Inside Sales Manager

Company - Wood Moulding company

Role: Inside Sales & Customer Service Manager

Base: $87,500-90,000+

Variable: $22,500-25,000+

On Target: $110,000-115,000+

Quota: 8.5-9M$ (combo of Rev/Ebidta/MBO’s)

Reports: 7 (4 ISR’s – 3 Sales Support)

Mandate

75% Inbound (walk-ins, floor management, call-ins, defend/develop)

25% Outbound (call outs, prospect, attack/hunt)

Inbound KPI’s

 Walk-in time to greet (if ISR’s are on phone, you own the floor)

 Average Revenue per visit.

 Average Revenuer per inbound call.

 Upsells, Promotions,

 Customer Journey, Customer Experience, Customer Retention

Outbound KPI’s

 Call out/email campaign results.

 $/Call

 New customer acquisitions

Target Accounts to attack:

 Luxury Home Production (3.5 to 5M$ valuation)

 Influence Architects & Designers

 General Contractors – Expensive Residential Builders

 Luxury Renovation builders

 Home Owners (involved in Project Plans)

Team:

Inside Sales Representative: Greet/Quote/Close– existing and new customers.

Sales Support: Greet/Quote/Close Existing Customers + Order Entry / ETA / Journey.

Training

 Extensive 3 to 6 month product / organisation training.

 Shadow, Director Sale & Marketing

 Learn how to Launch, “Take Off” projects.

 Input ERP System with orders, invoices, BOM

Logistics:

Audience: General Contractors, Carpenters, Home Owners, Project Managers,

ERP System: EPICOR

Why new role: Growth – Org plans to double in size in the next 36 months

Profile

 Character, Experience, Intelligence, Coachable (in this order)

 Character: Will Want Desire, Self Awareness, Accountability, Integrity

 Experience:

Sales Management Experience (Fire/Hire/Groom/Grow talent)

Experience dealing the audience making decisions.

Understanding of Home building needs and process.

Sales experience (methodology Sandler/Meddic/Medpic/challenger sales).

Hands on Home building experience (nice to have)

Hunting skills (account acquisition experience)

 Intelligence: smart, sharp, bright, analytical, mathematically inclined

 Coachable: open minded to learn new things