Sales Manager

Company Description

About Industry Dive

Industry Dive is a leading business journalism company. Nearly 13 million decision-makers across 20 competitive industries rely on its exclusive insight and analysis delivered through 26 publications. Industry Dive was founded in 2012 to provide business leaders with the information they need to move industries forward. Our team of reporters, editors, designers, and marketers delivers insights and programs that spark innovation, fuel growth and shape agendas in every industry we cover.

Job Description

To effectively manage your sales team, it is important to establish a consistent communication channel with your representatives. This can be achieved through regular meetings to review performance, progress, and targets. Additionally, it is recommended to conduct deep performance reviews, also known as check-ins, for individual reps two to four times per year. 

Motivating and engaging sales representatives is crucial to maintaining a productive team. Hiring and onboarding new sales reps is another important aspect of managing your team. Individual coaching sessions and phone work sessions can be used to help reps improve their skills in prospecting and selling. It is also important to manage the use of sales software, such as Salesforce, Outreach, and SalesNav, to maximize efficiency and productivity. 

When underperforming sales reps are identified, it is essential to provide support, counseling, and discipline when necessary. Developing and implementing a performance improvement plan can help underperforming reps get back on track. Regular sales team meetings can also help to ensure that everyone is on the same page and working towards the same goals. 

To foster a positive and united team, it is important to encourage reps to share their best practices and work together as a unit. Finally, it is recommended to set goals based on data to ensure that everyone is working towards the same objectives. By following these guidelines, you can effectively manage your sales team and ensure that they are performing at their highest potential. 

Manage your customers: 

• Provide support on conversations with customers 
• Increase size of sale for members of your team 
• Maintain a deep understanding of customer needs and preferences 
• Resolve escalated customer issues or complaints 
• Provide expertise on pricing/discounting 

Manage your business: 

• Set targets, performance plans, and rigorous standards for success 
• Develop sales strategies to acquire new customers or clients 
• Analyze data: track sales metrics and share them with company leadership. 
• Develop plans to address performance gaps 
• Project future performance / forecast 
• Collaborate with other departments 
• Own and manage a few strategic accounts (optional)

Qualifications

• Ability to meet with reps to provide feedback, support, and training
• Experience managing the day-to-day performance of sales reps
• Proven track record of accurately forecasting on a monthly and quarterly basis to meet and exceed sales targets
• Strong ability to track sales team metrics and report data to leadership
• Experience leading regular sales meetings
• Ability to implement performance plans to improve sales rep performance
• Demonstrated experience developing contests and incentives to drive sales rep performance
• Ability to regularly join meetings with existing and prospective customers to support sales reps and increase deal size
• Strong consulting skills to work closely with sales reps on deals, including helping with communication (email writing), proposal writing, price negotiations, overcoming difficult objections, and other related tasks.
• Ability to prioritize and effectively manage their time
• Ability to build relationships with peers, cross-functional counterparts, and company executives
• Experience closing large deals.
• Experience managing and coaching sellers with 0-5 years experience
• Experience using a CRM to manage sales tasks, pipeline, activities
• Experience building a territory from scratch
• The salary range for this role will be a minimum base of $80,000 with a commission structure of up to $175,000 at plan, with the ability to surpass total compensation of $175,000 with over performance.

Additional Information

Why work at Industry Dive, an Informa Company

Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritizes promotions internally. Our benefits include:

• Learning and development plan to assist with your career development  
• unlimited days PTO plus 10 national holidays, 4 days for volunteering and a day off for your birthday!  
• Competitive Benefits with 401k match 
• Paid parental leave 
• Work with a high quality of specialist products and service  
• Bright and friendly staff who are all “expert’s experts” and additional training and development for helping you achieve your career aspiration  
• ESPP - become a shareholder  

We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed.  As such, Informa is proud to be an Equal Opportunity Employer.  We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law. 

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