Manager, Inside Service Sales

Vertiv - Westerville, OH

Full-time - Manager

Westerville, OH

Wholesale Trade Agents and Brokers

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. The role requires participation in the development of key strategies for improvement and appropriate training programs. The manager will also oversee the sales pipeline to ensure performance targets are met and will assist in creating and executing sales programs to drive incremental revenue. This involves coordinating inside sales activities with field sales, marketing, and management to fulfill the integrated sales model, promoting a unified approach within the company. Additionally, the manager will work closely with Marketing to ensure a steady stream of qualified leads, provide timely performance feedback, and track metrics for the team. They will manage team responsiveness for reactive sales support and directly participate in the sales cycle for key deals and accounts. The manager will also engage in formal proposals for requested products or solutions, understand and communicate the features and benefits of the company's products, and participate in sales events to promote products and services. Finally, the manager will generate, update, and track CRM opportunities for Inside Sales Representatives to ensure proactive pipeline management and redirect calls to appropriate 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.
• Achieve and surpass assigned quotas for the team.
• Implement sales function best practices.
• Assist in the definition and implement strategies to lead team to fulfill key sales KPIs (quota, new business, support, etc.).
• Participate in the development of key strategies for improvement, as well as appropriate training programs.
• Manage sales pipeline to ensure attainment of performance targets for assigned team.
• Assist in the creation of and execute sales programs to drive incremental revenue, coordinating inside sales activities with field sales, marketing, and management to fulfill the integrated sales model in becoming 'One Vertiv.'
• Work with Marketing to ensure a steady stream of qualified leads.
• Provide timely and relevant performance feedback.
• Track and report to manager on metrics for the team.
• Manage team responsiveness (timing and quality) 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 or services features and benefits and promote the advantages of our company to assigned customers.
• Answer basic technical questions about the company products.
• Participate in sales events to educate and promote products and services.
• Generate, update and track CRM opportunities for Inside Sales Reps to ensure proactive pipeline management.
• Re-direct calls as appropriate to other departments such as technical support, services, or application engineering.
• Other sales related duties as assigned.

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.

Benefits

• Stability of a global leader in a growing industry.
• Opportunity of a startup environment.
• Strong customer base and global reach in nearly 70 countries.
• Potential for career growth and development.