Inside Sales Team Leader

H.B. Fuller; Selangor; On-site; MYR 120,000 - 190,000; Full time

Job summary

HB Fuller in Malaysia is seeking an Inside Sales Team Leader to drive revenue, gross margin and account growth. You will coach up to 5 inside sales staff and partner with Account Managers to deliver results, while maintaining a high-energy, values-driven team environment.

You will mainly engage by phone and email, qualify prospects, and manage CRM activity to advance opportunities and close new business.

Qualifications

• Experience leading Inside Sales teams.
• Ability to coach and mentor team members to achieve targets.
• Strong communication and relationship-building skills.

Responsibilities

• Lead, motivate, recognize and performance manage an Inside Sales team of up to 5 employees and assist them in reaching their sales goals.
• Assist and coach Inside Sales account management team on sales strategies and mentor team to drive discovery of customer needs and best practices.
• Be the go-to person for the Inside Sales team to obtain information and remove obstacles.
• Facilitate and drive compliance with Salesforce.com to document activity and progress.
• Meet and exceed team sales targets.
• Adapt approaches based on feedback or objections, and drive collaboration with other sales teams and internal partners.

Skills

Team leadership

Sales coaching

CRM & outbound sales

Client relationship

Communication

Tools

Salesforce

CRM tools

Job description

The Inside Sales Team Leader (ISTL) is responsible for driving positive outcomes of key sales indicators with the Inside Sales Team including revenue, contribution and gross margin through coaching & managing key performance metrics (50%) while maintaining and growing existing account base as an individual contributor through partnership with assigned Account Managers (50%).

The ISTL will be responsible for driving and maintaining a high-energy atmosphere in line with the company values which will support the department to achieve its objectives while establishing and identifying potential customers primarily by telephone and other web based tools as an individual contributor. This role spends a significant amount of time on the telephone and working on email to identify and to qualify potential customers with the goal of developing and closing new business.

Job Description

• Lead, motivate, recognize and performance manage an Inside Sales account management team of up to 5 employees and assist them in reaching their sales goals.
• Assist and coach Inside Sales account management team on sales strategies and mentor team as a “player coach” to drive discovery of customer needs by role modeling best practices and daily interactions.
• Be the go to person for the Inside Sales account management team to get information and remove obstacles.
• Facilitate and drive compliance with Salesforce.com to document activity and progress.
• Meet and exceed team sales targets.
• Able to adjust course when appropriate new ideas, objections or feedback is raised.
• Collaborate across sales teams and internal partners to drive sales process forward.

Account Management (50%)

• 10-15 outbound calls/day
• Record all customer conversations in CRM
• Meet the targeted levels of customer meetings (telephone meetings)
• Manage sales at existing accounts and develop new business within assigned territory
• Ensure customers view HB Fuller as a partner in providing professional sales representation and excellent service.
• Gain customer support and acceptance by engaging in technical discussions to determine requirements and expectations, then effectively explore product and service solutions.
• Influence and gain alignment with both external and internal key decision makers and influencers at all levels of an organization.