Description
Imagine a company that recognizes excellence in not only the products it sells but also in its employees. R.S. Hughes Company, Inc. is that company. We hold ourselves to the highest standards of quality and professionalism - and we treat our employees like the valuable assets they are. Founded in 1954, R.S. Hughes Co., Inc. is a dynamic, North American distributor of industrial supplies. With over 40 warehouse sites in the United States and Mexico, we maintain an extensive inventory of adhesives, abrasives, electrical, static control, tapes, labeling and safety products. We are proud to represent products from leading manufacturing companies including 3M, Henkel Loctite, Momentive, Brady, Kimberly Clark, Ansell Edmont, and many others. We specialize in sales and service solutions to manufacturing companies in both OEM and MRO applications. In addition to competitive salaries and benefits, we offer an environment that asks you to make a difference. We value hard work and common sense and consistently reward those who exemplify these traits. If you're looking for a great team to grow with and if you are willing to embrace the challenges of being expected to be the best, we welcome you to you're looking for a great team to grow with and if you are willing to embrace the challenges of being expected to be the best, we welcome you to come join the R.S. Hughes Company, Inc. team! Job Summary The Inside Sales Manager is a key position that has a vital role in contributing to the organization's revenue growth. This assignment involves successfully leading by example, coaching, and guiding a team focused on closing new sales opportunities through proactive outreach and cold calling efforts to achieve sales growth targets. The successful candidate will be expected to lead a team focused on opportunity generation and revenue growth through upselling and promoting R.S. Hughes' products and services. Additionally, the Inside Sales Manager is responsible for maintaining and enhancing existing customer relationships to maximize wallet share through effective communication, professionalism, and excellent service. This role is expected to adhere to all company policies and safety protocols. Core Responsibilities
- Coaches, leads, and mentors a team of 5 or more Inside Sellers focused on organic revenue growth through wallet-share expansion and net-new business acquisition. Builds a team that is keenly aware of customer objectives, how we can serve them through providing product & services information, and expanding our supplier footprint with Class 3, 4, and 5 accounts.
- Assesses business trends while identifying net-new sales opportunities and then builds programming to ensure the team capitalizes on those opportunities while facilitating best-in-class customer experience.
- Develops net-new sales by researching and identifying ways to expand R.S. Hughes' share of the wallet in existing accounts and soliciting new or inactive accounts. Coaches a team focused on building rapport, providing product information and explanations of R.S. Hughes services, and preparing quotations.
- Builds, leads, and guides a team focused on closing net-new opportunities within existing accounts and generating interest at new accounts through proactive phone calls, e-mails, and professional social media platforms such as LinkedIn.
- Owns full responsibility for revenue and gross profit growth across a customer portfolio comprised of ~50-75 Class 3, 4, or 5 accounts and owns full responsibility for revenue and gross profit across 3-4 customer portfolios that are directly managed by the Inside Sales Manager's direct reports.
- Leverages our Front Customer Experience management system to promptly answer phone calls, e-mails, and other digital inquiries from key stakeholders within the established customer portfolio and new customers.
- Maintains and improves the quality of results by following established standards and recommending improved policies and procedures.
- Enhances both their own and direct report's job skill sets and knowledge through studying new product descriptions, facilitating educational opportunities, and training.
- Utilizes CRM tools and other resources to track progress and improve revenue growth performance.
- Collaborates with Customer Care Leadership to ensure cross-functional efficiency and support around purchase orders, customer communication, and, more broadly, problem-solving.
- Coaches, leads, and guides a team that predictably delivers against Key Predictive Indicator expectations - such as Opportunity Creation, Opportunities Won, and SKU Count Growth.
- Delivers against core business objectives - such as double-digit top line revenue growth and gross profit growth within established customer portfolios.
- Other job duties as assigned
Basic Qualifications
- BA/BS University degree with a concentration in marketing, promotions, advertising sales, or business administration required.
- 2 to 3 years of documented success leading, coaching, and guiding a team of Inside Sellers. Experience recruiting, hiring, and training / "ramping up" sales professionals required.
- 3 to 5 years of B2B industry sales experience required.
Skills The Will Make You Successful
- An exceptional recruiter, team builder, and servant leader.
- Contributing to department and organizational goals by accepting ownership for accomplishing new and different requests as asked.
- A proven leader in a Player - Coach setting. Someone who leads by example and is every bit as willing to roll up their sleeves to help their teammates while simultaneously having a deep passion for watching others succeed at an even higher level than themselves.
- Continuous improvement. Always exploring opportunities to bring additional value to the role and the broader organization.
- Strong understanding of winning inside sales processes and techniques.
- Strong understanding and knowledge of industrial supplies products and services.
- Exceptional negotiation, de-escalation, and conflict resolution skills.
- Excellent verbal and written communication skills.
- Ability to manage multiple people, projects, or tasks at once, without detrimental impact to core performance responsibilities.
- Ability to develop strategies and tactics informed by data and execute against them at a high level.
- Strong focus on customer relationships and customer satisfaction.
- Ability to thrive in a fast-paced environment and adapt to changing market conditions and customer objectives.
- Ability to work effectively with cross-functional teams.
- Must meet sales growth goals
- Customer focused
- Fearless closer
- Relentless prospector
- Strong technology skills
- Genuine relationship builder
- Exceptional with people
- Accurate and efficient with data entry
- Must be a beacon of professionalism
- Truly motivated by sales
Target first year annual compensation range for this Exempt role is $100k - $110k DOE. This is a Full-Time position, eligible to participate in the Company's benefit plans including: Paid Time off; major medical, dental, vision; Company paid short-term and long-term disability; paid parental leave; various supplemental benefit plans; and Employee Stock Ownership Program (ESOP). #LI-KD1
Qualifications
Education
Bachelors of Sales (required)
Experience
2 - 3 years: documented success leading, coaching, and guiding a team of Inside Sellers (required)
3 - 5 years: B2B industry sales experience (required)
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
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