CommScope, Inc. Director, Inside Sales in Virtual, North Carolina

We are currently recruiting for a qualified, interested and available Director of Inside Sales - North & Latin America for an opportunity located in Charlotte, NC.

JOB SUMMARY:

Sales management position for a specific region and/or country. Manages the sales and customer relationship process with a team of eight inside sellers to meet assigned financial objectives, including achievement of product / solution sales goals for assigned territories and/or accounts. Responsible for training (where applicable), coaching and counseling assigned sales contributors and managers in the Inside Sales team to achieve financial targets. Travel required.

DUTIES AND RESPONSIBILITIES:

Primary Contact / Style of Contact:

  • Focuses on tactical and strategic initiatives to meet company goals.

  • Develops account relationships at an executive level, as well as manages the on-going customer account relationships with the sales contributors. Resolves customer issues and escalations.

  • Coordinates with the Inside sales account managers to assess key decision-makers’ needs and understands customer’s business, technology and product requirements to develop a plan of action to meet customer needs. Works with business unit leaders in support of customer needs and opportunities.

Primary Job Focus:

  • Ensures that appropriate internal resources are engaged to participate in sales activities and close sales opportunities. In alignment with the field sales, strategic accounts and the Global Partner Organization. Formulates, develops and implements business and sales action plans at the tactical level to achieve financial goals for the assigned geographic or account team.

Job Accountabilities:

  • Responsible for revenue and demand forecasting, account planning, project planning and other administrative tasks to grow financial objectives. Responsible for expense management for assigned region. Provides information and reports to inform management of sales progress and success

  • Coordinates with sales contributors to assesses market opportunities and develops business plans to meet revenue objectives. Supervises the territory analysis and planning to enable appropriate allocation of time to accounts and customers. Develops recommendations on growth, opportunities for growth and key target accounts.

  • Working with Inside Sellers to deliver 100+ qualified leads to North American field sales team weekly.

  • Motivates and directs salespeople to support CommScope’s strategic sales objectives (i.e., new product sales, new customer acquisition, etc.). Provides leadership, coaching and counseling for all associates in sales concepts, principles and practices. Recruits, hires, trains and develops competent sales personnel consistent with business needs and CommScope’s human resources policies.

Role in the Sales Process

  • Manages the execution of the complete sales cycle, from prospecting and qualifying sales leads, to coordinating sales activities and required resources for solution development negotiating and closing.

ACCOUNTABILITY & IMPACT OF POSITION:

  • Influence over purchase decision : Indirect to direct influence.

  • Key indicators of performance success : financial achievement, relationships, i.e.. trusted advisor status, manager as coach, development of sales people and motivator.

  • Measurement of Individual results : achievement against revenue quota, other financial, preditictives measures as appropriate.

QUALIFICATIONS:

  • A completed Bachelor's Degree and/or six (6) years of related experience required

  • Sales team management experience required, must currently be managing and/or coaching an inside or outside sales team

  • Previous telecommunications/wireless industry experience preferred

  • Must have experience developing a sales team from scratch

  • Exceptional interpersonal skills enabling teamwork and clear communications

  • Coaching Skills

  • Relationship Building Skills

  • Strategic market and customer knowledge

  • Presentation skills

  • Analytical skills

  • Product/Service/Solution Knowledge

  • Customer/ Account/Market/Industry Knowledge - thorough knowledge of market and customer base