Inside Sales Manager

Job Description

Job Description

The Inside Sales Manager is responsible for driving volume and profit growth by leading the inside sales force and customer service group at a branch location. Additionally, the Inside Sales Manager is responsible for all of the non-direct selling activities in an effort to allow the outside sales manager to focus on developing and winning opportunities in the field.

Responsibilities:

Active member of the LMT with primary responsibility for inside sales, sales support, customer service, sales forecasting / inventory management, and pricing optimization.

Sales:

• Develop and maintain business relationships with new and existing customers
• Drive sales force effectiveness (SFE). Constantly review the effectiveness of the inside team. Provide constant feedback and coaching in an effort to develop the team and increase productivity
• Implement the Inside Sales team daily goals, metrics, and objectives
• Drive sales to maximize truck efficiency (fill outbound loads)
• Streamline workflow on the sales floor to improve the customer experience
• Manage and monitor selling tools (literature, samples, displays for appropriate product lines)
• Schedule and plan sales meetings on a regular basis
• Ensure all Inside Sales Representatives are properly trained on required products, services and systems and are closely aligned with Outside Sales Reps.
• Prepare commission reports / process any adjustments that are necessary.
• Sign-off on Vetting Report daily sales.
• Coordinate Dealer Trade Shows and Regional Trade shows
• Attend E-47 meetings to formulate up to date Corporate Strategy.

Sales Support:

• Constantly evaluate inside sales activities and move non-direct activities to sales support in an effort to keep inside sales focused on direct-selling activities.
• Manage dealer rebates; capture data and approve rebates for credits to be provided for rebate programs
• Capture and manage product claims

Customer Service:

• Work with logistics to provide high levels of service while maximizing efficiencies including utilizing white board, $500 deliveries, and return merchandise authorizations (RMA’s)
• Constantly evaluate and improve the customer experience including call volume / phone data, staffing requirements, work-flow scheduling, etc.
• Ensure that the team provides excellent customer service to both internal and external customers
• Resolve customer issues which fall outside standard procedure to the satisfaction of the customer and the company.

Product Management:

• Deliver sales forecast to purchasing on a monthly basis, monitor sales activity and communicate demand spikes
• Work with Purchasing Department to efficiently move inventory via transfers
• Work with product managers for new and existing product strategies
• To achieve desired margin improvement, monitor pricing optimization results on a daily basis (review variance reports and address exceptions)
• Meet with vendors as needed

Associate Development:

• Monitor performance paying special attention to key areas that require additional training
• Provide mentoring, training, and motivational leadership to all staff
• Provide performance reviews on a bi-annual basis

Qualifications and Skills:

• Minimum of 10+ years business experience, including significant amount of sales and/or marketing experience
• Familiar with the building products industry and channel marketing
• Bachelor’s degree required, MBA preferred
• Strong leadership skills, particularly the ability to drive results without direct reporting authority
• Strong analytical skills, including the ability to identify and analyze key, market, customer, and competitive trends
• Strong ability to work independently and manage to objectives with demonstrated initiative
• Superior interpersonal skills including the ability to forge strong, mutually beneficial relationships with key customers and associates
• Well-honed conflict resolution skills
• Ability to think through issues and opportunities from the customer’s perspective

Physical Requirements/Environment:

• Office environment
• Occasional travel required
• Must react to short lead customer requests, including weekends