We have a future to create. So join Aclara, as we harness science and engineering to make a difference. We’re at the intersection of communications, data technology, energy, and national resource engineering.
Our 800 energy and utility customers across the globe ask us to solve complex challenges from making the power grid smarter, to delivering clear water, to empowering their customers to conserve energy. We’re a hardware, software and network engineering company building new solutions to hard problems. We’re big data gurus and in-the-field problem solvers.
Sound like your kind of challenge? Then join us.
We offer competitive benefits such as medical, dental, and vision care, flex spending, 401k, tuition reimbursement, vacation, holiday & personal time, and we are committed to diversity and to our veterans.
The Inside Sales Manager, otherwise known as Manager of Client Relationships, is responsible for direct management of the Client Relationships Team, whose main responsibilities include day-to-day management of existing customers, up-selling/cross selling to existing customers, and prospecting for new customers. Key responsibilities for the manager also include developing strategies/processes/tools to ensure the Team meets company objectives, developing appropriate KPI’s/reports to measure success, and effectively communicating Team activities and results to a wide range of Aclara personnel, including Executive Management.
Essential Functions:
- Manage the Client Relationship Team as assigned, which includes recruiting/hiring, training, coaching, and developing members of the team.
- Ensure Team's success against individual and company objectives by developing appropriate strategies, providing clear direction/priorities, the appropriate tools, and monitoring/reporting of progress back to the individual and team.
- Develop Team and individual KPI’s. Develop reports/dashboards to communicate activities and results to a wide audience. Multiple levels of reporting will be required based on the audience or activity (i.e. specific campaigns). Perform Monthly updates to Executive Management.
- Maximize customer adoption and growth of Aclara products to include up-selling/cross-selling, system upgrades, and maintenance.
- Visit identified key customers on an as-needed basis.
- Work cohesively with outside Sales Directors, Customer Service, Order Entry, Product Management and Channel Partners to ensure customer needs are being met.
- Work closely with the Product Team and other Aclara organizations to design and execute individual sales campaigns which the Team. This includes performance of sales activities and data capture and reporting on campaign results.
- Approve expense reports, time off, and travel for Team Members.
- Perform regular employee reviews to discuss performance against objectives, fine tune strategies and priorities, and provide feedback/coaching to address any performance shortfalls.
- Develop strategies, objectives, processes, and the appropriate tools for new customer prospecting by the Team. Identify new opportunities, open opportunities into Salesforce, and communicate/assist the outside Sales Director on follow-up.
- Salesforce: Develop and execute strategy for capturing key customer data for all existing customers and non-customers contacted during prospecting activities. Enter and maintain this data.
- Coordinate any required customer purchase and maintenance quotations with assigned internal Aclara resources.
- Coordinate the efforts of Aclara staff members in support of customer issue resolution. Ensure that customer issues are driven to resolution in a timely manner to meet customer expectations.
- Utilize Salesforce.com and keep current with opportunity information, leads, and other fields pertinent to Sales.
Knowledge/Skills/Abilities:
Required:
- Bachelor’s degree in Business or a related field.
- 3+ years of inside sales/ client relationship managerial experience in a fast-paced environment.
- Excels in the skills and ability to prospect viable customers.
- Demonstrated commitment to customer satisfaction.
- Excellent communication and facilitation skills.
- Possess the ability to partner with outside sales personnel and others to effectively meet the needs of the customer and grow the business.
Preferred:
- Previous experience in the Electric, Water, or Gas Utility industry.
- Knowledge of electric, gas, and water products.
- Proficient use of Salesforce.com.
Physical Demands:
- Must be able to travel up to 20% of the time to visit customers via land and/or air.