Director, Inside Sales

Position Overview:

The Director of Inside Sales is responsible for all inside sales efforts for education products within the U.S. This person works to improve institution’s market position and achieve financial growth. This person defines the inside sales channel goals and sales quotas, identifies business opportunities, manages a team of inside sales professionals and lead development specialists while maintaining extensive knowledge of competitors and current market conditions. 

• Works with sales  leadership to develop annual sales quotas and  business plans for inside sales. 
• Coaches inside sales team colleagues to meet and exceed quarterly and annual sales quotas. 
• Achieves quarterly and annual assigned inside sales team quota and works aggressively to close gaps in sales performance as necessary. 
• Manages new customer acquisition and retention processes for inside sales channel.
• Provides day-to-day leadership in development of strategies and tactics to grow market share and increase revenues while ensuring a superior customer experience.
• Review operating budgets to analyze trends affecting budget needs. Analyze monthly department budgeting and accounting reports to maintain expenditure controls. Seek new ways to improve efficiency and increase profits.
• Works closely with other sales channels to ensure cross-functional prospecting and prospective customer lead development.
• Collaborates with other functional teams to align goals and maximize effectiveness of objectives.
• Participates in strategic planning for new products and works with cross-functional teams to implement new product rollouts. 
• Gathers and reports reasons for unsuccessful sales efforts and proposed customer programs. 
• Proposes and implements customer discount programs to enhance inside sales close rate. 
• Monitors inside sales calls for quality assurance and best customer outcomes.  
• Manages and mentors colleagues to maintain a high performance sales culture. 
• Onboards and trains new inside sales colleagues and provides team training as necessary to address performance gaps.
• Works closely with IT and other cross-functional teams to provide inside sales team the best Salesforce experience.  
• Assists with ongoing account maintenance projects.
• Creates synergies between sales channels and other ecosystems to maximize revenue and enhance operational efficiencies.
• Conducts performance evaluations and provides feedback about performance to direct reports; works with each employee to create goals, monitors goal achievement, and provides one-on-one coaching as needed.
• This position will be responsible for proposing customer sales solutions including business model and pricing. It will be a requirement of this position for coming up with creative solutions to address the unique needs of inside sales customers in order to increase revenue. 
• Completes other duties as assigned. 

• Bachelor’s degree required with post-graduate degree a plus.
• Minimum of 10 years of experience in sales, or business development with management experience.
• B2C sales experience and/or B2B experience with high transaction volume.
• Expertise leading teams to pursue transactional sales on the phone.
•  Excellent and effective written and verbal communication skills along with strong presentation and sales skills.
• Proven track record of meeting or exceeding sales quotas.
• Goal oriented and self-motivated.
• Experience developing sales quotas and analyzing metrics.
• Proven ability to develop and maintain relationships with customer decision makers and influencers. 

• Works effectively with internal stakeholders as a team player.
• A demonstrated record of success in developing a sales team and implementing and achieving sales quotas.
• Strong supervisory skills required with well-developed managerial and leadership skills.
• Skilled relationship builder and negotiator combined with excellent oral and written communication.
• Proven interpersonal skills and the ability to sell and communicate sales programs to inside team and sales leadership.
• Strong problem-solving skills and the ability to effectively manage others in a team-based environment.
• Self-starting, self-motivating, highly organized individual with a strong work ethic.
• Excellent SalesForce and Microsoft Office skills required.  

•  This is primarily a remote position but requires travel to attend team and other colleague meetings as requested.