Manager, Sales and Client Services Job
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Position Summary
This first level manager has the primary responsibility of managing the sales performance of salespeople on his/her team; manages mainly telesales employees, but may also manage one or two direct sales employees.
Primary Responsibilities
- Works with salespeople to coach, counsel and mentor in all aspect of sales effectiveness, including consultative selling.
- Selling manager for establishment of new accounts and presenting the suite of Polk solutions to executive “C” level prospects and customers.
- Build base of recurring contractual revenue for dealers, dealer groups, marketing agencies and VAR channel partners.
- Trains salespeople in cross selling, up selling, and product knowledge and monitors effectiveness.
- Works with salespeople to develop territory/account management plans to maximize revenue opportunity with existing and new prospects.
- Utilize SF.com and JDE reporting for targeting existing business retention.
- Utilize position metrics for activity to meet position metrics and conversion to opportunities and closed business for individual productivity and effectiveness evaluation.
- Conducts weekly 1:1 territory and account reviews with direct reports.
- Motivates and directs salespeople to support strategic sales objectives.
- Collects new product ideas from sales personnel and presents them to Product Strategy.
- Develops established script, call-handling, and sales strategies.
- Monitors staff productivity and quota levels, and recommends policy changes or training to improve results.
- Works with IT production teams to ensure customer specifications are clear and that orders can be met on time.
- Submits reports of sales activity to manager.
- Analyzes sales statistics to formulate policy.
- Develops sales campaigns to achieve department goals.
- Manages assigned budget in order to minimize expenditures and optimally utilize resources.
- Exercises the usual authority of a manager concerning hiring, performance improvement plans and reviews, promotions, salary recommendations and terminations.
- Responsible for the development and growth of salespeople.
- Works with other managers to achieve team sales performance goals.
- Will travel to client sites to meet and introduce and present current and potentially new products.
- Will conduct on site training of products to clients.
- Resolves customer issues and arbitrates sales personnel disputes as needed.
Secondary Responsibilities
- Performs other duties as requested by management
Relationships/Contacts
Works closely with sales and production teams, management, customers and vendors
Leadership/Supervisory Responsibilities
May manage Account Executive, Telesales; Account Executive, Direct Sales; (Sr.) Customer Development Executive; Business Development Manager, Telesales; Order Support Specialist; Sales Support Specialist and/or Administrative Associate
Minimum Qualifications
- Bachelor’s degree in sales, marketing, or business field with at least three years’ business-to-business direct consultative selling experience or equivalent combination of education and experience.
- Three years’ automotive industry knowledge.
- At least one-year management experience.
- Proven performance selling software applications or analytical/technical products.
- Ability to anticipate and handle difficult customer situations.
- Ability to inform, educate and influence managers and employees to support assigned area of responsibility.
- Exceptional written, verbal and presentation skills.
- Experience developing and managing to budgets.
- Ability to understand Polk products, and services and their uses in client applications for business or industry of responsibility.
- Strong negotiation skills required.
- Experience using a database or software application.
- Intermediate knowledge of Microsoft Office, including Word, Excel and PowerPoint.
- Experience using the Internet.
Other Requirements
- May require some travel to customer locations and/or other Polk locations.
Working Conditions
Normal office environment
The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all responsibilities, duties, qualifications, or working conditions.
R. L. Polk & Co. is an equal opportunity employer. Applicants will be considered without regard to race, citizenship, creed, color, sex, religion, age, national origin, marital status, physical or mental disabilities, sexual orientation or veteran status. Further, R. L. Polk & Co. provides reasonable accommodation upon request, in accordance with State and Federal laws.
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