Our client is a fast-growing technology and business transformation services provider. Focusing on digital transformation, we partner with a mixture of private and public sector businesses supporting them to design, implement and optimize their digital strategy. They have a strong pedigree in End User Compute, Cloud, Security and Connectivity solutions and operational management.
They are embarking on a structured plan for growth and have built an aggressive but realizable growth plan to expand our customer footprint and our value delivered to each and every customer.
They recognize the need to be excellent in their sales execution bringing differentiated value propositions to market and are seeking exemplary sales professionals to lead this charge in customer growth.
As the Inside Sales Team Lead / Manager, you'll hire, train and manage the development of our Inside Sales Team (IST) to enable them to achieve and exceed our sales targets. You'll also track sales, coach your team members, support the team in larger opportunities, help produce sales reports, contribute to monthly forecasting. You may also be responsible for managing a set of customer accounts directly.
You will also be responsible for creating and running campaigns into the IST customer base to grow Company's business lines into those customers. These campaigns will focus on Company's value propositions and strategic vendors messaging where appropriate.
" You will be called upon to lead a team of circa 6 Internal Sales Executives (ISE) to achieve and blow through any quota put in front of you and your team
" You will inspire, engage, and enable your team; coach them on best practice, review and assess performance, support their professional development, and optimise their contribution to the business.
" You drive an ever-evolving team and when necessary, find and train new talent
" You will be the bridge between Sales leadership and your reports
" You will be highly disciplined in recording and analysing team metrics
" You will take a creative and personalised approach in all activities assigned to your team
" You will hold your team accountable to deliver an enhanced customer experience at all touchpoints
" You'll constantly educate yourself on new industry and technology trends
" Engage with sale management and operations to ensure sales processes are optimised. " Ensuring all team members are suitably trained in Company value propositions and service offerings and can articulate this to their customers.
" Ensure all team members are trained in sales methodology and process.
" Developing and running campaigns based on Company value propositions and services into the IST account base to create new opportunities and business lines.
" Developing and running campaigns based on strategic partner propositions into the IST account base to create new opportunities and business lines.
" Engage with marketing and partner management to support campaigns
" Conducting regular pipeline reviews with each member of the IST and ensure coverage is at expected levels, putting in place correction plans where required.
" Engage with sales management at strategic partners to ensure account alignment and relationships are maintained.
" Ensure the IST is suitably scaled to achieve target and manage the volume of accounts effectively.
" Produce and maintain monthly, quarterly, and annual forecast reports
" Review forecast reports on a weekly basis with Sales Director.
Identify, qualify, and create new sales opportunities by:
" Find and close deals to achieve individual annual gross margin target
" Introducing new services and solutions to your accounts, creating awareness of our capabilities
" Drive and manage the whole sales process from initial conversation to closed and onboarded business.
" Effectively manage and accurately forecast sales opportunities, using critical metrics that predict sales success
- Strong Personal Management and Administrative skills
- Experience in selling IT professional services and solutions
- Strong communication and presentation skills
- Ability to excel in a team environment
- Possesses excellent, communication, and interpersonal skills
- You lead by example and never expect one of your teammates to do something you wouldn't
- You're humble, but confident in your abilities and skills as a leader and see your future in management
- Analytical, flexible, cross functional and creative thinker with a collaborative approach to performing his/her responsibilities
- Detail-oriented and data driven with the ability to multi-task
- An intrinsic drive to be successful.
- A self-starter and a team player