Experienced Sales Manager
Reports to: VP of Sales
Description:
SingleHop Sales Department is structured into portfolios managed by Account Executives and Account Managers. As Sales Manager your responsibilities would include managing, monitoring and motivating our Account Executives, as well as setting schedules and handling various administrative tasks related to the operation of the sales department. Your tasks would include processing commissions, approving deals, assisting in negotiations, expanding our sales efforts towards more enterprise customers, pushing forward and motivating the teams to focus on initiatives such as international business acquisition.
In order to be successful as Sales Manager you will need to have a strong understanding of computer hardware, the web hosting industry and market, sales theory and principals, as well as possess strong negotiation skills.
Objectives:
- Increase sales to meet goals set by company
- Focus on managed services and increase our managed services sales rates
- Decrease churn and work to reduce customer attrition
- Meet daily and monthly revenue goals
- Meet daily and monthly management revenue goals
- Focus on increasing ARPU of existing customers
- Maintain portfolio performance
- Seek new opportunities
- Outside sales opportunities
- International business opportunities
- Enterprise business and cluster sales opportunities
- Develop and implement outside sales program for prospecting
- Measure, monitor and improve closure rate by portfolio
- Identify and implement new techniques or methods to achieve goals
- Review and if needed revise portfolio grading scales
- Review and if needed revise commission structure
- Review and if needed revise incentive and spiff structure
Responsibilities:
- Review all aspects of the sales department and familiarize with SingleHop’s sales department structure
- Based on the performed review, develop a sales plan and strategy that ensures attainment of company sales goals and profitability.
- Responsible for the performance and development of Portfolio’s managed by Account Executives
- Prepares performance reviews and improvement plans by individuals as well as by portfolio team for effective growth of portfolio through search for new prospects and customers and increasing revenues from existing customers
- Initiates and coordinates development of action plans to penetrate markets for enterprise hosting and complex clusters and high end hosting services
- Assists in the development and implementation of marketing plans as needed
- Establish scheduled reviews. Conducts one-on-one review with all Account Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account Executive’s sales and activity performance on a weekly and monthly basis
- Ensure that all prospects receive timely, accurate responses on all inquiries submitted for pricing; while striving to maintain maximum profit margin on a per-deal basis
- Maintains accurate records of all pricings, sales, and activity reports submitted by Account Executives
- Review or create and conduct proposals and RFP responses as needed to assist Account Executives
- Assists Account Managers in management of customer accounts on an on-going basis
- Assists Account Managers and Account Executives to up sell existing clients additional services and products
- Ensure timely collection of payments by customers in all portfolios
- Handle escalated sales and billing issues
- Measure demand for new products and submit reports to senior management on a weekly basis of customer demand
- Establish CRM policy and procedures for use within the sales department
- Insures that all Account Executives meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
- Delegate tasks to Account Executives and Account Managers with accountability and follow-up.
- Sets examples for Account Executives in areas of personal character, commitment, organizational and selling skills, and work habits.
- Conducts regular coaching and counseling with Account Executives to build motivation and selling skills.
- Maintains contact with VIP and other clients to ensure high levels of client satisfaction
- Process commissions and portfolio grading timely every month to senior management for submission to payroll
- Provides timely reporting to senior management regarding performance.
- Weekly sales summaries
- Weekly portfolio growth summaries
- Detailed reports on inventory needs
- Other reports as needed
Specifications and Requirements:
- 3-5 years of experience in sales management.
- Experience with web hosting
- Experience with computer hardware and components
- Strong negotiation skills
- Strong communication skills
- Extensive experience with inside sales
- Extensive experience with outside sales
- Proven leadership and ability to drive sales teams
Compensation:
- $45,000 per year salary
- Medical, dental, vision, life and workman’s comp insurance coverage with 60%/40% premium split
- 2 weeks paid personal/vacation time per year
- Performance bonus issued annually based on improvement and direct performance and contribution to the growth of the company’s profitability and growth
- Pay increases and bonuses based entirely on performance
How to apply:
- If you are a recruiter, head hunter or staffing agency, please DO NOT RESPOND.
- Submit resume via e-mail to dushman@singlehop.com with subject line of “Sales Manager Position – Chicago” in Microsoft Word document or PDF document format. Cover letter should be in the body of the e-mail itself.
- Do not call, drop by or otherwise follow up. We will contact you if we feel you are a good fit for the position to schedule a series of interviews.
- In your cover letter include a summary of your experience with Web Hosting, Dedicated Servers, etc.