The Inside Sales Manager will create, manage and implement sales processes to develop a high-performance sales team. The Inside Sales Manager will be responsible for the production and performance of their team to achieve established targets set by the company. They will be responsible for ensuring that their team is in compliance with regulatory and company requirements. They will be responsible for ensuring that their rep staffing levels are consistent with what is required to deliver the performance expected.
Responsibilities (Specific tasks, duties, essential functions of the job)
DTP Inside Sales Manager
Participate in the hiring, training and development of a productive sales team.
Manage team in accordance with Inogen’s 5 core values, policies and procedures.
Identify team’s ongoing training gaps and work in conjunction with DTP Training Manager to develop and implement team or individual training to increase production of the overall team and implement successful processes.
Meet with team frequently to review progress, strategies, goals and achievements and develop actions to ensure achievement of performance targets established.
Continually monitor and track rep productivity and motivate team to achieve goals.
Utilize consistent management retention techniques to ensure attrition levels are minimized to achieve targets
Manage performance review process and ensure employee development plans are established.
Effectively utilize CRM and Lead Management system to assess team performance and sales pipeline health and take actions based on an analytical assessment of findings. Report to VP of Sales, metrics, opportunities and threats.
Lead and perform project-based activity as assigned by VP of Sales.
Develop department budget; track and update as required.
Work cross departmentally and with other DTP Managers to resolve issues including billing, shipping and lead management disputes.
Maintain regular and punctual attendance.
Comply with all company policies and procedures.
Assist with any other duties as assigned.
DTP Inside Sales Manager, Senior
In addition to items listed for DTP Inside Sales Manager, a DTP Inside Sales Manager Senior may also be responsible for the following.
Manage a sales team of 35-50 DTP reps with 1-3 supervisors in accordance with Inogen’s 5 core values, policies and procedures.
Responsible for documenting and executing strategic projects as assigned. Establish, define and validate metrics and support process implementation plans.
Resolves escalated issues arising from operations and requiring coordination with other departments.
Serve as the SME for DTP on all departmental processes for the Director of Sales and Sales Management team
Provide coaching, mentoring, and best practice sharing with other managers, supervisors, and DTP sale representatives. May include travel to alternate DTP sale centers
Knowledge, Skills, and Abilities
Thorough knowledge of inside sales process
Expert selling skills
Knowledge of Insurance and Medicare requirements
Proficiency withCRM and/or Lead Management systems
Must be able to motivate and mentor team
Must have strong work ethic.
Excellent oral and written communication skills required.
Attention to detail is required.
Effective conflict resolution.
Analytical & problem-solving skills & ability to multi task.
Solutions-oriented problem solver.
Excellent planning, communication and organizational skills.
Ability to effectively interface with different departments within the company.
Qualifications (Experience and Education)
Bachelors in Business, English, Communications or related field, required.
Advanced knowledge/proficiency in Microsoft Office, required.
Advanced knowledge/proficiency with CRM and/or Lead Management systems, required.
Trained in Lean Six Sigma (Green Belt or higher) or Project Management (i.e. PMP), preferred.
A combination of training, education and experience that is equivalent to the qualifications listed above and that provides the required knowledge, skills, and abilities.
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.