Inside Sales Director

associacareers; Richardson (TX); On-site; USD 90,000 - 130,000; Full time

Job summary

Associa seeks an experienced Inside Sales Leader to guide the Inside Sales Team across North America, overseeing lead generation, management and sales development initiatives with a focus on profitability and growth aligned to company vision.

You will partner with Sales Ops, Branch Presidents, Marketing and regional executives to expand the customer base, develop training programs, and drive performance through effective coaching and strategy execution.

Qualifications

• Bachelor's degree preferred and/or 3-5 years in industry related sales.
• Strong written and verbal communication skills with ability to persuade.
• Experience leading inside sales teams and managing KPIs.

Responsibilities

• Develops and executes strategic inside sales plans to meet goals.
• Oversees inbound/outbound lead generation and lead management.
• Leads sales development initiatives and supports branches across NA.
• Collaborates with Sales Ops, Marketing and regional leaders to expand customer base.
• Monitors performance metrics and coaches directors to improve results.
• Ensures adherence to company policies and budgets.

Skills

Leadership

Sales strategy

Mentoring

Communication

Negotiation

CRM

Education

Bachelor's degree preferred

Tools

Salesforce

Power BI

Excel

MS Office

Job description

Responsible for the leadership, development, performance, and day‑to‑day operations of the Inside Sales Team. Oversees inbound and outbound lead generation, lead management processes, sales development initiatives, and inside sales support services provided to branches across North America.

Responsible for the development and performance of all sales activities in assigned region, towards achieving maximum profitability and growth in line with company vision and values. Works with Sales Operations, Branch Presidents, Sales Directors, Marketing and Regional operations executives to establish plans and strategies to expand the customer base in assigned branches’ geographic areas and contributes to the development of sales, training and educational programs for clients, sales professionals and branch presidents. To perform this job successfully, the individual must be able to perform each essential duty, meet expectations, establish relationships and communicate effectively. The requirements listed below are representations of the knowledge, skill and/or ability required.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Develops, implements and follows through on a strategic marketing plan and sales strategy in conjunction with the branch and Marketing Department to ensure attainment of company sales goals and profitability. Empower Inside Sales Directors while maintaining strategic oversight.
• Works with Inside Sales Development personnel and branch presidents to understand and gain comfort in selling, delivering a clear and consistent message.
• Initiates and coordinates development of action plans to penetrate new markets.
• Assists in the development and implementation of marketing plans.
• Conducts one-on-one review with all sales directors to build more effective communications, address and implement training and development needs, and provide insight for the improvement of sales performance.
• Provides timely feedback to Branch President, RVP, VP and SVP related to performance.
• Assists Inside Sales Directors with virtual presentation, when applicable.
• Provides additional review of expenses to meet budget guidelines.
• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented.
• Coordinates and provides timely feedback to VP of Sales Enablement & Inside Sales.
• Partners with key stakeholders (SVP | RVP | Branch President| Marketing) by collaboration and execution of initiatives. Build relationships through understanding the needs and expectations of all stakeholders.
• Identify marketing priorities based on primary focus of "lead generation".
• Works with each Branch to measure the effectiveness of all marketing and sales programs and distribution channels. Design and implement changes, as appropriate.
• Recommend marketing promotions in conjunction with national campaigns.
• Sales Growth & Customer Profitability – Lead the region in the development of target accounts and in identifying customer profitability improvement plans. Coach all sales representatives on target account plans and ensure employees have the appropriate sales goals. Develop strategies to grow direct business and ensure that distribution sales are properly managed in accordance with the individual business strategies.
• Sales Tools – Analyze the success of the region’s lead generation efforts through KPMs (key performance metrics) and set aggressive region account development goals. Ensure sales tools (salesforce, PFL, lead generation and engagement channels, etc.) are used effectively by each Inside Sales Director.
• Perform annual and quarterly performance review with VP of Sales Enablement & Inside Sales.

QUALIFICATION REQUIREMENTS

To perform this job successfully, an individual must be able to perform each essential duty. The requirements listed below are representative of the education, experience, knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE

Bachelor's degree is preferred and/or a minimum of three to five years’ experience in industry related sales.

COMMUNICATION SKILLS

Ability to read, analyze, and interpret complex documents. Ability to respond effectively to highly sensitive inquiries or complaints in a timely manner. Ability to "read a room" and adapt to audience. High level written and verbal communication skills include the ability to make effective and persuasive speeches and presentations to top management, public groups, and/or boards of directors. Knowledge and ability to adapt to varying group dynamics is a plus.

REASONING ABILITY

Ability to define problems, collect data, establish facts, and draw valid conclusions in a proficient manner.

CUSTOMER SERVICE SKILLS

• Demonstrates commitment to delivering outstanding customer service to current and potential clients
• Take ownership to personally resolve problems or ask for assistance
• Listens well, asks clarifying questions, and communicate effectively (verbal and written)
• Takes initiative to recognize and address problems quickly and decisively
• Self-motivated with ability to work in an unstructured environment
• Advanced situation judgment.
• Strong/effective negotiation skills (externally and internally)
• Committed to following up with employees, operations leaders and corporate partners in a timely manner.
• Coaches and mentors’ team to work together to deliver expected performance.
• Works with team to analyze common issues, dig for root causes, and adjust services or processes to prevent issues from occurring in the future.

OTHER SKILLS / ABILITIES REQUIRED

• Ability to gain a strong understanding of Associa, our value proposition, core values, services, policies and procedures.
• Possess strong leadership skills and attributes (coaching, performance management, servant mentality)
• Ability to develop relationships will help foster opportunities for big market growth.
• Thoroughly understand prospects business and key value drivers by driving two-way communication.
• Build Value through Associa’s unique insight, experience and solutions.
• Excellent problem-solving skills to create solutions to cut costs, increase property values, create community involvement and provide superior level of service.
• Ability to effectively measure ROI on marketing and sales efforts
• Ability to follow through in order to maintain timeline consistency.
• Knowledge and proficient utilization of MS office, Excel, Word, PowerPoint, Power BI, Basecamp a plus
• Knowledge and utilization of CRM, preferably Salesforce
• Must have clean driving record and clear background and drug screening.