Inside Sales Manager - Solution Sales

Inside Sales Manager - Solution Sales

Date: Oct 15, 2024

Location: Chicago, Illinois, United States, 60631

Company: Belden, Inc

Job Summary

We are hiring an experienced Inside Sales Manager - Solution Sales to build, lead, and transform our inside sales and lead qualification efforts. The Inside Sales team's goal is to prospect, qualify, and nurture leads until they are ready to be transitioned to the appropriate Sales team for closing. The ideal candidate will have a proven track record in leading and coaching teams, driving and nurturing leads into sales opportunities, and experience working with a variety of sales enablement technology platforms.

Responsibilities

1. Team Leadership
   • Coach and develop inside sales team on best practices for lead qualification and outreach, including understanding the organization's go-to-market strategy, ideal customer profile(s), and customer pain points and motivation; ensure representatives are confident with the organization's market positioning in line with marketing and field sales.
   • Daily management of lead queue utilizing data driven approach to lead qualifying and routing while balancing team workloads.
   • Ensure utilization of multi-channel prospecting including calls, email, LinkedIn, direct message, and web-based platforms to drive conversions of leads.
   • Own program performance and the development and reporting of KPIs; identify opportunities for improvement to optimize inside sales process.
   • Analyze lead and activity data to identify opportunities for improvement and optimize the inside solution sales (ISS) process.
   • Build a culture that brings remote Digital Inside Sellers together through clarity of focus and direction, clarity of targets, and clarity of desired behaviors.
2. Team Development
   • Recruitment and onboarding of new team members including but not limited to building out position profiles, critical skills framework, and onboarding program.
   • Develop and execute plans to enhance efficiency and effectiveness of reach out cadence and representative time allocation.
   • Implement feedback mechanisms to improve teams' agility.
   • Create standard policies and procedures for team productivity expectations, reach out execution practices, and lead management guidance.
3. Technology Utilization
   • Leverage AI tools to improve quality of messaging, email and call scripts, and business development reps' ability to connect and control conversations thereby improving the throughput of the lead funnel.
   • Ensure team proficiency of digital technology such as Salesforce, 6sense Sales Intelligence, LinkedIn Sales Navigator, integrated activity logging tools, and call intelligence tools to enable effective management of a high volume of leads and supporting personalization of team outreach efforts.
   • Stay abreast of latest digital sales technologies and tools and identify opportunities to integrate new technologies to improve productivity.
4. Performance Management
   • Monitor key performance indicators (KPIs) to evaluate success through objective and data driven continuous appraisal of activities and effectiveness.
   • Apply consistent and appropriate rigor to reviewing individual representative performance.
   • Instill a structured approach that creates efficiency and focus in the team and manage team against expectations.
   • Understand and manage lead funnel dynamics - inflow, velocity, stalled, etc.

Required Skills and Experience

• Bachelor's degree in Business or related field preferred.
• Minimum 4 years of program or inside sales management experience.
• Elevated client-facing engagement and/or business consulting experience.
• Field sales experience and/or B2B outbound call center experience is beneficial.
• Experienced and confident in using digital communications within the team to build and maintain team culture, direction, and focus.
• Ability to build rapport and followership virtually.
• Must be able to cultivate productive working relationships with cross functional peers to ensure proactive sharing of business intelligence and coordination of activities.
• Demonstrable experience of deploying digital technologies to enable effective management of a high volume of leads.
• Demonstrable delivery of results through sales leadership.
• Analytical mindset with the ability to make data-driven decisions.

Let's Write the Next 100 Years Together. Join a global community striving to improve connectivity and security. The work we're doing puts our people on the front lines of impacting lives and shaping the future. Propel your story of innovation by helping Belden write the next chapter in ours. Shape your future at Belden.

These statements are intended to describe the general nature and level of work involved for this job. It is not an exhaustive list of all responsibilities, duties and skills required of this job.