Sr. Manager, Inside Sales

 

    Job Description: The primary role of the Senior Manager, Inside Sales - Adjacencies is to effectively manage a district of 12-14 Inside Sales Representatives (ISR’s) who manage $28 million + of business consisting of small, medium, and large companies.  The Senior Manager, Inside Sales is responsible for meeting all objectives including sales, margin, and retention.   The Senior Manager, Inside Sales - Adjacencies is responsible for hands-on coaching to develop sales skills that will ensure that reps increase share of wallet and grow sales.  Sr. Manager, Inside Sales - Adjacencies takes a lead role in identifying the critical success factors that will help motivate and guide all inside sales representatives in their daily activities.  S/he is likely a successor to a Director, Inside Sales. The Senior Manager, Inside Sales - Adjacencies is expected to lead with integrity, by adhering to ethical standards of personal conduct and business rules when making decisions or executing tasks and incorporating quality considerations into decision making.
  Primary Responsibilities: 1. Leadership:  • Successfully lead the sales efforts of a team of 12-14 ISR’s.    • Hire, train, and motivate staff to effectively grow the revenue within the Inside Sales Organization (ISO). Expected results is a team of above plan performers with several individuals eligible for promotion within the appropriate timeframe.   • Manage performance, enhance knowledge, and provide on-going training, coaching, and technical assistance to ISR’s resulting in increased customer penetration and growth.  • Work with relevant internal and external partners.  Effectively communicate change when warranted. 2. Strategy and Tactics:  • Participate in the development and execution of the ISO sales and margin plans. Expected results are plan achievement that are accomplished in compliance with all selling activities to Company standards and all federal and state regulations.  • Stay in tune with the changing demands of the marketplace and customer business issues by using various technologies (i.e. Twitter, FB, etc.) and/or through following news and notes.  Provide senior leadership with recommendations for assortment and service enhancement.   • Evaluate customer experiences by assessing the effectiveness and positive impact of solutions offered. Effectively communicate results to stakeholders. Communicate performance in terms of the ISO's key performance drivers. • Coordinate efforts with all other relevant Office Depot Sales organizations to create a unified and professional customer-facing presentation of our capabilities, resulting in a cohesive selling approach that drives profitable growth.  • Define business priorities through a broad and far vision to include initiating and managing business development activities that will strengthen, expand, and drive market penetration.    • Understand and analyze customer data to determine business needs, identify expansion activities and opportunities, and align Office Depot resources where mutually beneficial. 3. Drive for Performance:  • Develop and implement systems and processes to optimize sales strategies and tactics.  • Review and leverage weekly sales-to-goal reports to drive performance.   • Conduct quarterly performance reviews with direct reports. • Uncover new business opportunities and present business case to senior leadership to improve BSD Field Sales and Inside Sales profitability.    • Collaborate with Sales Directors and peers to develop strategies that will maximize new business development. 
  Education & Experience: High School Diploma or GED; Bachelor’s Degree (BA/BS) preferred
  Area of Study: