Director of Inside Sales, Building Solutions NA (Remote)
ShopperTrak
2021-11-04T17:35:41Z
Charlotte
North Carolina
United States
Sales
(No Timezone Provided)
What you will do
Reporting to the Vice President of Building Solutions, North America (BSNA) Commercial Transformation, this key role will integrate, build, and lead the BSNA Inside Sales team, a newly formed centralized team within the BSNA Sales & Commercial Operations organization. This will be a key leadership role in the BSNA Sales & Commercial Operations organization responsible for scaling and growing our inside sales capabilities, sharing best practices, streamlining and/or integrating processes, and providing a venue for career progression to those demonstrating inside sales excellence.
The position requires a strategic-minded leader with a growth mindset, as well as a solid operational background. Proven ability and experience to scale and integrate teams with organizational agility. Also elevate third-party options and/or develop business cases for hybrid inside sales models and/or other cost-effective alternatives to support a field-based sales organization. Develop an early-career talent pool/bench for cross-pollination with Building Solutions North America and beyond.
How you will do it
Accountable to build & scale a diverse inside sales team and implement best-in-class processes and measurable initiatives that will drive customer experience and secured growth Assess and develop optimized organizational structure that will support needed growth across BSNA Align KPIs to be more consistent across lines of business / sales motions / etc. … focus on developing outcome-based metrics that are leading indicators of growth vs. activity-based metrics that are more reactive Develop business model to determine other activities / sales motions that may be ideal for an inside sales organization Identify opportunities for improvement across sales operations, tools, processes, systems and make recommendations to streamline accordingly Partner with IT and stay current with external trends in customer service, sales centers, and customer-facing technology to continuously enhance the experience and service provided to our customers Manage all transformation initiatives related to Inside Sales … manage critical path, identify risks, and develop contingency plans and work with finance to update business cases on an ongoing basis to ensure financials are properly represented Collect and share insights about our customers and their expectations and build needed enhancements into Inside Sales way of working, processes, and incentives Evaluate win/loss analysis and pivot to winning propositions and focus areas for the organization for incremental growth Recruit, hire, onboard and develop high-performing talent, creating a diverse pipe-line Drive and reinforce a customer-centric culture where customer experience is measured and prioritized, and incentives and rewards are aligned Drive a performance-based culture leveraging metrics to measure performance within the team to ensure optimal performance, feedback, and coaching What we look for
Bachelor's degree in business, engineering or technical degree with 15 years of experience Prior leader of leader experience required Demonstrated success leading business / sales development or inside sales teams Leadership Expectations
Track record of exceptional leadership with an ability to set a vision, lead highly transformative change, and develop talent Experience in driving change successfully across a large and complex sales force within a highly matrixed organization Strong business acumen and ability to digest and navigate complex business issues Strong executive presence and capability to confidently represent the business with senior executive leadership and stakeholders as required Strategic communicator with strong written and oral communication skills with the ability to effectively communicate and adapt communication style in response to varying situations, groups, and cultures Proven ability to work effectively with an array of cross-functional teams across the company and enterprise and to build supportive and constructive relationships within and outside of the organization Proven track record of KPI achievement Strong date-driven performance orientation to transform BSNA to the next level Strong people management and communication skills with particular emphasis on coaching and motivating sellers to support transformational projects and share best practices Anticipates obstacles that may interfere with success and adjusts efforts and approaches to meet goals and deadlines Keen attention to detail and ability to multi-task and prioritize in a fast-paced environment Preferred
Advanced degree
Exposure or experience in customer service centers
Experience working in distributed field-based organizations
Where legally permissible, if hired, candidate is required to be fully vaccinated against Covid-19 no later than his/her start date, unless candidate has a valid medical condition or sincerely held religious belief precluding he/she from receiving the vaccine.
Director of Inside Sales, Building Solutions NA (Remote)
What you will do
Reporting to the Vice President of Building Solutions, North America (BSNA) Commercial Transformation, this key role will integrate, build, and lead the BSNA Inside Sales team, a newly formed centralized team within the BSNA Sales & Commercial Operations organization. This will be a key leadership role in the BSNA Sales & Commercial Operations organization responsible for scaling and growing our inside sales capabilities, sharing best practices, streamlining and/or integrating processes, and providing a venue for career progression to those demonstrating inside sales excellence.
The position requires a strategic-minded leader with a growth mindset, as well as a solid operational background. Proven ability and experience to scale and integrate teams with organizational agility. Also elevate third-party options and/or develop business cases for hybrid inside sales models and/or other cost-effective alternatives to support a field-based sales organization. Develop an early-career talent pool/bench for cross-pollination with Building Solutions North America and beyond.
How you will do it
Accountable to build & scale a diverse inside sales team and implement best-in-class processes and measurable initiatives that will drive customer experience and secured growth Assess and develop optimized organizational structure that will support needed growth across BSNA Align KPIs to be more consistent across lines of business / sales motions / etc. … focus on developing outcome-based metrics that are leading indicators of growth vs. activity-based metrics that are more reactive Develop business model to determine other activities / sales motions that may be ideal for an inside sales organization Identify opportunities for improvement across sales operations, tools, processes, systems and make recommendations to streamline accordingly Partner with IT and stay current with external trends in customer service, sales centers, and customer-facing technology to continuously enhance the experience and service provided to our customers Manage all transformation initiatives related to Inside Sales … manage critical path, identify risks, and develop contingency plans and work with finance to update business cases on an ongoing basis to ensure financials are properly represented Collect and share insights about our customers and their expectations and build needed enhancements into Inside Sales way of working, processes, and incentives Evaluate win/loss analysis and pivot to winning propositions and focus areas for the organization for incremental growth Recruit, hire, onboard and develop high-performing talent, creating a diverse pipe-line Drive and reinforce a customer-centric culture where customer experience is measured and prioritized, and incentives and rewards are aligned Drive a performance-based culture leveraging metrics to measure performance within the team to ensure optimal performance, feedback, and coaching What we look for
Bachelor's degree in business, engineering or technical degree with 15 years of experience Prior leader of leader experience required Demonstrated success leading business / sales development or inside sales teams Leadership Expectations
Track record of exceptional leadership with an ability to set a vision, lead highly transformative change, and develop talent Experience in driving change successfully across a large and complex sales force within a highly matrixed organization Strong business acumen and ability to digest and navigate complex business issues Strong executive presence and capability to confidently represent the business with senior executive leadership and stakeholders as required Strategic communicator with strong written and oral communication skills with the ability to effectively communicate and adapt communication style in response to varying situations, groups, and cultures Proven ability to work effectively with an array of cross-functional teams across the company and enterprise and to build supportive and constructive relationships within and outside of the organization Proven track record of KPI achievement Strong date-driven performance orientation to transform BSNA to the next level Strong people management and communication skills with particular emphasis on coaching and motivating sellers to support transformational projects and share best practices Anticipates obstacles that may interfere with success and adjusts efforts and approaches to meet goals and deadlines Keen attention to detail and ability to multi-task and prioritize in a fast-paced environment Preferred
Advanced degree
Exposure or experience in customer service centers
Experience working in distributed field-based organizations
Where legally permissible, if hired, candidate is required to be fully vaccinated against Covid-19 no later than his/her start date, unless candidate has a valid medical condition or sincerely held religious belief precluding he/she from receiving the vaccine.