Inside Sales Manager

Diamond Search Recruitment are so excited to be on the hunt for a Inside Sales Manager for one of our clients, an established and exciting eCommerce business based in Folkestone.

Oversee and coordinate the Inside Sales Team, supporting the Customer Success Manager with executing the Commercial Strategy. Leading the whole Sales Team in maximising & converting leads according to the brand values, identifying future business development opportunities, and supporting closing sales. This role is ideal for candidates who enjoy sales, teamwork and inspiring others to give their best in finding opportunities and achieving great outcomes. Proven sales leader, purposeful planner, people leader, sales challenger, market maker, and social seller.

JOB ACCOUNTABILITIES:

• Build an industry-leading team of inside sales executives with the potential to exceed business goals and achieve the brand vision
• Work with the Marketing department to maximise the utilisation of our DTC (Direct To Consumer) & digital acquisition channels for capturing sales leads
• Support the Customer Success Manager in producing monthly Inside Sales reports
• Collaborate with the Quality & Training Lead to coach, train, evaluate and monitor team performance, ensuring that the team has the skillsets required for success and is solution selling
• Coaching the team with a "challenger mentality" by prompting them to engage early and lead with new insights on how to grow the customers' business
• Create and utilise, when required, tactical short-term sales levers to drive additional volume (e.g. Focus Weeks/Days) and exceed monthly targets
• Propose, align and execute promotional activity with the Marketing Department
• Collate feedback from frontline teams to identify gaps in our portfolio, and feedback to the Category Team
• Prepare pricing strategies & processes (with Pricing & Procurement Lead) for the Inside Sales Team to enhance sales and increase profitability
• Propose, set (with Commercial Director & Customer Success Manager) and track sales targets and KPIs against both the team and the Commercial Strategy
• Stimulate creative ideas and initiatives upward flow for benefit of the team
• Sales funnel and CRM ownership with the view to maximising quotes and conversions to both new and existing customers
• Execute and support B2B channel strategic planning and execution
• Forecast for the Inside Sales Team revenue stream
• Act as the first point of escalation for sales related issues (not customer service issues)
• Support with closing warm sales leads when needed
• Research and discover methods to increase customer engagement
• Ensure sales, finance and legal/regulatory policies and procedures are met, and that the Inside Sales Team are trained & informed
• Build an open-communication culture inside the team as well as cross-departmental & cross-functional
• Work with the Customer Success Manager to effectively manage third-party sales agencies, and ensure ROI
• Actively use customer feedback to provide better services and demonstrate initiatives for refinement & strengthening of existing product
• Monitor supplier SLA adherence & impacts on the frontline and sales process and ensure the Category Manager is aware of issues (monthly meeting)
• Working with the Commercial Director on the KAM Matrix and proposing the parameters and customer benefits for each quadrant
• Generate revenue and make a huge impact on Trade Club growth, by developing/maintaining customer relationships and positioning Trade Club and its solutions in the market
• Ensuring the Inside Sales Team follow all processes and completes data entry with both accuracy and consistency
• Ensuring positive feedback is captured on third-party review platforms for successful customers, as well as securing feedback from existing ones
• Regular follow up with key existing customers (not account managing)
• Lead the execution of social selling (i.e. LinkedIn etc.) & networking, strategising with the Marketing & Brand Manager to maximise ROI

Notes:

This role is a brand new and developing role and is fantastic for someone to grow into overtime, future growth areas could be driven by the individual based on the Commercial Strategy

P&L management for the channel sits with the Customer Success Manager

This role will not manage direct accounts but will build relationships with them and processes for managing accounts

KEY PERFORMANCE INDICATORS:

The performance will be measured on a mix of both quantitative & qualitative indicators and may include:

Inside Sales Team revenue

Inside Sales Team margin

Active Trade Club member numbers

Company gross profit

Trade Club AOV (Average Order Value)

Business & Commercial Strategy development progress

Diamond Search Recruitment is acting as a Employment Agency regarding this vacancy