Post Date: 1/23/2013
The Inside Account Manager is responsible for overall business management of the Master Lock Inside Account Program; including coordinating development of sales objectives, strategies and managing, motivating and growing the Inside Account Representatives. Manager will be responsible for recruiting, hiring and training all new inside account reps. Inside Accounts is a brand new department for Master Lock; developed to allow outside sales to focus on fewer customers. The Inside Account team’s primary objective is to manage current distributor customers. These customers were previously managed by outside Territory Managers. Master Lock is not actively pursuing new distributor customers. Secondary opportunity to prospect and qualify end user opportunities who will buy through distributors of their choosing.
DUTIES AND RESPONSIBILITIES:
•Recruit, hire and train all new inside account reps. (planned for 6 new inside sales representative positions to be hired in first half of 2013)
•Develop strategy for creating a performance driven Inside Accounts culture, including, overall vision, training program, metrics development, performance evaluation, incentive plans, etc.
•Develop a culture of “consultative selling”. We want our customers to think of us as solutions/systems providers; not simply a product manufacturer.
•Develop “best practices” program for growing sales with existing customers through e-learning, webinars, email blasts, etc.
•Develop education tools for both inside account team and customers to communicate Master Lock’s overall value proposition and breadth/depth of product portfolio.
•Establish and monitor individual sales representative targets
•Provides employee direction, coaching and motivation to ensure that goals and objectives are achieved.
•Develops and executes strategic direction and operating plan
•Communicates inside sales team strategic direction throughout Master Lock
•Successfully manages all internal relationships required to achieve objectives through leadership and influence.
•Provides communication to the group on company direction, product strategy and overall goals and objectives
•Develops on-going employee training and development programs.
•Creates/manages accurate forecasts
•Implement CRM system for inside sales team, and becomes “expert” of CRM tool for outside sales team
•Ensure that inside sales team is focused on sales activities as opposed to customer care duties.
•Bachelor degree in related field or equivalent.
•7 + years experience in an Inside Sales/Inside Sales Management capacity
•Experience in CRM implementation preferred
•Experience with building a brand new team
•Track record of meeting sales goals on an ongoing basis
•Strong leadership skills
•Comfortable with fast paced environment
•Ability to work independently without daily supervision
•Critical thinking, problem solving and people skills are essential
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