Inside Sales Manager

Job Description

The Inside Sales Business Development Manager is responsible for driving new business growth through strategic inside sales initiatives and business development efforts, for their assigned territories.  They oversee creating effective business plans to generate new account revenue, obtain goals, increase brand loyalty, and driving a proactive prospecting strategy in a remote environment.  Primary duties include brainstorming with other business development staff, branch leadership and regional sales director to define the scope of the project, review requirements, and approve timeframes.  The Inside Sales Manager will work closely with other company departments to oversee the progress of business development.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Responsible for meeting and exceeding annual new business sales targets
• Responsible for supporting the sales process from start to finish and driving the sales process, when applicable.
• Develops new relationships and nurture existing relationships through a defined daily number of outbound calls to engage and follow-up with potential and assigned customers via telephone and email, identifying and qualifying new prospective leads
• Drives and record business development activities and sales pipeline progression in a CRM (SalesForce.com)
• Ensures CRM (SalesForce.com) is updated and current and that all key customer information, leads and target accounts are stored and managed.
• Qualifies and generates leads through APM (AllPropertyManagement), web searches, search engines, and cold calling prospective and existing customers in assigned areas to seek out and develop new business and product applications to increase market share.
• Responds timely to inbound leads through various channels.
• Conducts market research on prospective growth areas, competitive markets and industry trends.
• Develops business plan to achieve sales goals by identifying, advancing and closing deals, including working with their respective Branch Office to set “road map” for growth within their market.
• Executes and educates Branch Office on national and local sales promotions or contests.
• Works closely with operations to ensure smooth continuity of sales process.
• Maintains a high level of product knowledge.
• Participates in sales calls, territory meetings and business planning process within assigned area. Builds and maintains a solid working relationship with all team members including but not limited to Regional Sales Directors, Marketing Directors, Senior VPs, Regional VPs and Branch Presidents. 
• Identifies, develops, and executes new and existing referral sources to build successful referring relationships.
• Actively identifies and generates prospects through strategic sales strategies focusing on customers in target markets.
• Achieves revenue goals, new account goals and key performance metric benchmarks on a consistent basis
• Maintains good working relationships with internal community managers to target new sales through referrals and references. Attends all operational staff meetings to give sales report and contest updates.
• Works in conjunction with operations, marketing and regional sales director to prepare; proposals, RFI, and RFP.

QUALIFICATION REQUIREMENTS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the education, experience, knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Basic understanding of sales principles and customer service practices
• Possess a high energy, strong desire to achieve top results with a charismatic and positive “can-do” attitude over the phone or virtually.
• Strong communication and presentation skills (phone, interpersonal, written, verbal, etc.)
• Ability to successfully multi-task in a fast-paced environment
• Self-motivated, proactive, detail oriented and a team player
• Knowledge of conflict resolution techniques at an expert level
• Creative problem solving in understanding and addressing clients’ needs and pain points
• Time management and time critical prioritization skills

EDUCATION and/or EXPERIENCE:

• Experience in HOA/community association sales or property sales required
• Minimum 3 years sales experience required
• Bachelor’s Degree Preferred
• Inside sales experience preferred

LANGUAGE SKILLS: Ability to read, analyze, and interpret complex documents. Ability to respond effectively to highly sensitive inquiries or complaints. High level written and verbal communication skills including the ability to make effective and persuasive speeches and presentations to management, public groups, and/or boards of directors. Knowledge of group dynamics is a plus.

REASONING ABILITY: Ability to define problems, collect data, establish facts, and draw valid conclusions.

CUSTOMER SERVICE SKILLS:  

• Demonstrates commitment to deliver outstanding customer service internally and externally
• Takes ownership to personally resolve problems or ask for assistance
• Listens well, asks clarifying questions, and communicates effectively (verbal and written)
• Takes initiative to recognize and address problems quickly and decisively
• Self-motivated with ability to work in an unstructured environment
• Proactive outreach and visibility to all key stakeholders

OTHER SKILLS / ABILITIES REQUIRED:

• Ability to gain a strong understanding of Associa, our value proposition, core values, services, policies and procedures.
• Ability to develop relationships that will help foster opportunities for big market growth.
• Thoroughly understand prospects business and key value drivers by driving two-way communication.
• Build Value through Associa’s unique insight, experience and solutions.
• Excellent problem-solving skills to create solutions to cut cost, increase property values, create community involvement and provide superior level of service.
• Ability to effectively measure ROI on marketing and sales efforts
• Knowledge and proficient utilization of MS office, Excel, Word, PowerPoint, GoToMeeting, Zoom, Microsoft Teams
• Knowledge and utilization of CRM, preferably Salesforce
• Ability to quickly learn and become proficient in the use of ConnectAndSell, leveraging the platform to maximize outreach efficiency, increase live conversations, and accelerate pipeline development.
• Comfortable navigating and adapting to new sales technologies and tools to support high-volume prospecting and engagement.
• Experience and comfort level working in a remote work environment
• Must have clear background and drug screening