Inside Sales Director

Responsible for the leadership, development, performance, and day-to-day operations of the Inside Sales Team. Oversees inbound and outbound lead generation, lead management processes, sales development initiatives, and inside sales support services provided to branches across North America.

Responsible for the development and performance of all sales activities in assigned region, towards achieving maximum profitability and growth in line with company vision and values. Works with Sales Operations, Branch Presidents, Sales Directors, Marketing and Regional operations executives to establish plans and strategies to expand the customer base in assigned branches’ geographic areas and contributes to the development of sales, training and educational programs for clients, sales professionals and branch presidents.

To perform this job successfully, the individual must be able to perform each essential duty, meet expectations, establish relationships and communicate effectively. The requirements listed below are representations of the knowledge, skill and/or ability required.

• Develops, implements and follows through on a strategic marketing plan and sales strategy in conjunction with the branch and Marketing Department to ensure attainment of company sales goals and profitability. Empower Inside Sales Directors while maintaining strategic oversight.
• Works with Inside Sales Development personnel and branch presidents to understand and gain comfort in selling, delivering a clear and consistent message.
• Initiates and coordinates development of action plans to penetrate new markets.
• Assists in the development and implementation of marketing plans.
• Conducts one-on-one review with all sales directors to build more effective communications, address and implement training and development needs, and provide insight for the improvement of sales performance.
• Provides timely feedback to Branch President, RVP, VP and SVP related to performance.
• Assists Inside Sales Directors with virtual presentation, when applicable.
• Provides additional review of expenses to meet budget guidelines.
• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented.
• Coordinates and provides timely feedback to VP of Sales Enablement & Inside Sales.
• Partners with key stakeholders (SVP | RVP | Branch President| Marketing) by collaboration and execution of initiatives. Build relationships through understanding the needs and expectations of all stakeholders.
• Identify marketing priorities based on primary focus of “lead generation”.
• Works with each Branch to measure the effectiveness of all marketing and sales programs and distribution channels. Design and implement changes, as appropriate.
• Recommend marketing promotions in conjunction with national campaigns.
• Sales Growth & Customer Profitability – Lead the region in the development of target accounts and in identifying customer profitability improvement plans. Coach all sales representatives on target account plans and ensure employees have the appropriate sales goals. Develop strategies to grow direct business and ensure that distribution sales are properly managed in accordance with the individual business strategies.
• Sales Tools – Analyze the success of the region’s lead generation efforts through KPMs (key performance metrics) and set aggressive region account development goals. Ensure sales tools (salesforce, PFL, lead generation and engagement channels, etc.) are used effectively by each Inside Sales Director.
• Perform annual and quarterly performance review with VP of Sales Enablement & Inside Sales.

To perform this job successfully, an individual must…