Become A Director, Inside Sales

* Makes outbound follow-up calls to existing customers via telephone and e
* Mail for repeat-sell, cross-sell and up-sell.
* Handles inbound, unsolicited prospect calls and convert them into sales.
* Creates and delivers qualified opportunities to sales representatives where appropriate.
* Assists salesforce with quotation/RFP management and other sales cycle operations as needed.
* Contacts prospective and current customers via phone or other technologies and builds positive relationships that will generate future sales and repeat business.
* Develops relationships to generate customer goodwill and loyalty.
* Enters new customer data and update changes to existing accounts in the corporate SalesForce TM database.
* Maintains accurate sales entry, reporting and forecasting through utilization of Cummins tools and processes.
* Answers more complex, escalated internal and sales customer inquiries on product availability, prices, delivery times, and the status of orders so that inquiries are dealt with promptly and accurately.
* Analyzes customer inquiries to identify recurring user problems, recommends solutions, and identifies where inside sales can be improved.
* Develops problem solving guidelines, checklists, or other materials to assist inside sales staff to respond to inquiries that are recurring or routine.
* Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (as applicable) to attain the goals of the sales strategy and culture, management of customers, sales talent management and sales operations

* Vision and Mission – Provide clear vision and mission toInside sales team to ensure all members of the organization under clear, simpleobjectives and priorities.
* Lead & Support – Provide the necessary leadership,support and guidance to ensure the inside sales strategy is aligned withbusiness direction and supports accomplishment of the overall businessobjectives.
* Coach and mentor direct reports globally
* Direct reportsare responsible for Lead Qualification and Routing, Appointment Setting,Quoting & Sales for specified Product Lines.
* Hold Team Accountable for High Say/Do Ratio on allactivities as measured by agreed upon time, quantity and quality metrics.
* Deliver at the highest possible speed and quality is criticalin this role, as is consistent process execution, and identification andelimination of process inefficiencies.
* Success is measured via adherence tostated service levels, conversion rates, and orders volume.
* Build efficient processes & tool / identification andelimination of process inefficiencies.
* Provide regular feedback to stakeholders within thebusiness

* Provide excellent customer service using professional communication skills.
* Set and authorize delivery dates based on knowledge of the Company’s production, delivery schedules and staffing levels.
* Maintain customer relations through phone goodwill to existing customers.
* Open and close the branch in the Branch Manager’s and Assistant Branch Manager’s absence.
* Negotiates price levels to maintain competitive position in the marketplace.
* Uses expert application, installation and product knowledge to up-sell the customer appropriately.
* Possesses ability to overcome objections or concerns of potential customers by utilizing technical expertise.
* Maintains and conveys all relevant competitive sales knowledge directly to the Branch Manager for dissemination to the Outside Sales Representatives.
* Contacts potential customers and “zero account” customers to initiate the sales process.
* Responsible for the balancing and processing of end of day sales reconciliation.
* Tracks and reports on stock levels using the Mincron computer system.
* Coordinates purchases of materials for re-sale through the Branch Manager to ensure duplicate orders are avoided.
* Handles incoming customer complaints in a prompt and courteous manner; owns the problem until resolved, including the direction of delivery and warehouse personnel.
* Responsible for the balancing and processing of end of day sales reconciliation.
* Ensures accurate computer transactions.
* Prepare and audit sales and margin reports for daily transactions.
* Make recommendations and work closely with Branch Manager to correct unacceptable margin levels.
* Attend all local and regional sales meetings as requested.
* Participates in all training exercises, including role-plays to enhance sale capabilities.
* The Ideal Candidate Will Have:
* Preferably a BS in Marketing/Sales, Business.
* Two years of Industry (or) Industry related experience in Commercial Roofing and Residential Roofing.
* Two years prior outside roofing sales or Inside Sales experience (preferably in the building material distribution industry).
* Must have experience in the building material distribution industry, particularly selling commercial roofing products, with demonstrated success in those products to a local contractor base.
* Mincron operating system.
* Ability to learn software package.
* Knowledge of Microsoft Outlook, Internet, Word, and Excel.
* Products: Residential & Commercial Roofing, Residential Siding and Windows (Vinyl & Wood).
* Must posses the entrepreneur spirit, be self-motivated, and enthusiastic about our business.
* Must have excellent customer service skills and attitude.
* Must be detailed oriented and possess excellent organizational and time management skills.
* Must be analytical and able to solve problems.
* Must have good verbal and written communication skills.
* Must be ethical and honest.
* Must be dependable and have a current state issued driver’s license with a satisfactory driving record.
* Must be legally entitled to work in the United States.
* Must be able to pass a company required drug test.
* Must be able to read, speak and write the English language to communicate with vendors, customers and other branch employees.
* An Equal Opportunity Employer

* Directly supervises employees in the Inside Sales team.
* Will have 8 Direct Reports, and overall a team of 67 Inside Sales Representatives.
* Implement a rigorous sales rep training program that establishes rules of engagement, scripts, communication protocols, and closing tools.
* Work with marketing to create lead generation and sales conversion tools
* Own the sales funnel across the entire sales process – from sales lead to close.
* Own all sales conversion metrics and monthly goals.
* Effectively guide sales team in use of Salesforce system while creating metrics to improve sales and operational performance.
* Set, meet and exceed sales conversion goals and revenue objectives for each key vertical and partner channels
* Develop programs that drive creative and motivating productivity drivers; create an atmosphere that stimulates learning; development and challenge

* Responsible for $500mm of Quill P&L
* Directs managers in developing and implementing plans, objectives and target programs that drive sales, net profitability and customer retention.
* Develops and refines sales methodologies that improve effectiveness and directs the managers in the training, implementation and ongoing development of those methodologies.
* Identify key performance measurements that the sales organization will focus on to drive continued improvement and the success of the organization.
* Owns the development of effective commission and compensation structures for the team.
* Creates annual strategic and operating plans for the department presenting recommendations to Quill’s leadership team.
* Works with finance and analytics to prepares monthly business reviews, forecasts, and action plans for the team and present s them to Quill’s leadership team.
* Works with marketing counterparts on a variety of initiatives ensuring clean account handoffs with newly managed customers.
* Supports an open communication environment to assure positive employee morale and effective conflict resolution.
* Drives change by focusing on organizational effectiveness and development
* Manages and provides leadership including training, work assignments, and performance evaluations