Job Description
General Purpose:
The Manager of Inside Sales works closely with the VP of SMB & Inside Sales, Marketing, Regional Sales Directors, Channel Sales Director and Sales Teams to define and implement the strategies, direction and programs for all TPx Products. The role is also responsible for managing the team's career development, training and recruitment needs working with the wider group to discover and nurture talent within the organization.
The position requires frequent travel, substantial direct contact with senior management and executives within assigned accounts, and the ability to build and leverage strong interpersonal business relations within TPx Communications and the customer organizations. Additionally, individuals in this role will be responsible for qualifying new leads and building strategic account plans.
Reports to (Supervisor/Manager): VP SMB and Inside Sales
Direct Reports: Inside Sales Agent Team, SDR Team and Supervisor
Essential Duties and Responsibilities:
- Responsible for managing, optimizing and scaling world-class inside sales team.
- Responsible for hiring, training, coaching and supervising a team of Inside Sales Reps. and empowering and enabling them to achieve their sales goals.
- Ensure the team has all the ongoing sales, account management, product and operational training needed to succeed.
- Set and monitor KPI's for the ISR team members.
- Identify and/or develop and deliver training programs for the team to further them in their careers and skills set.
- Manage the recruitment process of new team members, hiring in line with TPx culture, values and expected behaviors.
- Ensure continuous review to improve effectiveness of techniques to ensure efforts are directed towards more profitable or strategically beneficial business opportunities.
- Provide accurate reports and information to sales leader's team and senior management.
- Work with team members to maintain a vibrant and exciting working environment.
- Work with external relationships: Prospects, Customers and Partners.
- Ensure your Key performance indicators are to meet and/or exceed monthly, quarterly and annual targets or pipeline growth and revenue closed, demonstrate growth in sales acceptable leads and pipeline of new business opportunities that results in increased revenue, ensure highest quality, professionally executed TPx programs/campaigns are delivered to prospect, customers, partners and support the sales teams, accurate tracking, forecasting, and reporting of activities and opportunities in the CRM system and monitor and evaluate team member performance and capabilities on a regular basis.
- Expect to exceed revenue and retention goals through efficient management of the sales process across all product lines.
- Prospect and develop opportunities with key stakeholders to envision, develop and implement the TPx Communications software solution.
- Articulate the strength and value proposition of TPx Communications, positioning our solution as a long-term supplier and business partner to advance the mission of the account.
- Develop and maintain a pipeline of opportunities for business growth; Utilize experience in consultative sales to help clients leverage TPx Communications to achieve their business goals.
- Develop and deploy strategic account plans for customers that clearly delineate business goals and growth strategies for each.
- Develop and maintain detailed working knowledge of accounts within portfolio, key business drivers, key business stakeholder's business models and the competitive landscape.
- Understand the customer's decision-making processes and constraints -- time, budget, relationships, etc.
- Work cross-departmentally throughout TPx Communications to position opportunities for maximum business and operational success -- marketing, product and services.
- Work collaboratively with internal technology and behavioral science teams to improve processes and ensure customers understand our value proposition and how they can succeed with TPx Communications.
- Build market awareness and recognition for TPx Communications, successfully positioning TPx Communications strategy, vision and market leadership with key business executives across portfolios.
- Demonstrate a thoughtful understanding of insightful industry knowledge within Telecommunications.
Desired Minimum Qualifications:
Education and Experience:
- Bachelor of Commerce, Business or related discipline, MBA strongly desired.
- 10+ years professional sales, sales management and account management experience in Telecom, Communications and Digital Identity Management industry.
- 5+ years' leading/managing teams; experience managing remote teams a strong asset, including some experience leading technical pre-sales teams.
- Demonstrated capability in defining sales strategies and architecting technical solutions for subscriber management and/or OSS/BSS transformation projects.
- Excellent track record of communication, presentation and influencing at the CxO level.
- Must be competitive with proven experience in running long, complex B2B sales cycle processes for large companies with a proven track record of closing large complex deals.
- Proven inside sales success in strategic account management.
Necessary Knowledge, Skills, and Abilities:
- Coachable and intellectually curious.
- Team player who knows how to work across the organization.
- Persistent salesperson with a sense of urgency.
- Excellent presentation, white-boarding, and negotiation skills including good listening, probing, and qualification abilities.
- Experience executing insight selling methodologies.
- Strategic thinking with a global orientation, strong problem-solving and analytical skills, and the ability to execute in complex situations at the tactical level.
- Strong written and verbal communication and presentation skills; ability to gain the respect of and influence management, board members, customers, and colleagues at all levels.
- Understanding of the dynamics of high-growth companies, the ability to work effectively in a demanding, challenging and rapidly changing environment.
Special Requirements: None
Tools and Equipment Used:
- Work computer, including word-processing, database and spreadsheet programs.
Physical Demands:
- The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- While performing the duties of this job, the employee is frequently required to sit and talk or hear. The employee is occasionally required to walk; use hands to finger, handle, or feel objects, tools, or controls; and reach with hands and arms.
- The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision and the ability to adjust focus.
Work Environment:
- The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Selection Guidelines:
Formal application, rating of education and experience; oral interviews and reference check; job related tests may be required.
The duties listed above are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related or a logical assignment to the position.
The job description does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of the job change.
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Req: #26-0066