Group Manager - Inside Sales

Adobe; United States; Hybrid; USD 140,000 - 200,000; Full time

Job summary

Adobe’s Global Business Division is seeking a Sales Leader to steer the Digital Sales team across North America, driving revenue and KPI attainment. The ideal candidate will convert insights into executable sales plans, build and inspire a high-performing team, and partner with Marketing, Sales Ops, and product teams to optimize campaigns and partnerships.

The role requires a proven track record in field or digital sales, a postgraduate level of experience, and the ability to work across time

Qualifications

• Proven ability to define and implement successful sales processes.
• Experience leading virtual teams and remote collaboration.
• Strong analytical skills to translate data into actions.
• Ability to develop and present strategic sales plans.
• Willingness to work across shifts and time zones (EDT/EST).

Responsibilities

• Lead and direct strategic initiatives for the Digital Sales team.
• Coach, mentor, and develop a high-performing team.
• Collaborate with Marketing, Sales Ops, and other units.
• Develop KPIs and dashboards to measure performance.
• Forecast pipeline and prepare performance reports.

Skills

Leadership

Collaboration

Data analytics

Sales operations

Strategic thinking

Quick learner

Job description

The art of sales is changing!

The concept of selling has been around for decades, but businesses are digital now. The way sales are conducted must modernize too.

In most companies, sales teams are somewhere on the journey below:

(1) Sales scratches out their own leads by prospecting their networks, sending one-off or batch emails.

(2) Marketing turns over long lists of leads, which are typically contacts in your target audience

(3) Marketing has established a repeated process of generating MQL, SAL & SQL that yield some measurable returns. They sometime add lead scoring to this mix.

On the other hand, we at Adobe - GBD are a Modern Sales Team of 250+ Digital sellers, supported by analytics and data science teams. We are integrated with Adobe.com digital marketing & engagement funnel and are developing capabilities on picking cues from the customers demographic (who) & behavioral (what) data that they leave on their journey with our business to predict next ‘sales action’ that will lead to revenue conversions (future state).

The challenge:

We are looking for a Sales Leader who is responsible for leading and directing strategic initiatives that enable the Digital Sales team to continue exceeding the defined sales goals and KPIs across the North Americas territory. You would be responsible for the Digital Media portfolio of Adobe.

An Ideal candidate would be a thought leader with a proven track record of leading successful sales operations on field or in Digital Sales of reasonable size and possess the ability to turn findings into executable plans. He/She must also be an inspiring leader able to build, develop & inspire a high performing team.

What you’ll do:

As a Leader:

• Leading team by coaching mentoring & motivating the team with a high level of EQ & becoming trusted leader for the team.
• Should possess strong collaboration skills as the Digital Sellers leverage other teams for their own success
• Driving the highest level of performance from the team at the same time role modelling & instilling Adobe values in the team
• Developing sales strategy and pilot different pitches to continue meeting sales goals, while reducing overall customer cancellations.
• Building knowledge on Adobe products and services – their features, benefits, prices, and additional services.
• Developing ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale.
• Working with Marketing, Sales Operation, Business units, Corporate Retention teams to source sales or retention campaigns, marketing leads and execute. Analyze business goals, customer & agent data & daily reports to find areas of continuous improvement.
• Responsible for feedback loop with the worldwide stakeholders on execution and on pilot/test campaigns to improve effectiveness of campaigns. Accomplishing GBD human resource objectives by effectively partnering with the Employee Experience team. This would involve working on the recruiting strategy, training and development plans, counseling, and disciplining employees; communicating job expectations; monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions.
• Developing key performance metrics and dashboards that help the sales organization focus on performance drivers.

As A Sales Professional:

• Managing Sales pipeline and regular forecasting to meet assigned goals.
• Preparing GBD Sales performance reports by collecting, analyzing, and summarizing sales, data and trends.
• Developing and continuously improving lead qualification using established criteria and standards.
• Producing and implementing action-oriented plans when sales goals or SLAs do not meet expectations.
• Implementing and reviewing policies, business metrics, productivity and operating structure to consistently grow the sales results.
• Providing weekly reporting on leads, conversion to qualified prospects, sales opportunities and campaign effectiveness. In addition to revenue and pipeline measurement, each manager will track daily, weekly and monthly activity & productivity metrics on their teams to ensure the team is spending their time on the highest value add actions at all times.
• Turning data into insights capable of independently translating ambiguous business problems into specific analyses and capable of translating the resulting data back into a solution to meet the business need.

What you need to succeed

• Demonstrated success in previous experiences with a proven ability to define, refine and implement successful sales processes, procedures and policies that drive results and the bottom line.
• Possess the art of successfully managing the team virtually, given that the pandemic has kept us to work from homes right now.
• Demonstrated ability to be a quick learner.
• Should know how to motivate and lead the team to build skills on new Adobe Solutions.
• Working closely with the North American customer in their time zone (working hours would be EDT/EST for North America).
• Willingness to work across shifts.
• Ability to compile sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations that are digestible for the entire company.
• Advanced knowledge of Sales Operations, Technology used in Digital sales.
• Thought leadership on Sales, Customer Success and Subscription management.
• Postgraduate with over 10 years of experience in Field Sales and/or Digital Sales.
• Proven ability to effectively manage people effectively, hire and train, coach new sales team members.
• Proven ability to develop a communicate and present to management on new ideas, proposals and feedback to move the business forward.

Get to know the team

Adobe’s Digital Media Business Unit focuses on advancing state of the art content and driving digital transformation of industries. It provides tools and services that enable individuals, small businesses, and enterprises to create, publish, promote, manage and monetize their content anywhere through the Adobe Creative Cloud and Document Cloud.

Adobe’s creative and document solutions are used by designers, photographers, filmmakers, content publishers, storytellers, UX designers, knowledge workers, consumers and more. Through our connected apps and services, customers have all the tools and assets they need to create and manage content across desktop and mobile.

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.

Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.

At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

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