Reports To: CEO

Based At: Bridgeport, Connecticut Office

Primary Role:
Build, manage, and lead an inside sales department that: handles sales for new and existing customers through the use of the telephone, e-mail, and Internet, and consistently meets or exceeds sales quotas

Key Responsibilities:

• Create, manage, mentor, and retain a consultative inside sales organization: in particular, manages employee goal setting, performance assessment, career planning/development, and salary compensation
• Develop and achieve sales forecasts
• Develop and implement repeatable, predictable inside sales processes
• Manage prospect pipeline from interest to close
• Maintain and improve a successful and positive culture that is evidenced by high employee morale and low turnover
• Develop and implement annual sales plans
• Define and report on metrics to measure performance of the inside sales activities
• Ensure that the sales plan is aligned and supports corporate revenue and market share objectives
• Manage the proposal process

Qualifications

Prior Experience

• Three-plus years in sales management selling software applications over the telephone and Internet
• Prior experience with creating, managing, and growing an inside sales staff—from start-up to 10+ sales representatives—that consistently met or exceeded sales quotas
• Experience screening, recruiting, hiring, and developing new sales team members
• Proven prior success as an inside sales representative

Skills

• An excellent manager of others
• Excellent consultative sales skills
• Experience implementing processes that ensure high performance and team efficiency
• Strong written/verbal communication and presentation skills
• Able to make compelling presentations in front of customers and industry professionals, both in person and via the web
• Ability to foster strong relationships and trust with co-workers and customers
• Highly organized, self-directed business style with strong ability to prioritize
• Team player, effective motivator, coach, and listener
• Ability to work well with limited supervision

Knowledge

• Familiar with different sales methodologies and customer relationship management (CRM) systems
• Deep ecommerce industry domain knowledge
• Technology and Internet savvy

Attitudes

• Excels at being in an environment of limited resources
• Embraces challenges and uncertainty as an opportunity to grow both professionally and financially
• Passionate about success and winning
• High degree of credibility, expertise, and confidence
• Mature, aggressive, “get it done attitude” with an ability to attract those with similar attributes
• Operates with a high sense of urgency
• Seeks to continuously develop skills and knowledge
• Encourages others to stretch beyond their current capabilities
• Is concerned about the total organization; perceived as a good partner with other groups in the company

Education

• Bachelor’s degree required, MBA a plus

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