Inside Sales Supervisor

Profile

The Inside Sales Supervisor manages and develops inside Sales Representatives and the Inside Sales Lead Representatives to increase sales opportunities, customer relations, volume, and revenue for our winning team. This position is responsible for meeting both customer shipping needs and business plan results. The Inside Sales Supervisor manages sales performance, resolves service issues, coaches Inside Sales Representatives acts as a liaison with other functions, direts Inside Sales Lead Representative, and oversees Inside Sales Representatives in establishing pricing and compliance. This position supervises Inside Sales Lead Representatives and other lead representatives within the department.
Responsibilities and Duties:
Supports Business Plan Goals
Reviews data trends (e.g., biggest gaining accounts, declining accounts, etc...) in business segment to advise Inside Sales Representatives on way sto maintain and grow the business.
Reviews business plan goals to develop strategies for achieving those goals.
Assists Inside Sales Representatives in meeting business plan goals by coaching them on how to use sales tools (i.e., the funnel) to develop appropriate strategies that maximize account potential.
Tracks results on an ongoing basis and modifies plans to ensure sales goals are achieved.
Acts as a liaison between Inside Sales and other departments (e.g., Marketing, field sales, etc...) to obtain knowledge and resources for Inside Sales Representatives.
Supervises and Develops Others
Determines employees' training needs to produce continuous development plans.
Provides ongoing feedback and support to improve performance.
Conducts performance evaluations in a consistent, fair, and objective manner to encourage continuous performance improvement.
Holds others accountable to established performance levels to achieve individual and group goals.
Resolves individual and group performance issues in accordance with UPS's policies and procedures in a timely manner to motivate and foster teamwork.
Manages Inside Sales Representatives' Performance
Listens to representatives' customer calls to evaluate training needs.
Instructs Inside Sales Representatives how to get customers to use available service channels to ensure that customer questions and issues are promptly resolved and to minimize the amount of time spent on service-related issues.
Generates and distributes reports on business plan results and sales statistics (e.g., talk time, calls per hour, etc...) to Inside Sales Representatives so they are able to monitor their own performance.
Uses performance against business plan results, customer feedback, call monitoring, and performance on other sales statistics (e.g., talk time, calls per hour, etc...) to identify examples of outstanding performance and areas needing improvement.
Discusses performance with Inside Sales Representatives and provides individual and group recognition for outstanding achievement to reinforce performance excellence.
Works with Inside Sales Representatives to develop action plans that ensure the achievement of business objectives.
Initiates disciplinary action when Inside Sales Represntatives are not following policies and procedures to ensure compliance.
Identifies and removes barriers hindering Inside Sales Representatives to improve performance.
Manages Inside Sales Lead Representatives' Performance
Instructs Inside Sales Lead Representatives on the knowledge, skills and abilities needed to improve Inside Sales Representaties' sales skills.
Seeks information on Inside Sales Representatives' teaching ability and utility to gauge the Lead's effectiveness.
Provides Inside Sales Lead Representative with feedback on their teaching and coaching of representatives to improve Lead's performance.
Works with Inside Sales Lead Representative to ensure that representatives are following policies and procedures.
Initiates appropriate disciplinary actiosn when representatives under-perform to support the business.
Monitors Strategy of Pricing and Contract Compliance
Reviews Inside Sales Representatives' customer contracts to ensure favorable pricing strategies that maximize the business opportunity.
Assists Inside Sales Representatives to ensure they negotiate mutually beneficial contracts and develop appropriate call strategies on complex agreements.
Holds Inside Sales Representatives accountable for managing non-compliant accounts to ensure customers are upholding their contractual agreements.
Communicates Comparative Shipping Products and Services
Maintains up-to-date knowledge of products and services to provide accurate information to Inside Sales Representatives when responding to their questions as well as dissatisfied cutomer questions, or providing on-the-job training.
Communicates competitor strategies, capabiities, and pricing patterns to Inside Sales Representatives to teach them how to sucessfully position UPS's products and services.
Examines customer buying trends to identify competitor trends (e.g., changes in competitor strategies, capabilities, pricing patterns, etc...) and to communicate this information to upper management.
Other:
Bachelors degree required
This position is being offered by TFI International Inc. or its affiliates, which is not affiliated with United Parcel Service, Inc. or any of its affiliates, subsidiaries or related entities (“UPS”).
UPS is an equal opportunity employer. UPS does not discriminate on the basis of race/color/religion/sex/national origin/veteran/disability/age/sexual orientation/gender identity or any other characteristic protected by law
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