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Inside Sales Manager - Remote

Company: WestRock Company
Location: Garland
Posted on: June 25, 2022

Job Description:

The OpportunityThe Inside Sales Manager is responsible for growing the region's sales and profitability through executing against their business plan and working closely with the Inside Sales leaders to execute WestRock's inside selling strategy. In this role, you will lead, actively coach, and develop a team of Inside Sales Reps (ISRs). You will also contribute to the development of the monthly forecast, annual budget for the region, and will be accountable for achieving growth targets, e.g., profitability and volume targets. Additionally, you will be responsible for coordinating selling activities and collaborating closely with Sales Leaders in markets within the region, and/or Business Segment. As inside sales is being scaled across Business Segments, you will help identify and utilize processes and tools as needed per Business Segment to meet sales and margin-oriented goals. This is a remote role, managing a team spread across Pacific, Mountain and Central time zones.How You Will Impact WestRock

  • Direct supervision, coaching, and responsibility for all functions of the Inside Sales Representatives to drive a high performing and engaged team
  • Establish clear expectations, measuring results, and holding team accountable for performance
  • Deliver metrics so that next level management can act as the liaison with leadership to ensure a culture of teamwork and collaboration between the Field Sales, Inside Sales, and Business Units
  • Monitor activity via metrics and dashboards to drive a high level of sales performance from the inside team
  • Conduct and evaluate call audits to learn areas of opportunity to improve (review against call criteria); to coach and support with additional training and reinforcement of expectations
  • Manage team to include hiring, on-boarding, development, and resource optimization
  • Work with leadership to develop reports and dashboards that track the KPIs you have mutually defined, as well as continually evolve mechanisms to measure and drive the productivity and impact of your team
  • Ultimate responsibility for specific Inside Sales Team metrics
  • Create an environment of continuous improvement to develop a high-performance team
  • Lead team in qualifying opportunities for new customers and creating new demand. This may include cold calling or managing warm leads that have been qualified by Marketing or lead scoring processes
  • Determine root causes of ISR challenges and barriers. Communicate across region leadership and to Sales Management to address process improvement opportunities
  • Develop and execute business plan in collaboration with Inside Sales leaders
  • Contribute to the development of the monthly sales forecast and annual budget, and maintain accountability for achieving and reporting on sales targets
  • Develop strong customer relationships; this may include managing your own book of accounts in beginning stages of inside sales roll out
  • Stay abreast on day-to-day realities of the role and provide flexible coverage to support the team and expansion of inside sales
  • Proactively identify market trends and competitive pressures and educate team
  • Champion the delivery of outstanding customer serviceWhat You Need To Succeed
    • Bachelor's degree in business or equivalent combination of education and experience required
    • 7+ years of sales experience required with 10+ years preferred
    • Experience managing inside or outside sales teams
    • B2B inside sales experience and experience in fiber-based packaging industry preferred
    • Strong business acumen
    • Demonstrated ability to develop employees to their fullest potential with the ability to act independently and with a team
    • Strong leadership skills and the ability to effectively communicate with the team regarding expectations
    • Knowledge of sales principles, methods, and techniques
    • Effective oral and written communication skills
    • Ability to create informative, influential, and succinct presentations supported by quantitative data
    • Effective organization skills including proper problem-solving and follow-up
    • Ability to successfully win new business, and manage a full book of accounts, spanning across multiple business units
    • Proficiency with Salesforce.com or similar CRM software, Microsoft Office applications and social media platforms to connect with customers (i.e. LinkedIn)
    • Ability to perform data analysis in Microsoft ExcelWhat We Offer
      • Corporate culture based on integrity, respect, accountability and excellence
      • Comprehensive training with numerous learning and development opportunities
      • An attractive salary reflecting skills, competencies and potential
      • A generous benefits package starting on your first day of employment, including medical, dental, vision, disability, life insurance, 401k match, paid time off
      • A career with a global packaging company where Sustainability, Safety and Inclusion are business drivers and foundational elements of the daily work.WestRock (NYSE: WRK) partners with our customers to provide differentiated paper and packaging solutions that help them win in the marketplace. WestRock's 50,000 team members support customers around the world from more than 320 operating and business locations spanning North America, South America, Europe, Asia and Australia. Learn more at www.westrock.com.WestRock is an Equal Opportunity Employer. We strive to create and maintain a diverse workforce where everyone feels valued, respected, and included. WestRock does not discriminate on the basis of race, color, religion, national origin, sex, age, disability, veteran status, sexual orientation, gender identity, or any other basis protected by federal, state or local law.

Keywords: WestRock Company, Garland , Inside Sales Manager - Remote, Sales , Garland, Texas

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