Job Title:

Sales Manager

Department:

Sales

Reports To:

VP Sales & Marketing

Typical Hours:

Full Time

Those Supervised:

Account Executives, Client Relationship Specialists I, II, III, Renewal Sales Representatives

FLSA Status:

Exempt

Travel Required? Percentage:

< 30%

Last Revision Date:

12/2023

Location(s)

Overland Park, Wichita, OKC

Key Accountabilities:

1. Leadership Management & Accountabilities (LMA)
2. Sales to Quota Performance
3. Align to Target Client Profile (TCP) for new client acquisition
4. Participate in Client Executive Level Meetings

Job Summary: Responsible for management of account executives’ revenue generation and execution of ISG’s sales plan. Liable for managing, maintaining, and improving the sales function for those assigned. Build plans and strategies for developing business and achieving the company’s sales goals.

What you bring to the position:

• You embody and align with our core values and appreciate the strength and stability that comes from working with a values-based company. You appreciate the power and efficiency of consistency in the “ways” we operate.
• You embrace change and have the resilience required to continually improve yourself. You can think creatively and can adapt to evolving situations.
• You understand the need to collaborate with your team members and other departments and that synergy comes from everyone rowing in the same direction.
• You have a strong desire to provide customers with optimum technology solutions and exemplary customer service, and you achieve your goals that you mutually set with your supervisor.
• You are a self-starter who is prepared to develop and execute your plan and deliver on quarterly goals on a consistent basis.
• You take what you do seriously, but you do not take yourself seriously and you know how to have fun in a professional environment. You are humbly confident and use your knowledge to build confidence without being a “know-it-all.”

You successfully fulfill the following essential duties and responsibilities:

You will use your PEOPLE MANAGEMENT SKILLS to inspire and coach your team by:

• Supervising assigned staff in accordance with the organization’s policies and state and federal laws.
• Assisting in identifying, interviewing, and selecting new hires.
• Training employees.
• Planning, assigning and directing work.
• Appraising performance; assists determining appropriate rewards.
• Disciplining employees with assistance from Human Resources.
• Addressing employee complaints and resolving problems.
• Appropriately managing and approving in a timely manner: time sheets, time off requests, approval of expense reports, input of information into pipeline reporting mechanisms, etc.

• Developing existing sales staff.
• Effectively coaching and performance-manages each team member to deliver profitable growth.
• Developing and managing the sales team and resources to deliver profitable growth.
• Ensuring attendance of direct reports at all sales training programs; ensures that all direct reports follow the processes outlined in the sales training programs.

You will use your TECHNICAL SKILLS to:

• Keep up to date on vendor programs and pricing to ensure appropriate pricing.

You will use your CUSTOMER SERVICE SKILLS to:

• Follow our vendor/partners “rules of engagement”.
• Manage key customer relationships which may include attending meetings with customers or assistance in closing strategic opportunities.

You will use your LEADERSHIP SKILLS to:

• Manage infrastructure and systems to support the success of the sales function.
• Generate region’s revenue goals; creates strategies for business development and sales which meet or exceed sales goals for the region.
• Monitor customer, market, and competitor activity, and provide feedback to supervisor.
• Work very closely with Marketing Department to develop customer demand and lead generation.
• Manage quotas, pipelines, and sales account activity for area sales representatives.
• Ensure sales activity is properly documented in ConnectWise:
  1. Provide detailed and accurate sales forecasting.
  2. Compile information and data related to customer and prospect interactions.
• Manage certain accounts directly if deemed necessary by VP of Sales.

As a successful employee, you will demonstrate the following professional skills as you carry out your position:

• Oral Communications – Speak clearly and persuasively in positive and negative situations; respond well to questions; demonstrate group presentation skills and participate in meetings.
• Written Communications – Write clearly and informatively, edit work for spelling and grammar; present numerical and statistical data effectively and read and interpret written information.
• Customer Service – Respond promptly and courteously to customers’ requests for service and assistance; manage difficult or emotional customer situations.
• Presentation – Deliver business, non-technical, and limited-technical presentations to audiences of 20-150 individuals.
• Leadership – Lead people and get results through others in a positive and inspiring manner.
• Management – Organize and manage multiple priorities.
• Ethics – Treat people with respect; keep commitments; inspire the trust of others; work with integrity and ethically; upholds company values.
• Organizational Support – Follow company policies and procedures and complete other duties as assigned.
• Judgment – Include appropriate people in decision-making process.
• Interpersonal Skills – Maintain confidentiality; keep emotions under control; listen well.
• Strategic Thinking – Develop strategies to achieve organizational goals; analyze market and competition; identifies external threats and opportunities and adapts strategy to changing conditions.
• Planning and organization – Prioritize and plan work activities; use time efficiently; plan for additional resources; set goals and objectives; organize or schedule other people and their tasks.
• Professionalism – Approach others in a tactful manner; react well under pressure; treat others with respect and consideration regardless of their status or position; accept responsibility for own actions; follow through on commitments.
• Adaptability – Adapt to changes in the work environment; manage competing demands; deal with frequent change, delays, or unexpected events.
• Detail & Task Oriented – Manage and follow through on multiple tasks, items and communications in a timely manner.

You will meet the following educational, licensing, certification, and work experience requirements:

• High School Diploma or equivalent required.
• Bachelor’s degree (B.A.) from four-year college or university; or equivalent combination of education and experience would be desired.
• Proven track record of successfully selling advanced technology solutions.
• A minimum of 3-5 years of sales management experience, including proven experience successfully building a sales organization.
• Excellent relationship building skills.
• National or regional sales leadership experience with a technology firm.
• Knowledge of CRM applications.
• Ability to travel occasionally.
• Hold and maintain a valid driver’s license; driving record must meet the criteria of ISG’s insurance carrier for acceptance of coverage.

You will follow the ISG Technology Core Values:

1. Humor & Fun
   1. We believe it’s important to take time outside of work to spend time with family and keep the wind in our sails.
   2. We collaborate and value sharing our unique perspectives.
   3. We’re inclusive and create activities that align with people’s interests and passions.
2. Resilience
   1. We pride ourselves in meeting high-pressure challenges
   2. We never quit and demonstrate the ability to see daunting assignments through … successfully.
3. Lead by Example
   1. We demonstrate courage in having crucial (and sometimes “tough”) conversations.
   2. We are reliable and highly accountable in our use of systems and tools.
4. Continuous Improvement
   1. We’re creative thinkers who can adapt to evolving situations.
   2. We’re humbly confident, know our stuff, are willing to coach and be coached.
   3. We’re willing to make “healthy” self-sacrifices for the greater good.
5. “Team First” Initiative
   1. We are pro-active and stay on top of training and certifications.
   2. We willingly take on more responsibility if we see a need and can assist.
   3. We view individual accountabilities as representing the whole team.

You are able to work in the following environmental and working conditions:

• Prolonged periods of sitting at a desk and working on a computer and phone.
• Work in a general office environment.
• Travel to client and prospect locations with varying conditions.
• You have mental stability and emotional intelligence that enables you to meet all the requirements and qualifications of the position with or without a reasonable accommodation.