Mgr-Inside Sales

JOB SUMMARY

Responsible for managing the Inside Sales function. The goal is to seek new revenue opportunities for the company. Will work in conjunction with the outside sales force. Develop and grow customer relationships and revenue over the phone and partner with the outside sales force for account maintenance and growth opportunities. Directly supervise Inside Sales Supervisor(s) and indirectly supervise Inside Sales Reps.

ESSENTIAL DUTIES AND RESPONSIBILITIES

1. Drive revenue growth and increase market share through business partnerships, collaboration, strategic planning.

2. Manage supervisory responsibilities such as; hiring, training, performance appraisal, and employee development.

3. Identify and provide Inside Sales Supervisors and Inside Sales Reps with necessary resources and training to meet objectives. Provide timely, relevant performance feedback and employee evaluations. Recognize and reward positive results. Serve as mentor and role model to team members.

4. Demonstrate superior industry, product and sales skills knowledge.

5. Provide solutions to management to improve the efficiency and performance of the Inside Sales team.

6. Manage and develop a portfolio of shared and new local accounts to provide cost-effective solutions that meet targeted customer needs while managing churn and account profitability.

7. Negotiate pricing programs with new customers to gain consistent revenue flow while protecting profitable margin.

8. Identify new opportunities for current and new customers. Create and define a value for customers by understanding their business model and supply chain needs.

9. Lead the collaboration with the outside sales force and act as a liaison to ensure solid two-way

10. Monitor shipping activity and growth related to portfolio and identify key accounts that have the potential to increase business.

11. Initiate the sales process at the local level and contact local accounts through outbound call efforts to educate customers on the various services offered and to schedule opportunities for outside sales representatives to meet personally with potential customers.

12. Negotiate pricing programs with new clients to gain consistent revenue flow while protecting profitable margin.

COMPETENCIES

1. Coaching and Developing Others - Providing feedback, instruction, and development guidance to help others excel in their current or future job responsibilities; planning and supporting the development of individual skills and abilities.

2. Compelling Communication - Clearly and succinctly conveying information and ideas to individuals and groups; communicating in a focused and compelling way that captures and holds others attention.

3. Decision Making - Identifying and understanding problems and opportunities by gathering, analyzing, and interpreting quantitative and qualitative information; choosing the best course of action by establishing clear decision criteria, generating and evaluating alternatives, and making timely decisions; taking action that is consistent with available facts and constraints and optimizes probable consequences.

4. Earning Trust - Gaining others confidence by acting with integrity and following through on commitments while disclosing own positions; treating others and their ideas with respect and supporting them in the face of challenges.

5. Execution -Ensuring others contribute to organization strategies by focusing them on the most critical priorities, measuring progress, and ensuring accountability against those metrics.

6. Facilitating Change - Encouraging others to implement better approaches to address problems and opportunities; leading the implementation and acceptance of change within the workplace.

7. Resolving Conflict - Helping others deal effectively with an antagonistic situation to minimize damage to the relationships and promote shared goals; using appropriate interpersonal methods to reduce tension or conflict between two or more people and facilitate agreement.

BENEFITS

• Competitive pay based on experience

• Employee selected medical, dental, and vision coverage for you and your family

• PTO and paid holidays

• 401k Retirement Plan

MINIMUM REQUIREMENTS

1. Bachelors Degree or equivalent combination of education and experience.

2. Excellent verbal, written and interpersonal communication skills with the ability to negotiate difficult situations.

3. Experience using MS Office applications (Word, Outlook, PowerPoint, and Excel).

4. Three (3) years of experience in telephone sales or prospecting experience.

5. Demonstrated relationship building, problem-solving and collaborative planning techniques.

6. Proficient in PC and mainframe applications.

PREFERRED QUALIFICATIONS

1. Bachelors degree in business or related field.

2. Experience in the transportation industry with deep knowledge of operations and logistics.

3. Extensive business to business sales or consulting experience.

WORKING CONDITIONS

This job operates in a professional office environment indoors. Routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines.

PHYSICAL DEMANDS

The position requires the ability to spend long hours sitting or standing while using office equipment and computers. Ability to perform repetitive tasks such as typing and keying. Occasional lifting, pushing/pulling, carrying 10 lbs of supplies and materials is required.

Yellow Corporation, along with all subsidiary companies, is an Equal Opportunity/Affirmative Action Employer

Requisition ID : 1494