Outbound Sales Manager - Hybrid Channel

Summary / Position Purpose :

As a Channel Sales Manager you will have an impact on the customer base, driving revenue and developing and retaining our customers.

You will manage the customer strategy and direct reporting responsibilities for a team of primarily phone & email-based sales professionals.

Through collaboration with your team, Hybrid Sales, Marketing, sales planning and fulfillment you will develop and implement sales programs that meet customer and company needs.

You will lead a team focused on developing new client relationships and direct the strategy for maintaining and growing established relationships.

Duties, Functions and / or Responsibilities :

• Review and analyze sales and operational records and reports; use data to project sales, determine profitability and targets, and identify customer strategy.
• Develop an in-depth understanding of key business drivers, interpersonal culture, and competitors.
• Communicate strategy and motivate direct reports to align with the strategy and achieve designated sales goals.
• Understand 2 step-distribution model and be the resident expert on your assigned customer.
• Partner with team members to set up quarterly meetings with key retailers for assigned distributor.
• Provide continuous feedback to Hybrid Manager on market intelligence, program wins / losses, new opportunities & threats.
• Work in conjunction with hybrid manager to create omni promotional calendar for assigned customer.
• Partner with Hybrid Manager & Customers’ external sales term to maximize program adoption.
• Attend customer tradeshows, as needed (est. 2 / year)
• Act as a voice of the customer , report program adoption headwinds, and suggest corrective activities.
• Enact and coach a consultative, fact-based selling approach with customers.
• Make data informed decisions to drive performance and resource allocation.
• Partner with Sales Analysis to set monthly, quarterly and annual quotas and goals.
• Participate in designing comprehensive incentive compensation plan to motivate sales team to achieve targeted results.
• Provide product and sales training, including product details, warranty policy and company culture to new representatives.
• Improve each individual sales Associate through effective ongoing mentor and individual development.
• Resolve escalated customer concerns regarding products and orders.
• Participate in cross functional improvement initiatives to resolve systemic business issues.
• Collaborate cross-functionally to hire and train Sales Representatives
• Track and analyze sales statistics based on key performance metrics.
• Provide insights, analysis, and recommendations on improving sales rep, sales program & sales pitch performance.

Education and / or Work Experience Requirements :

• Bachelor’s degree in business or related field required.
• 5+ years of people management; 10+ years of sales or call center experience
• Ability to use Microsoft Excel for report creation, data analysis & presentment.
• Direct Telephone selling experience preferred.
• Ability to communicate using Microsoft Office
• Working knowledge of Salesforce (CRM platform) and Pardot (Marketing Platform)
• Working knowledge of basic call center technology (dialer, routing, etc.)
• Working knowledge of basic call center metrics (ASA, Abandon, etc.)
• Excellent written and oral communication skills
• Strong work ethic and ability to meet tight deadlines.
• Ability to safely and successfully perform the essential job functions consistent with ADA and all other applicable federal, state and local standards, including meeting qualitative and / or quantitative productivity standards.
30+ days ago