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| POSITION DESCRIPTION | AIIA SURVEY OF SALARIES AND REMUNERATION PACKAGING AUGUST 2010 |
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Inside Sales Manager |
| Position Code: | 1480 | | Career Level: | 5 |
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Responsible for
Acting as the first line of management, directing a team of Inside Sales Representatives to achieve predetermined sales targets, primarily via telephone contact, by identifying and gaining business from new and existing clients and ensuring complete customer satisfaction when dealing with the organisation. Please note: this role differs significantly from a Telesales role - see 'Other Comments' below. |
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Reports To
Senior Sales Manager, Business Unit Sales Manager, Sales Director. |
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Supervises
A team of Inside Sales Representatives and Sales Administration staff. |
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Main Activities
Planning and directing the activities of a team of Inside Sales Representatives, ensuring staff are motivated to attain predetermined Sales targets.
Negotiating major deals within policy guidelines, maintaining contact with key clients and identifying and steering opportunities for business improvement.
Providing leadership and direction, aligning Inside Sales activities with the broader business plan. Regular reporting actual performance to target, with variance analysis and revised projections.
Contributing to the setting of Inside Sales strategies and related Inside Sales and expense budgets. Monitoring Inside Sales revenue, margin and expense performance and initiating corrective action where required.
Understanding the client's objectives, buying criteria and decision making processes and forming long term business partnerships in order to leverage revenue from the relationship and promote the organisation as a quality supplier with the aim of achieving "preferred" supplier status.
Monitoring competitors' Inside Sales and product strategies, campaigns and events to optimise market share.
Recruiting, selecting and training Inside Sales staff.
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Key Skills
Proven telephone selling skills, including outstanding negotiation skills, persuasive ability and excellent communication skills.
Expert product and industry knowledge coupled with the ability to deal with clients at all levels and translate client needs into a complete solution.
Management, leaderships, mentoring, business, accounting and reporting skills.
Analytical interpretation and advanced problem solving abilities.
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Internal Contacts
Senior Sales Management, Sales Administration Staff, Marketing Staff, Customer & Technical Support, Research & Development Staff, Warehouse & Distribution Staff. |
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External Contacts
Clients, Distributors, Government Bodies, Suppliers. |
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Typical Experience
8-10 years of experience, and may possess relevant tertiary qualifications. |
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Other Comments
Please note: This role differs significantly from the Telesales Manager role! Inside Sales roles typically establish relationships with clients, have a quota similar to field sales representatives, sell the full range of organisational products/services (except large and complex solutions). Telesales roles typically work through a list of contacts and sell lower value organisational products/services. The focus of telesales roles is making fairly quick sales rather than establishing relationships. Employees in the Inside Sales roles may be in training for sales account management or field sales roles. |
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