Manager, Inside Service Sales

Avocent - Westerville, OH

Full-time - Manager

Westerville, OH

Furniture, Home Furnishings, Electronics, and Appliance Retailers

About the position

The Manager of Inside Service Sales will lead the Inside Selling team in all aspects of assigned sales functions. This includes providing responsive sales support, engaging prospects to grow the business, and producing incremental revenue for a designated group. The primary responsibilities encompass proactive business development, revenue generation, and effective communication with the executive management team. The role also involves training, coaching, and mentoring team members, monitoring and reporting on sales metrics, and coordinating lead efforts between Sales and Marketing. In this position, the manager will be responsible for managing, motivating, and developing sales representatives. This includes providing coaching around the selling process and pipeline development, as well as motivating the team to meet and exceed their goals. The manager will implement best practices in sales functions and assist in defining and implementing strategies to lead the team in fulfilling key sales KPIs such as quotas and new business generation. Additionally, the manager will participate in the development of key strategies for improvement and appropriate training programs. They will manage the sales pipeline to ensure performance targets are met and assist in creating and executing sales programs to drive incremental revenue. This role requires close collaboration with Marketing to ensure a steady stream of qualified leads and involves providing timely and relevant performance feedback to team members. The manager will also track and report on team metrics, manage team responsiveness for reactive sales support, and directly participate in the sales cycle for key deals and accounts. The successful candidate will understand and communicate the features and benefits of the company's products and services, answer basic technical questions, and participate in sales events to promote offerings. They will also generate, update, and track CRM opportunities for Inside Sales Representatives to ensure proactive pipeline management and redirect calls to other departments as necessary.

Responsibilities

• Manage, motivate, and develop sales representatives.
• Provide coaching around selling process and pipeline development.
• Coach direct reports in creating new leads to bring in incremental revenue.
• Motivate team to meet goals and achieve assigned quotas.
• Implement sales function best practices.
• Assist in defining and implementing strategies to fulfill key sales KPIs.
• Participate in the development of key strategies for improvement and training programs.
• Manage sales pipeline to ensure performance targets are met.
• Assist in creating and executing sales programs to drive incremental revenue.
• Coordinate inside sales activities with field sales, marketing, and management.
• Work with Marketing to ensure a steady stream of qualified leads.
• Provide timely and relevant performance feedback to team members.
• Track and report on metrics for the team.
• Manage team responsiveness for reactive sales support.
• Directly participate in the sales cycle on key deals and accounts.
• Participate in formal proposals of requested products or solutions.
• Understand and communicate company product features and benefits.
• Answer basic technical questions about company products.
• Participate in sales events to educate and promote products and services.
• Generate, update, and track CRM opportunities for Inside Sales Reps.
• Redirect calls to other departments as appropriate.

Requirements

• 3 years of sales leadership experience, preferably in a technology industry.
• 5 years of Inside Sales experience.
• Excellent communication skills, both written and verbal.
• Excellent customer service skills.
• Excellent management skills.
• Excellent organizational, analytical, and interpersonal skills.
• Ability to work and multi-task in a fast-paced environment.
• Proficient in MS Office; Oracle and CPQ experience is a plus.
• Knowledge of data center technology preferred.
• Bachelor's degree in Marketing, Communications, Business Administration or related field.

Benefits

• Stability of a global leader in a growing industry.
• Opportunity of a startup environment.
• Access to a strong customer base and global reach in nearly 70 countries.