Applied Systems · 3 days ago

Manager, Sales

United States

Full-time

Remote

Mid, Senior Level

3+ years exp

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Responsibilities

Develop and execute strategic plans to ensure departmental sales quotas are attained via sales of the company’s products and services.

Forecasting: Accurately forecast annual, quarterly, and monthly sales revenue projections

Talent Management: provide quarterly results assessments of the team’s productivity and evaluates the effectiveness of ISRs and recommends necessary changes. (9-block)

Conducts regular staff meetings, pipeline reviews, and ride-a-longs to maintain consistent coaching, feedback, and communication within the department.

Assist ISRs with questions and issues arising during a sales process

Assist in the sales of strategic accounts when assigned.

Educate and hold staff accountable for execution of our Solution Selling techniques and tactics.

Develop pro-active competitive strategies and ensure proper alignment around marketing campaigns, incentives, contests, etc.

Develop and implement KPI reporting to manage the performance of the group and individuals via Salesforce, Level 11, spreadsheets, etc.

Directly manage associates in the Inside Sales group. Carry out managerial responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include interviewing, hiring, and training associates; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Consistently meeting monthly, quarterly, annual sales and pipeline targets based on both pipeline velocity and win % that will sustain quota achievement.

Maintain a positive, professional image of the department including preparing and presenting presentations.

Pursues a program of self-development through external self-study (reading, seminars, and participation in continuing education)

Identify and communicate improvements in work processes (internal and external to sales teams)

Ensure team adoption and use of Salesforce and other solution selling artifacts.

Performs other duties as assigned by immediate supervisor or upper management.

Meets department metrics on average of outbound calls, accounts engaged, and discovery conversations.

Maintains expertise on company’s products/services to effectively align to the business needs of our agency customers.

Develop and deliver a quarterly business plan demonstrating that there is a firm grasp on the business and an understanding of key actions needed to meet/exceed sales numbers.

Accurately forecast sales revenue on a monthly & quarterly basis

Train new and existing staff on Applied’s products and Solution Selling sales process via weekly team meetings, pipeline and big deal reviews, and live ride along sessions.

Ensure 3-6 coaching sessions are completed on a quarterly basis with sales team.

Complete quarterly rep scorecards, business reviews, and Performance Enablement reviews

Responsible for recruiting to consistently maintain a full staff.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Inside Sales ManagementSales DevelopmentSolution SellingSalesforce ProficiencyTeam CoachingForecastingKPI ReportingMS Office SuiteBusiness PlanningPerformance ReviewsRecruiting Skills