Manager, Sales

Job Description

Amazing Career Moments Happen Here  

 

Transforming the insurance industry is ambitious, we know. That’s why at Applied, we’re building a team that shows up every day ready to learn, willing to try new things, and driven to deliver innovative software and services that make us indispensable to our customers – all within a culture built on values that make us indispensable to each other too. With 40+ years of experience in the Insurtech game, we’re not just redefining what’s achievable, we’re creating a place where amazing career moments are made possible.  

 

Position Overview

 

Applied Systems, Inc., a worldwide leader in insurance technology, is currently searching for a Manager, Sales will be responsible for both revenue generation and protection through the guidance of the work of the full-cycle, quota-carrying, inside sales representatives on their team.  This position will also maintain effective communications with the sales executives within the company to ensure proper sensitivity to the needs of the sales force.  Manages assigned sales personnel through ongoing performance reviews, coaching and enablement activities.  Will work closely with our customers to align Applied’s products and services to help them achieve success. Inside Sales is a key and growing team of successful sales professionals expanding Applied’s industry leading reach serving independent agencies across the globe.

 

What You’ll Do 

• Develop and execute strategic plans to ensure departmental sales quotas are attained via sales of the company’s products and services.
• Forecasting: Accurately forecast annual, quarterly, and monthly sales revenue projections
• Talent Management: provide quarterly results assessments of the team’s productivity and evaluates the effectiveness of ISRs and recommends necessary changes. (9-block)
• Conducts regular staff meetings, pipeline reviews, and ride-a-longs to maintain consistent coaching, feedback, and communication within the department.
• Assist ISRs with questions and issues arising during a sales process
• Assist in the sales of strategic accounts when assigned.
• Educate and hold staff accountable for execution of our Solution Selling techniques and tactics.
• Develop pro-active competitive strategies and ensure proper alignment around marketing campaigns, incentives, contests, etc.
• Develop and implement KPI reporting to manage the performance of the group and individuals via Salesforce, Level 11, spreadsheets, etc.
• Directly manage associates in the Inside Sales group.  Carry out managerial responsibilities in accordance with the organization’s policies and applicable laws.  Responsibilities include interviewing, hiring, and training associates; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.   

What You’ll Need to Succeed 

• Consistently meeting monthly, quarterly, annual sales and pipeline targets based on both pipeline velocity and win % that will sustain quota achievement.
• Maintain a positive, professional image of the department including preparing and presenting presentations.
• Pursues a program of self-development through external self-study (reading, seminars, and participation in continuing education)
• Identify and communicate improvements in work processes (internal and external to sales teams)
• Ensure team adoption and use of Salesforce and other solution selling artifacts.
• Performs other duties as assigned by immediate supervisor or upper management.
• Meets department metrics on average of outbound calls, accounts engaged, and discovery conversations.
• Maintains expertise on company’s products/services to effectively align to the business needs of our agency customers.
• Develop and deliver a quarterly business plan demonstrating that there is a firm grasp on the business and an understanding of key actions needed to meet/exceed sales numbers.
• Accurately forecast sales revenue on a monthly & quarterly basis
• Train new and existing staff on Applied’s products and Solution Selling sales process via weekly team meetings, pipeline and big deal reviews, and live ride along sessions.
• Ensure 3-6 coaching sessions are completed on a quarterly basis with sales team.
• Complete quarterly rep scorecards, business reviews, and Performance Enablement reviews
• Responsible for recruiting to consistently maintain a full staff.

Your experience may include: 

• Candidates must resside near our CHI, DFW or Lincoln Applied Systems offices
• Experience managing an inside sales team