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Inside Sales Manager
Crowe Horwath
Indianapolis, IN, United States
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Job Summary
Inside Sales Manager (Assistant Director)
The Inside Sales Manager is responsible for strategically leading the inside sales team. The successful candidate will closely align with business unit and industry vertical leaders to drive company business priorities. The position will also be working with Marketing and Sales Development teams to maximize lead generation campaigns and strategically deploy against marketing growth opportunities. The Inside Sales Manager will also oversee strategic and day-to-day resource development efforts including employee recruiting, onboarding, and ongoing professional development of the Inside Sales team. This role will manage a team of two Inside Sales Team Leaders and eleven Inside Sales Representatives.
Responsibilities:
• All duties and activities relative to managing Inside Sales team resources, including performance management, talent development and mentoring, capacity planning, and industry/geography focus
• Drive individual and team lead generation campaigns. Gather business information necessary to qualify a lead and assess the business problems facing an organization.
• Develop and execute annual business plan and on-going growth strategies for Inside Sales
• Ensure appropriate staffing at all times for account-based and geo-tactical calling strategies
• Create a culture to improve team performance through better processes, technology and methodologies
• Direct the attainment of key performance indicators, including total sales, initial contact time, initial contact attempts, contact rate, close rate, productivity, quality, and service levels.
• Strategically use tools and data to develop and implement lead scoring and routing, as well as provide recommendations on required sales technology and process improvements.
• Work with the marketing team to improve lead quality.
• Track, analyze, and report the sales performance of specific accounts and market segments.
• Own the sales funnel from top to bottom – from lead to close for individual and team attainment. Own all conversion metrics and monthly goals.
• Implement a comprehensive and effective training program that establishes rules of engagement, scripts, and communication protocols.
• Motivate, communicate and engage with employees to create a great place to work. Help the team learn, grow and deliver to their peak capacity.
• Set performance expectations and coach team members on how to achieve performance goals.
• Oversee resource planning, reporting, territories, incentives and communications for the team.
• Be a collaborative partner with the Incentive Compensation Team
• Drive sales accountability through structured performance management
• Execute demand/lead generation campaigns by working closely with Marketing, BDR’s, and Partners
• Achieve and exceed sales goals by building and optimizing programs to enable strong sales execution
Company Overview
Your Journey at Crowe Starts Here:
At Crowe, you have the opportunity to deliver innovative solutions to today’s complex business issues. Crowe’s accounting, consulting, and technology personnel are widely recognized for their in-depth expertise and understanding of sophisticated process frameworks and enabling technologies, along with their commitment to delivering measurable results that help clients build business value. Our focus on emerging technology solutions along with our commitment to internal career growth and exceptional client value has resulted in a firm that is routinely recognized as a “Best Place to Work.” We are 75 years strong and still growing. Come grow with us!
Qualifications
Required Skills:
• Strong written and verbal communication skills, as well as presentation skills
• Resilience under pressure and against deadlines
• Strong business acumen and commitment to results
• Self-starter who excels at multi-tasking with strong ability to prioritize to meet business needs
• Confidence and assertiveness; ability to build respect and credibility with colleagues and clients
• An analytical thinker who uses data-driven strategies to optimize sales growth and performance indicators
• A hands-on, sleeves rolled up management style with team-building expertise. A leader who creates a fun, engaging work environment and stays well connected to the team while aggressively pursuing and surpassing company goals and objectives. An available and reliable resource that quickly delivers value, new business capabilities/possibilities, and simple solutions to complex problems
• A mentor of people who understands the need for continuous learning to ensure the highest quality service, to increase bench strength, to encourage professional growth, groom leadership, and who implements coaching, mentoring and professional development as dictated by the needs of the organization
• Articulate, confident, driven professional with the ability to work with like-minded professionals in a results-oriented, fast-paced and growing environment
• Excellent time management and organizational skills
• Ability to work autonomously with little guidance from management
Minimum Qualifications:
• Bachelor's degree in Business, Marketing, or related field.
• 15+ years or more of experience motivating and leading high performing inside sales teams, in a professional service or technology industry.
• Expert user of inside sales tools including Microsoft Dynamics CRM and ZoomInfo
• Driven to build teams who always meet and exceed appointment, opportunity, and revenue targets
• Willingness to travel and work extended hours as needed.
• Advanced knowledge of Microsoft Office programs including Excel and Microsoft Office
• Able to work in a highly collaborative and agile work environment within a matrixed organization
• Continuous improvement mindset by taking proactive approach to improve processes
About the Team:
Market Development and Sales (MDS): MDS supports Crowe in achieving its growth objectives by developing and executing national and international programs to build brand awareness for Crowe; promoting Crowe's thought leadership and positioning its experts in the markets it serves in both marketing and media channels; implementing lead management programs through integrated marketing and communications; and enabling revenue generation through multiple sales channels. MDS is also responsible for new product development and the Firm’s Client Experience initiative.
Our Benefits:
At Crowe, we know that great people is what makes a great firm. We value our people and offer employees a comprehensive benefits package.
Learn more about what working at Crowe can mean for you.
How You Can Grow:
We will cultivate your talent in an inclusive culture that values diversity. You will have the chance to meet on a consistent basis with your Career Coach who will guide you in your career goals and aspirations.
Learn more about where talent can prosper.
More about Crowe:
Crowe (www.crowe.com) is one of the largest public accounting, consulting and technology firms in the United States. Crowe uses its deep industry expertise to provide audit services to public and private entities while also helping clients reach their goals with tax, advisory, risk and performance services. Crowe is recognized by many organizations as one of the country's best places to work. Crowe serves clients worldwide as an independent member of Crowe Global, one of the largest global accounting networks in the world. The network consists of more than 200 independent accounting and advisory services firms in more than 130 countries around the world.
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