisticated and productive environment.

Qualifications

  • 5+ years leading highly motivated, highly productive, centrally-located, inside sales teams in the development of new business and retention of existing business.
  • Expertise driving sales performance in the mid-market business-to-business
  • Experience in selling and leading the sale of products and solutions in all or some of these categories: hotel/ Travel industry, marketing/media, business intelligence, web reservations/merchandising systems, SaaS technologies, mobile technologies.
  • Experience in identifying and building lead generation channels/campaigns in concert with marketing & product line managers
  • Demonstrated expertise in implementation and management of sophisticated systems and metrics which create and track team productivity levels and campaign results
  • Leadership experience with teams consistently recognized for excellent performance and passion for their work.
  • Excellent internal and external communication skills at all levels
  • Track record of innovation in strategies designed to drive new business and experience

 

Education

  • Minimum bachelor’s degree
  • Master’s degree a plus
  • Pattern of specialized training/certification programs in field a plus

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