Process Lead - BDR

Job Title: Inside Sales Team Leader

Location: Pune

Previous Experience: 3-4 years of experience in leading Inside sales, account management, or business development.

Shift Timings: 6:00 PM to 3:00 AM/8:00 PM to 5:00 AM - Should be willing to work from the office. Willingness to work from office and stretch when business requires.

Job Overview:

The Inside Sales Leader is responsible for leading a team of Inside Sales Associates (ISAMs) to drive account growth, manage customer relationships, and ensure efficient sales pipeline management. This role requires strong leadership, stakeholder management, and the ability to coach and develop team members. The Team Leader will collaborate with branches, field representatives, and internal teams to align sales strategies, drive sales campaigns, and improve overall team performance. Additionally, the Team Leader will own the budget for the respective region and territories, manage Accounts Receivable (AR) due on accounts, and analyze performance, including corrective actions for lost accounts or underperformance. The role also requires strong technical sales skills to effectively communicate and sell complex products/services to customers

Roles And Responsibilities

•Team Leadership & Performance Management:

oLead, mentor, and develop a team of Inside Sales Associates, ensuring they meet sales targets, maintain strong customer relationships, and adhere to company standards.
oSet clear expectations for team performance, implementing corrective actions and training initiatives to drive both individual and team success.
oFoster a collaborative and high-performing culture, providing regular feedback, coaching, and mentoring.
oConduct performance evaluations and identify growth opportunities for team members through structured development programs.

•Driving Sales Campaigns: Lead and execute sales campaigns within the assigned region, collaborating with the team to implement strategies that drive revenue and growth.
•Account & Pipeline Management: Oversee and support the team in managing assigned accounts, ensuring that each account is touched quarterly for relationship-building and account growth.
•AR Management: Ensure proper follow-up and management of Accounts Receivable (AR) due on accounts, coordinating with the finance team to resolve payment issues promptly.
•Stakeholder Collaboration: Act as the key liaison between the inside sales team, branches, and field representatives, ensuring alignment of sales strategies and optimizing customer engagement.
•Customer-Centric Approach: Guide the team to provide exceptional service, foster long-term relationships with customers, and proactively address their evolving needs. Ability to handle customer escalations and resolve conflicts in a calm, professional manner.
•Lost Reason Analysis & Corrective Actions: Analyze lost sales or account closures, identify key reasons for losses, and implement corrective actions to improve retention, reduce churn, and enhance conversion rates.
•Process Improvement & Strategy Execution: Identify opportunities for process improvement, introduce best practices, and ensure the execution of sales strategies to achieve team and organizational goals.
•Project Participation: Actively engage in cross-functional projects that contribute to team performance improvements and alignment with business objectives.
•CRM & Reporting: Ensure accurate tracking of sales activities, customer interactions, and team progress through CRM tools, providing regular updates and performance reports to leadership.
•Technical Sales Skills: Demonstrate a strong understanding of the technical aspects of products/services and communicate them effectively to customers. Provide insights into how the products/services can meet specific customer needs and solve challenges. Collaborate with technical teams for product demonstrations, customized solutions, and resolving complex customer queries.
•Conflict Resolution & Problem-Solving: Strong problem-solving skills to address challenges effectively and provide actionable solutions, both for the team and customers.

Skills Required
•Proven experience in inside sales, account management, or business development.
•Strong leadership and team management skills, with the ability to coach and motivate a diverse team.
•Excellent communication and stakeholder management skills, with the ability to influence and collaborate effectively.
•Ability to drive and manage sales campaigns, aligning with overall business objectives.
•Experience in performance management, including identifying areas of improvement and implementing corrective actions.
•Proficiency in CRM software and MS Office.
•Ability to work in a fast-paced, target-driven environment.
•Strong problem-solving abilities and a customer-focused mindset.
•Knowledge of environmental science and waste management is a plus.
•Strong technical sales skills and understanding of the products/services being sold.
•High integrity, strong work ethic, and results-driven approach.

Qualifications & Skills:
•Bachelor's degree or equivalent experience in sales or a related field.