Inside Sales Manager

The Inside Sales Manager is responsible for revenue achievement of assigned regional goal, managing the day-to-day activities of the Inside Sales department, act as key role in communication between Sales Leadership and Inside Sales department, development of the Inside Sales Representatives/Consultant’s (ISC/ISR) skills and knowledge, monitoring and reporting sales metrics, and managing the sales administrative process.
Responsible for the execution of sales strategies, customer interface protocol, and Inside Sales protocol development.
This position will model best practices regarding inside selling techniques and collaborative sales.
PLANNING AND EXECUTION: FCS Inside Sales Managers will be held accountable for achievement of their regional and Company targets.
Provide effective leadership/coaching to sales staff to drive revenue growth Manage region expenses within approved budget to improve profitability and reinforce sales productivity in collaboration with Sales Operations Assist with territory creation and communication regarding assignments and changes throughout the year Ensure staff has created plans and partnerships with other functional areas to achieve goals Work with FCS Sales Operations and Marketing departments to develop lists of prospects/expansion opportunities for ISCs based on new and existing company initiatives.
Use demographics and most-likely-to-buy trends as well as best practices Establish and execute sales processes that support and enforce ISCs creating, managing and maintaining territory pipeline sufficient to achieve monthly targets Build and present monthly regional forecast package reflecting roll up of all ISCs within the region Monitor daily, monthly and quarterly reports with ISCs to ensure their performance meets expectations.
Build region action plans in accordance Handle all customer escalations that may arise when appropriate, such as key customer facing conversations and/or presentations Understands market environment (i.
e.
Regulatory, funding, competition) and actively monitors change within the industry PEOPLE MANAGEMENT: FCS Inside Sales Managers must ensure they and their hourly direct reports are developed and coached to remain relevant in the product(s) market Monitor team to assure consistent/quality product and service presentations/demonstrations Meet with each ISC regularly for scheduled coaching, monitoring/review and forecasting Understand current products/services across FCS and coach staff on all.
Ensure ISCs have the ability and tools to research accounts and conduct pre-call preparation Ensure all ISCs understand how to identify and use internal resources to help them achieve sales targets Communicate with Sales Operations and Training staff as to sales needs, reinforcement activities and sales tools to achieve campaign and revenue targets Develop and administer call monitoring plan with every ISC.
Provide coaching/training/mentoring experience necessary to assure each ISC has the knowledge/tools/resources required to succeed Monitor ISC performance and behavior to develop and execute supportive Professional Development Plans (PDP) and Performance Improvement Plans (PIP) in coordination with FCS Human Resource partners Conduct regular team meetings reinforcing the FCS purpose, mission and Value Proposition effectively across all direct reports Supervise team in accordance with company policies/procedures; conduct performance reviews; work with Human Resources on performance issues and staffing needs SYSTEMS & POLICIES: FCS Inside Sales Manager will assure all company resources and policies are followed by their team Track hourly timecards, vacation requests and adherence to state and local meal and work laws Evaluate and improve Inside Sales and sales administrative processes working with other departments as needed Ensure all internal systems are used in accordance with company policy Participate in CRM system enhancements including troubleshooting and testing as needed Participate in product/services launch teams and National Sales Meeting (NSM) planning as needed Requirements Bachelors degree or equivalent experience Previous manager experience preferred Knowledge of the educational resources market, tiered sales strategies expertise, and leadership qualities will be essential.
Minimum of 5 yrs experience in PK-12 or Library marketplace is preferred