Direct Sales Manager

hace 7 meses

Guadalajara, México Nextiva A tiempo completo

It's about more than the right fit. We're looking for the right connection._

Since its founding in 2008, more than 100,000 companies rely on Nextiva for customer and team communication. We believe in the power of strong connections; connections to our customers with our signature Amazing Service®, our products and services, and most importantly, each other.

**Build Amazing - Deliver Amazing - Live Amazing - Be Amazing**

The Inside (Direct) Sales Manager's mission is simpleto grow the business and lead a team of Inside Sales Reps (Account Executives) enabling everyone to make a ton of money

The Manager will drive results of a team of 10+ quota-carrying AEs by developing the team and driving daily sales activity in accordance with Nextiva's sales methodology to exceed assigned monthly sales revenue targets. They will see challenges as opportunities and look beyond the quota to focus on potential, never settling. They have the ability and desire to thrive in a fast paced, rapid growth environment, with perseverance to find creative and effective ways to increase productivity and results.

The Manager will be a player-coach. They will develop skills of their team, hold each other accountable and inspire a high-performance culture. They will be hands on and lead from the front, personally demonstrating the skills required to succeed. When needed, they will step in and close business to ensure the team exceeds their target. They will be approachable, available, accountable, and trustworthy. Finally, they will be organized and planful, always ensuring there is a structured path for each member of their team daily, weekly, monthly and quarterly.

**You will Rock this Role if you have the following characteristics**:
**Manage Execution**
- Use a structured yet agile value selling methodology to understand the customer's needs and propose solutions for their business.
- Proactively manage pipeline, accurately forecasting weekly/monthly bookings for each AE and the team.
- Manage team and AE productivity with consistent measurement and inspection of sales performance and KPIs.
- Coach and support AEs in generating and qualifying leads, leading product demo, handling objections and closing to exceed quota.
- Maintain an Amazing Service culture, starting from the customer's initial contact.
- Develop a sense of urgency to close all customer conversations to beat the competition.

**Build Effective Teams**
- Lead from the front, being resilient, with passion and desire to win
- Hold regular 1:1's and team meetings to review previous results, active and aged pipeline, discuss lessons learned and coach areas for improvement.
- Hold AEs accountable to daily performance standards/KPIs.
- Teach and demonstrate strong value-selling behaviors that will drive results when needed.
- Stay current on industry developments and teach your teams to drive continuous improvement in sales skills and product knowledge
- Understand how to motivate the team, and implement team contests/recognition to boost competition and instill fun.
- Develop simplicity, forward-thinking and caring in the team culture.
- Manage under performers proactively, with transparent communication, improvement plans and replacement criteria to maintain high standards of performance and ensure team success.
- Proactively seeks feedback from others
- Open to constructive feedback and talking about how to address shortcomings
- Admits mistakes and gains insights from experience

**Sales Tools and Selling Process Effectiveness**
- Demonstrate discipline and rigor in having a plan to manage the day/week/month/quarter and teaching team members to do the same
- Coach and hold AEs accountable for following sales methodology and process on all customer interactions.
- Demonstrate proficiency with the use of Salesforce (sales stages, account, opportunity, quoting, and Salesforce reporting) to inspect and manage team performance.
- Familiarity with sales tools and processes to strengthen AE performance (Outreach, Gong, lead routing logic).
- Enforce good systems and tools hygiene for accurate forecasting and customer insight.

**Build Collaborative Relationships**
- Work in partnership with Marketing on demand generation programs required to exceed target.
- Collaborate with Sales Operations and L&D and to identify/execute incremental sales skills or product training to improve close ratios and increase productivity
- Shows leadership and confidence under pressure and through adversity to help others stay focused
- Connects and participates in industry forums or groups to stay on the leading edge of the industry and share best practices
- Quickly bounces back from setbacks by restoring performance to KPIs
- Ensure a positive hand-off to the Customer Success team that promotes a one-Nextiva customer experience.

**Must Haves**:

- 5+ years of high-performance leading Direct Sales teams in a SaaS, general technology or telecommunications environment.
- Demonstrated prior

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