Inside Sales Manager
Description:
Responsible for all Serials Solutions Library Software sales to core markets in the U.S. and Canada, including consortia, in cooperation with Serials Solutions' Field Sales. Achieve results through leadership and the management of a team of experienced inside sales representatives, driving revenue targets (both renewals and new business).
Primary Responsibilities:
- Drive account retention, upselling and new account acquisition for Serials Solutions' inside sales team in the U.S. and Canada to meet or exceed goals. Includes relationship building, prospecting, networking strategies. First line of management.
- Closely manage inside sales force to assume attainment of monthly sales goals and constant discovery activity.
- Assure full use of salesforce.com by all team members.
- Implement sales strategies for assigned customer markets. Help Field Sales Manager develop monthly revenue forecast, territory design, and resource planning for sales of all products.
- Pro-actively develop, manage, and acquire sales talent resources.
- Provide input to development, marketing and support to create and shape new product development and product enhancements.
- Manage team in finding new opportunities, and seek out way to improve sales process to increase revenue and profitability.
- With finance, sales operations and HR, participate in strategic design of sales commission programs to successfully drive individual contributor behavior.
- Help drive U.S. and Canada sales meetings; participate in strategic planning & sales leadership meetings.
Required Experience/Skills:
- 3+ years successful inside sales leadership in the information industry.
- Proven ability to motivate, retain, and enhance sales performance of an inside sales team.
- Experience negotiating large contracts, coordinating with legal counsel and senior management.
- Skills and proven experience in negotiation (specifically with major clients).
- Experience with forecasting tools (salesforce.com a plus), business planning, and territory planning.
- Prefer Library or Higher Education experience.
- Excellent verbal, written and presentation skills.
- Prefer existing contacts in the library market.
- BS/BA required or equivalent experience.