Sales Operations Leader

2 weeks ago

Peachtree Corners, Georgia, United States Lockstep Technology Group Full time
Job Overview

Position: Inside Sales Manager

Location: Atlanta, GA

Work Arrangement: Hybrid

Role Summary

The Inside Sales Manager plays a pivotal role in enhancing sales productivity by overseeing the Inside Sales Team across the Lockstep Technology Group. This position focuses on cultivating a proficient team dedicated to account management, vendor partnerships, and optimizing internal workflows. The Inside Sales Manager collaborates with Sales Team leaders to devise, strategize, and execute effective sales initiatives.

Team Leadership Responsibilities

In this capacity, the Inside Sales Manager is tasked with managing the daily functions of the Inside Sales Team. This leader will guide team members in understanding the Lockstep mission and their critical role in achieving organizational success. Key responsibilities include:

  1. Facilitating the Sales Organization in achieving essential sales objectives by developing, nurturing, and enhancing a scalable inside sales framework.
  2. Conducting weekly team meetings to assess orders, address issues, and discuss process enhancements.
  3. Monitoring and refining analytics related to team performance, creating strategies to recognize achievements and mitigate recurring challenges.
  4. Training and mentoring new Inside Sales Representatives.
  5. Providing clear guidance on opportunity management, vendor interactions, and manufacturer resources.
  6. Maintaining awareness of significant Sales Orders to Project Conversion and collaborating with relevant resources for timely execution.

Acting as a primary escalation point for the team, the Inside Sales Manager will liaise closely with Sales Leadership, Post-Sales, Operations, and Administration to swiftly resolve issues.

Account Management Duties

At a strategic level, the Inside Sales Manager will ensure the team is well-versed in:

  1. State Procurement Policies
  2. Equipment State Contracts (including major manufacturers)
  3. Service Offerings
  4. State Contract Reporting requirements and documentation processes
  5. Regulatory Compliance
  6. Maintaining up-to-date knowledge of relevant rules and regulations
  7. Responding accurately to RFPs as directed by Account Managers
  8. Understanding invoicing processes
  9. Executing necessary certifications
  10. Maintaining essential records
  11. Business Objectives and Account Lifecycle Management
  12. Key Stakeholders
  13. Priority Interests
  14. Significant Initiatives
  15. Fiscal Timelines
  16. Internal Best Practices
  17. Order Placement
  18. Opportunity Conversion
  19. Client Follow-ups

Vendor Relationship Management

The Inside Sales Manager will oversee relationships with key manufacturing partners, ensuring a thorough understanding of each partnership's structure and components. Responsibilities include:

  • Managing Deal Registrations
  • Providing Sales Education on product lines
  • Identifying K-12 specific opportunities and discounts

Distribution Knowledge and Resources

This role requires familiarity with distributor procedures and maintaining strong relationships with sales teams at key distributors. Specific tasks include:

  • Accurate documentation of quotes
  • Utilizing presales support as needed
  • Providing valid pricing information for customer quotes

Internal Process Optimization

The Inside Sales Manager will collaborate with the entire sales team, including Account Managers, Pre-Sales Architects, and Sales Administration, to support the Inside Sales Team and our customer base. They will adhere to established internal procedures while seeking opportunities to streamline and enhance processes.

Qualifications:

Minimum of five years of experience in Inside Sales or direct management of Inside Sales Representatives.

Benefits:

  • Competitive salary
  • Comprehensive medical, dental, and vision insurance
  • 401(k) plan with company matching
  • Short-term and long-term disability and life insurance
  • Flexible paid time off
  • Paid holidays and additional floating holiday
  • Employee Assistance Program (EAP)

Equal Opportunity Employer

Lockstep Technology Group is committed to fostering an inclusive workplace and provides equal employment opportunities to all employees and applicants without discrimination based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable laws.

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