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Inside Sales Manager
Gannett
Indianapolis, IN, United States
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USA TODAY NETWORK is one of the top 20 digital companies in the country, sharing the list with Google, Facebook, and Amazon. And we have over 100 million unique visitors a month, which is more than Buzzfeed, Yahoo News, and Huffington Post. Because our team consists of over 110 local properties with USA TODAY at the helm, you’ll have the luxury of living in a community you love while making a national impact.
Gannett DESC (a USA Today Network Co.) is looking for an Inside Sales Manager.
As a member of the sales leadership team, the Sales Manager supervises, directs, and coaches a team of inside sales reps and an account manager using motivation as a driving force to surpass goals individually and as a team. The Sales Manager will be responsible for analyzing market, industry, and account trends to develop and implement market and sales strategies leading to increased team and market performance.
In this role, core responsibilities will include:
• Performance Management
◦ Supervise, direct and coach a team of inside sales reps including establishing performance goals (operational metrics and sales expectations via Sales Plans), completing performance reviews, implementing improvement plans, and supporting team and individual employee development.
◦ Develop and coach sales reps on core competencies, including but not limited to, basic sales process, earn the right, pitching, overcoming objections, communication, time management and multi-tasking.
◦ Identify and analyze team performance trends and gaps to implement strategies for improvement.
◦ Contribute to the development, training, and implementation of call strategies (i.e. scripting, call blocks, etc.).
◦ Conduct market training for newly assigned team members focused on market and industry specifics.
◦ Facilitate team training and workshops on a consistent basis.
◦ Leverage internal partners as needed (i.e. New Hire Manager, Operations Manager, HR Manager, etc.)
◦ Partner with leadership team to actively promote and motivate individuals and the team toward achievement of sales goals.
◦ Facilitate positive employee relations by fostering an environment of open communication, approachability, and fair and consistent treatment of employees.
• Sales Strategy
◦ Develop strategies for product performance improvement, taking into consideration competition, media conversion, win/back and other targeted campaigns to increase results.
◦ Develop and implement customer engagement strategies (i.e. direct customer contact) based on sales trends and customer feedback.
◦ Resolve and deescalate customer issues and complaints.
◦ Responsible for managing lead generation for the team, utilizing Wanted Analytics and other lead generation sources.
◦ Transition transactional business to contractual business through collaboration with Senior Sales Consultants and other Sales Managers.
◦ Leverage employment packages and rate structure to drive increased sales revenue.
◦ Align account assignment for sales team based upon market and account analysis.
• Analysis
◦ Communicate and manage expectations by fully utilizing available reports, CRM technologies and other available resources.
◦ Gather and analyze data to complete monthly reports on sales metrics and market conditions.
◦ Analyze market performance to provide accurate market projections weekly, monthly, and quarterly.
◦ Analyze product performance and up/down accounts to implement strategies for continued success or improvement.
• Systems
◦ Minimize and/or eliminate pricing overrides through proper utilization of rate structure.
◦ Leverage ECS and other systems to ensure proper product rates and billing.
◦ Verify employment revenue mapping is accurate and resolve any issues associated with incorrect mapping.
◦ Manage adjustment process to ensure proper protocols.
What you'll bring to the table…
• Consistently exceeds performance standards (i.e. sales, revenue, dials).
• Demonstrated success in setting and running own appointments.
• Proven success in selling total recruitment solutions, including CareerBuilder contracts, print, and other digital solutions.
• Previous sales leadership experience in a dynamic sales environment a plus.
• Self-starter with demonstrated leadership and sales skills, team player and team builder.
• Project enthusiasm and displays the ability to motivate others.
• Ability to multi-task and meet critical deadlines while maintaining composure.
• Strong face to face and oral presentation skills
• Excellent written communication skills.
• Ability to contribute to an environment that is fast paced while promoting a “work hard and have fun” work ethic.
• PC and Internet proficiency including MS Office (i.e., Excel, PowerPoint, Outlook).
• 4-year college degree preferred.
• Ability to travel as needed.
We offer competitive pay and benefits including: Comprehensive Health, Dental and Vision coverage, Life Insurance, 401(K) Saving Plan, Paid Vacation, Paid Company Holidays, Paid Time Off to Volunteer in the Community, Employee Discount Program and more!
Gannett Co., Inc. (NYSE: GCI) is a proud equal opportunity employer. We are a drug free, EEO employer committed to a diverse workforce. We will consider all qualified candidates regardless of race, color, national origin, sex, age, marital status, personal appearance, sexual orientation, gender identity, family responsibilities, disability, education, political affiliation or veteran status.