Inside Sales Manager

Job description

For twenty years Anexinet has specialized in helping businesses transform in the digital world. We empower our clients to grow their customer base and improve workforce efficiency by envisioning, developing, delivering and operating next generation technology solutions. Our core expertise is in digital applications, analytics, managed operations and hybrid IT, enabling businesses to rapidly transform. Clients partner with Anexinet to support the full lifecycle of their next generation digital business. We are currently recruiting to hire a Leader to manage, mentor and develop our Demand Generation & Inside Sales team based out of Blue Bell, PA. RESPONSIBILITIES: · Drive Business Development and Inside Sales Representatives to consistently conduct pre-call and pre e-mail research · Ensure clarity in team members’ daily prioritization, including defining adjustments based on lead volume and other factors · Drive team members’ to consistently conduct basic discovery and needs analysis, including adjustments based on changes/events · Increase sophistication in team members’ engagement and questioning, including call/email navigation towards qualification · Establish and improve team members’ objection handling capability · Ensure consistency in team members’ qualification criteria and increased velocity in qualification time · Drive team members to provide standardized, clear and comprehensive handoff and scheduling to the Sales team/individual · Conduct audits to ensure team members is consistently populating and maintaining Microsoft Dynamics completely and accurately · Drive team members to utilize the sales process to guide qualification and adhere to process. Ensure process is maintained and trained on, on an ongoing basis · Empower team members to use content (videos, recorded demos, case studies, etc.) to educate prospect at the right time with the right content · Drive team members to make the number. Own performance management end-to-end, including goal definition, measurement against goals (weekly, monthly, quarterly, yearly), and opportunities for improvement. Coach team members to grow using development plans and play a role in advocating for top performers. · As required, may need to personally own a number and play an active role identifying, elevating and closing opportunities. · Execute tactical coaching on a frequent (daily, weekly) basis to ensure improvement opportunities are capitalized on early and often. Ensure every team member consistently knows and understands their performance and goals · Own and report on Demand Gen & Inside Sales unit data, including ownership of dashboard, KPIs, and interim progress (weekly, monthly, quarterly, annually) against performance objectives. Ensure management plan is measurable and communicated with data on an ongoing basis · Own and report on individual team members’ data including interim progress (weekly, monthly, quarterly, annually) against performance objectives. Ensure plans are measurable and communicated with data on an ongoing basis · Leverage standard inside sales platforms to improve tracking and reporting · Identify gaps in team members’ product knowledge. Drive product knowledge through training and content to bridge gaps. Continuously test for understanding and measure progress on ramping up product knowledge · Ensure team members are sharing and receiving product and engagement best practices on an ongoing basis · Identify gaps in lead channel/type knowledge. Drive lead knowledge through training and content to bridge gaps. Continuously test for understanding and measure progress on ramping up lead knowledge · Ensure team members are sharing and receiving lead engagement best practices on an ongoing basis REQUIRED EDUCATION AND EXPERIENCE · Prior successful experience leading an inside sales / demand generation team within a technology company · Experience with, or capability to quickly grasp current information technology capabilities and trends · Prior successful experience in a B2B services industry · CRM experience is mandatory with Dynamics a plus · Experience with reporting and dashboards · Bachelor’s degree in Business Administration or related field All your information will be kept confidential according to EEO guidelines. At Anexinet you will be part of a team who from strategy through execution, delivers award-winning digital applications and the infrastructure to run them on, engaging front-end design, rapid development and a rock-solid back-end, all informed by data-driven insights and powered by partnerships with top tech vendors. Plus, we keep it all running with our managed services and DevOps teams. Recognized for 10 consecutive years with a Best Place to Work award from the Philadelphia Business Journal, our people come and stay at Blue Bell, PA based Anexinet because we are a technology focused, team oriented with a culture that is second to none.