Inside Sales Supervisor, Florida Support

WM•Tupelo, MS

5d•Onsite

About The Position

For this role, we are looking for proven sales management / supervisory experience. The right candidate will have previous experience supervising a team of sales representatives who are accustomed to selling to and retaining small and medium sized business customers. The candidate can expect to work in the office most of the time (near 100%). The office location for this position is: 499 South Gloster, Ste B2 – Tupelo, MS 38801 and all candidates should be able to commute to this location. I. Job Summary Supervises the Inside Account Executive / Sales team. The sales team consists of multiple Account Executives that manage inbound requests from customers as well as proactively reach out to existing customers to maintain relations, along with procuring new business. Manages the Florida Market Area's account management program and assigns responsibilities to the appropriate Account Executives. Supervises and supports the Inside Retention team on an as-needed basis. II. Essential Duties and Responsibilities To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other duties as assigned. Work with the Florida Market Area to establish and or refine sales and retention processes. These processes would include: Call Flow, MAS Cancellation Ticket Process, Communication protocol between sales team and the Florida MA. Tracking and reporting procedures, etc. Establish and or refine Coaching and Training Protocol. This would include: Daily, weekly, and monthly training regiments for individual reps as well as the team. Coaching should consist of desk side activity as well as remote listening and performance measurement. Assist in the implementation and ongoing development of the Account Executive team. Generates revenue by retaining existing customers and executing the Area's Sales & Marketing Plan to achieve revenue goals by sales channel ensuring internal revenue growth through additional services and maintaining profitability on retained accounts. Maintains and reinforces the corporate sales strategy and design with the Retention Team. Handle any escalated customer calls. These calls may include when a customer requests to speak with a Supervisor or with any other customer call. Establishes and maintains a high level of customer satisfaction on all transactions with existing customers. Communicates to and works with the Inside Sales Manager to help resolve unique customer issues/concerns. Supervises activities of the Account Executive department. Ensures team members meet or exceed goals for cancellations, new sales, proactive retention, pricing, service upgrades, referral generation and productivity, along with other possible metrics as defined by the position of an Account Executive. Forecasts and recruits qualified candidates for available and/or upgraded inside sales positions. Maintains an ongoing training, coaching and mentoring program to upgrade the skills of assigned sales personnel and develop their opportunities for promotion, if available. Establishes and maintains an ongoing proactive account retention program, which includes meeting customer retention goals. Works with the Inside Sales Manager to communicate and effectively manage the Area's price increase strategies including meeting price increase goals. Effectively maintains and ensures the use of WM sales tools (i.e. SalesForce, MAS, Pricing Tools, etc.). Ensures that the entire Sales Team is well trained in the use of these tools. Analyze net new business trends and recommends corrective actions. Provides industry knowledge and interpretation of regulations to staff and customers. Participates in and takes ownership of municipal account retention when and if required. Regularly meets with customer executives to ensure client needs are met and expectations exceeded. III. Supervisory Responsibilities The highest level of supervisory skills required in this job is the management of non-supervisory employees. This includes direct supervision of up to 7-8 full-time employees, typically Inside Account Executives. IV. Qualifications The requirements listed below are representative of the qualifications necessary to perform the job. Education and Experience Education: Bachelor's Degree (accredited) in Sales/Marketing, Business Administration or similar area of study or in lieu of degree, High School Diploma or GED (accredited) and 5 years of relevant inside sales leadership experience. Experience: 5 years of relevant inside sales leadership work experience (in addition to education requirement). Internal applicants should have demonstrated leadership qualities on their current team in order to be considered.

Requirements

proven sales management / supervisory experience
previous experience supervising a team of sales representatives who are accustomed to selling to and retaining small and medium sized business customers
Bachelor's Degree (accredited) in Sales/Marketing, Business Administration or similar area of study or in lieu of degree, High School Diploma or GED (accredited) and 5 years of relevant inside sales leadership experience.
5 years of relevant inside sales leadership work experience (in addition to education requirement).
Internal applicants should have demonstrated leadership qualities on their current team in order to be considered.

Responsibilities

Supervises the Inside Account Executive / Sales team.
Manages the Florida Market Area's account management program and assigns responsibilities to the appropriate Account Executives.
Supervises and supports the Inside Retention team on an as-needed basis.
Work with the Florida Market Area to establish and or refine sales and retention processes.
Establish and or refine Coaching and Training Protocol.
Assist in the implementation and ongoing development of the Account Executive team.
Generates revenue by retaining existing customers and executing the Area's Sales & Marketing Plan to achieve revenue goals by sales channel ensuring internal revenue growth through additional services and maintaining profitability on retained accounts.
Maintains and reinforces the corporate sales strategy and design with the Retention Team.
Handle any escalated customer calls.
Establishes and maintains a high level of customer satisfaction on all transactions with existing customers.
Supervises activities of the Account Executive department.
Ensures team members meet or exceed goals for cancellations, new sales, proactive retention, pricing, service upgrades, referral generation and productivity, along with other possible metrics as defined by the position of an Account Executive.
Forecasts and recruits qualified candidates for available and/or upgraded inside sales positions.
Maintains an ongoing training, coaching and mentoring program to upgrade the skills of assigned sales personnel and develop their opportunities for promotion, if available.
Establishes and maintains an ongoing proactive account retention program, which includes meeting customer retention goals.
Works with the Inside Sales Manager to communicate and effectively manage the Area's price increase strategies including meeting price increase goals.
Effectively maintains and ensures the use of WM sales tools (i.e. SalesForce, MAS, Pricing Tools, etc.).
Ensures that the entire Sales Team is well trained in the use of these tools.
Analyze net new business trends and recommends corrective actions.
Provides industry knowledge and interpretation of regulations to staff and customers.
Participates in and takes ownership of municipal account retention when and if required.
Regularly meets with customer executives to ensure client needs are met and expectations exceeded.