CompuCom

Inside Sales Director

3 months ago(9/15/2017 4:43 PM)
Posting Location
Charlotte, NC
Req #
R0009016
Category
Sales

Overview

CompuCom is currently seeking an Inside Sales Director to join our team in Charlotte, NC.  

 

The Inside ­Sales Director will be responsible for managing all aspects of Inside Sales functions, including responsive sales support and proactive business development (lead generation) to produce incremental revenue.  Major duties include: providing communications to the management team; training and coaching; monitoring and reporting on sales metrics; creating sales programs, and coordinating lead efforts between Sales and Product Management and Marketing.

 

 

Responsibilities

  • Create and optimize the processes for lead management and selling support
  • Recruit, manage, motivate and develop Inside Sales representatives and Business Development representatives
    • Implement Inside Sales function best practices
    • Provide timely and relevant performance feedback
    • Provide coaching around selling process and pipeline development
    • Motivate team to meet goals
    • Refine sales compensation structure ensuring fair incentives and motivations
    • Develop and implement appropriate training programs
  • Define and implement a strategy and lead a team to fulfill key sales KPIs (quota, new business, support, etc.)
    • Manage Inside Sales pipeline to ensure attainment of performance targets by region, verticals and target accounts
    • Manage team responsiveness (timing and quality) for reactive sales support
    • Develop a system to consistently measure and improve performance
  • Create and execute sales programs to drive incremental revenue, coordinating with Product Management and Marketing and Field Sales
  • Work with Marketing to ensure a steady stream of qualified leads
  • Create and optimize the processes for lead management and selling support
  • Directly participate in or manage the sales cycle on key deals and accounts
  • Coordinate inside sales activities with regional and vertical field sales, marketing, and management to fulfill the integrated sales model in becoming one CompuCom
  • Collect and report on market and competitive intelligence
  • Work with various functional teams to improve Inside Sales effectiveness through processes, systems, and tools

Qualifications

  • 10+ years progressive sales leadership experience, preferably in area of technology sales
  • Bachelor’s degree in business or related field, or equivalent combination of applicable education and experience; MBA preferred
  • Good problem solving, organizational, and analytical skills are also required, with the leadership ability to change thinking or gain acceptance in sensitive situations.
  • Solid understanding of data and CRM services relevant to the day to day management of an inside sales team
  • Technical requirements: strong level of expertise with Salesforce, proven understanding of the multi-touch process, understanding of new technology advancements to improve inside representatives efficiency.
  • Successful sales and sales management experience with demonstrated experience driving data-driven process improvements within a telephonic based lead generation processes (understanding of tools, technologies, reporting, compensation design, etc.)
  • Proven track record of aggressively growing a business in terms of revenue generation and new client acquisition
  • Senior sales management experience, preferably managing Inside Sales teams within a technology environment
  • Experience in strategic planning and execution, including budget planning and management
  • Knowledge of contracting, negotiating, and change management
  • Knowledge of structuring sales quota goals and revenue expectations
  • Experience reporting to a senior management team
  • Ability to maintain an upbeat and positive attitude always



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