Inside Sales Manager

The Inside Sales Manager is responsible for driving volume and profit growth by leading the inside sales force and customer service group at a branch location. Additionally, the Inside Sales Manager is responsible for all of the non-direct selling activities in an effort to allow the outside sales manager to focus on developing and winning opportunities in the field.

Responsibilities

Active member of the LMT with primary responsibility for inside sales, sales support, customer service, sales forecasting / inventory management, and pricing optimization.

Sales

• Develop and maintain business relationships with new and existing customers
• Drive sales force effectiveness (SFE). Constantly review the effectiveness of the inside team. Provide constant feedback and coaching in an effort to develop the team and increase productivity
• Implement the Inside Sales team daily goals, metrics, and objectives
• Drive sales to maximize truck efficiency (fill outbound loads)
• Streamline workflow on the sales floor to improve the customer experience
• Manage and monitor selling tools (literature, samples, displays for appropriate product lines)
• Schedule and plan sales meetings on a regular basis
• Ensure all Inside Sales Representatives are properly trained on required products, services and systems and are closely aligned with Outside Sales Reps.
• Prepare commission reports / process any adjustments that are necessary.
• Sign-off on Vetting Report daily sales.
• Coordinate Dealer Trade Shows and Regional Trade shows
• Attend E-47 meetings to formulate up to date Corporate Strategy.
  
  

Sales Support

• Constantly evaluate inside sales activities and move non-direct activities to sales support in an effort to keep inside sales focused on direct-selling activities.
• Manage dealer rebates; capture data and approve rebates for credits to be provided for rebate programs
• Capture and manage product claims
  
  

Customer Service

• Work with logistics to provide high levels of service while maximizing efficiencies including utilizing white board, $500 deliveries, and return merchandise authorizations (RMA’s)
• Constantly evaluate and improve the customer experience including call volume / phone data, staffing requirements, work-flow scheduling, etc.
• Ensure that the team provides excellent customer service to both internal and external customers
• Resolve customer issues which fall outside standard procedure to the satisfaction of the customer and the company.
  
  

Product Management

• Deliver sales forecast to purchasing on a monthly basis, monitor sales activity and communicate demand spikes
• Work with Purchasing Department to efficiently move inventory via transfers
• Work with product managers for new and existing product strategies
• To achieve desired margin improvement, monitor pricing optimization results on a daily basis (review variance reports and address exceptions)
• Meet with vendors as needed
  
  

Associate Development

• Monitor performance paying special attention to key areas that require additional training
• Provide mentoring, training, and motivational leadership to all staff
• Provide performance reviews on a bi-annual basis
  
  

Qualifications And Skills

• Minimum of 10 years business experience, including significant amount of sales and/or marketing experience
• Familiar with the building products industry and channel marketing
• Bachelor’s degree required, MBA preferred
• Strong leadership skills, particularly the ability to drive results without direct reporting authority
• Strong analytical skills, including the ability to identify and analyze key, market, customer, and competitive trends
• Strong ability to work independently and manage to objectives with demonstrated initiative
• Superior interpersonal skills including the ability to forge strong, mutually beneficial relationships with key customers and associates
• Well-honed conflict resolution skills
• Ability to think through issues and opportunities from the customer’s perspective
  
  

Physical Requirements/Environment

• Office environment
• Occasional travel required
• Must react to short lead customer requests, including weekends