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Inside Sales Manager

3 months ago

Johannesburg, Gauteng, South Africa Belgotex Floorcoverings (Pty) Ltd. Full time

PURPOSE

  • The Inside Sales Manager is responsible for managing the Inside Salespeople in both Projects and Trade space
  • Your purpose is to ensure the Inside Sales team members are sufficiently skilled & have the necessary support, promotion & opportunity to grow our revenue base.
  • You may also provide sales assistance to inside sales team members.
  • Your singular responsibility is to grow the client base.

SPAN OF CONTROL


This position will form part of the Commercial Sales team and will report to the Head of National Specifications as well as Head of Trade Sales.


QUALIFICATIONS

  • Grade 12 / Matric with mathematic or math's literacy
  • Valid Driver's License is essential
  • At least 35 years relevant sales experience in a similar role within a relevant industry is essential.
KEY ACCOUNTABILITIES & OUTPUTS

Areas in which you must exercise control

  • Your inside sales team are sufficiently skilled so as to optimize sales conversion rate and the average value of each sale
  • Ensuring process integrity by managing inside salespeople to comply with the sales process
  • You will do regular reviews of all contact notes your inside salespeople enter into the CRM to ensure data integrity is maintained
  • You are responsible for recruitment of new inside salespeople (selection and appointment with support form Head of Specifications and Head of Trade Sales)
  • You will provide full opportunity management support (including but not limited to sitting with inside salespeople as they make calls & running regular inside sales WIP meetings).
  • Your relationships with other team members are productive and free from conflict
  • You engage in no behavior that is damaging to — or in competition with — our company policies

You will also be required to:

  • Sit in on a minimum of 12 sales calls per month with each inside salesperson under your management with less than 12 month's experience
  • Sit in on a minimum of 4 sales calls per month with each inside salesperson under your management with more than 12 month's experience
  • You must schedule and attend all sales meetings in person or by teleconference as appropriate
  • You must make full diary notes on all inside salespersonrelated performance and noncompliance issues.
Reporting and Documentation

  • You will report into Both Head of Specifications and Head of Trade Sales, so your reporting will need to accommodate both business units
  • Report against agreed KPI goals to reflect performance
  • Work with the Commercial team to develop clear short
- and long-term action plans to address variances to achieve growth by using leading indicators

  • Develop and implement
    your
    continuous improvement (IGP) processes to improve output, reduce variability and manage constraints
  • Managed by Head of Specifications
  • All opportunity meetings are recorded accurately and recorded in CRM timeously
Safety, Health, Environment - We Tread Softy

  • Direct activities that ensure compliance with applicable safety, health and environment legislation and audit requirements
People Management - Better Together

  • Stay abreast and relevant of current industry best practices to ensure processes are aligned to industry trends, legislature, and strategic business goals to ensure sustainability of Belgotex

REQUIREMENTS
Knowledge and skill

  • Sales System knowledge e.g. CRM or ERP is essential
  • The incumbent required knowledge and experience (minimum 5 years) in Specification and Trade environments are essential
  • Must have a proven track record of working with external customers and stakeholders



COMPETENCIES:
LEADER OF PEOPLE AND PROCESS LEVEL

_Guiding Team Success - _Using appropriate methods and a flexible interpersonal style to build, motivate, and guide a cohesive team to complete team goals.

_ Emotional Intelligence Essentials - _Establishing and sustaining trusting relationships by accurately perceiving and interpreting own and others' emotions and behaviour; leveraging insights to effectively manage own responses so that one's behaviour matches one's values and delivers intended results.

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

_ Creating a culture of trust - _Fostering a work environment that encourages people to act with integrity and treat each other and their ideas with respect; creating and protecting a high-trust environment by setting an example, advocating for others in the face of challenges, removing barriers to trust and rewarding others for demonstrating behaviours that cultivate trust.

_ Continuous Improvement - _Originating action to improve existing conditions and processes; identifying improvement opportunities' generating ideas and implementing solutions.

_ Operational Decision Making _:

  • Securing and comparing information from multiple sources to identify business iss