Manager, Sales

Job Description
Applied Systems, Inc., a worldwide leader in insurance technology, is currently searching for a Manager, Sales will be responsible for both revenue generation and protection through the guidance of the work of the full-cycle, quota-carrying, inside sales representatives on their team. This position will also maintain effective communications with the sales executives within the company to ensure proper sensitivity to the needs of the sales force. Manages assigned sales personnel through ongoing performance reviews, coaching and enablement activities. Will work closely with our customers to align Applied's products and services to help them achieve success. Inside Sales is a key and growing team of successful sales professionals expanding Applied's industry leading reach serving independent agencies across the globe.
What You'll Do

• Develop and execute strategic plans to ensure departmental sales quotas are attained via sales of the company's products and services.
• Forecasting: Accurately forecast annual, quarterly, and monthly sales revenue projections
• Talent Management: provide quarterly results assessments of the team's productivity and evaluates the effectiveness of ISRs and recommends necessary changes. (9-block)
• Conducts regular staff meetings, pipeline reviews, and ride-a-longs to maintain consistent coaching, feedback, and communication within the department.
• Assist ISRs with questions and issues arising during a sales process
• Assist in the sales of strategic accounts when assigned.
• Educate and hold staff accountable for execution of our Solution Selling techniques and tactics.
• Develop pro-active competitive strategies and ensure proper alignment around marketing campaigns, incentives, contests, etc.
• Develop and implement KPI reporting to manage the performance of the group and individuals via Salesforce, Level 11, spreadsheets, etc.
• Directly manage associates in the Inside Sales group. Carry out managerial responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training associates; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

What You'll Need to Succeed

• Consistently meeting monthly, quarterly, annual sales and pipeline targets based on both pipeline velocity and win % that will sustain quota achievement.
• Maintain a positive, professional image of the department including preparing and presenting presentations.
• Pursues a program of self-development through external self-study (reading, seminars, and participation in continuing education)
• Identify and communicate improvements in work processes (internal and external to sales teams)
• Ensure team adoption and use of Salesforce and other solution selling artifacts.
• Performs other duties as assigned by immediate supervisor or upper management.
• Meets department metrics on average of outbound calls, accounts engaged, and discovery conversations.
• Maintains expertise on company's products/services to effectively align to the business needs of our agency customers.
• Develop and deliver a quarterly business plan demonstrating that there is a firm grasp on the business and an understanding of key actions needed to meet/exceed sales numbers.
• Accurately forecast sales revenue on a monthly & quarterly basis
• Train new and existing staff on Applied's products and Solution Selling sales process via weekly team meetings, pipeline and big deal reviews, and live ride along sessions.
• Ensure 3-6 coaching sessions are completed on a quarterly basis with sales team.
• Complete quarterly rep scorecards, business reviews, and Performance Enablement reviews
• Responsible for recruiting to consistently maintain a full staff.

Your experience should include some or all the following:

• Candidates must resside near our CHI Applied Systems office
• Experience managing an inside sales team of 7-10 representatives.
• Sales development and training skills, specifically leveraging the Solution Selling sales methodology.
• Strong Communication (Oral & Written) skills.
• Excellent interpersonal skills
• High level of technical understanding of PC peripheral products and related technology
• Salesforce proficiency (CRM, reporting, forecasting, deal management)
• Proficiency in MS Office Suite including Excel, Word, and Power Point
• Bachelor's degree or equivalent work experience in the areas of Insurance and/or Technology
• We proudly support and encourage people with military experience, as well as military spouses, to apply.

Additionally, you may have:

• 3+ years of successful experience leading a quota carrying sales team.

What You'll Gain
Benefits from Day One

• Health insurance plans, dental, and vision
• Wellness incentives
• 401(k) and/or RRSP retirement savings plans with employer match

Work-Life Balance

• Competitive paid vacation time and a free day for your birthday
• Personal/sick time
• Paid holidays
• Flex Time
• Paid parental leave (U.S. candidates)
• Volunteer time off

Empowering Career Growth and Success - We invest in talent, care about our people and are empowered by the results of our work. We grow our teams from within and give our employees opportunities to advance.
What We Value
We strive for excellence at every turn to be the best at what we do. We invest in talent, care about our people and are empowered by the results of our work. We fulfil the promise of insurance - safeguarding and protecting what matters most in people's lives. And there is no more important job than that.
Our focus on the workforce, workplace and marketplace gives us a qualified individual in an environment in which they can be productive while we maintain our position in the industry. To help drive that change toward a vibrant, modern workplace, we have employee-driven networks with commonalities in ethnicity, gender, sexual orientation and military status.
Who We Are
For more than 35 years, Applied Systems has created innovative technology for the global insurance industry. Today, we are a rapidly growing software leader that is revolutionizing the way agencies and brokerages succeed.
We are smart and curious people in a tech-first environment that champions bold and powerful thinking. We are transforming a complex industry through digitization, automation, and innovative new partnerships. Together we are driving the industry fearlessly forward.
It's an exciting time at Applied. You can do big things here, in an environment that supports creative thinking and bold ideas. Visit http://www.AppliedSystems.com for more information on how you can challenge what's possible.
EEO Statement
Applied Systems is proud to be an Equal Employment Opportunity and Affirmative Action Employer. Diversity and Inclusion is a business imperative and is a part of building our brand and reputation. At Applied, we don't discriminate, and we are committed to recruit, develop, retain, and promote regardless of race, religion, color, national origin, sexual orientation, gender identity, disability, age, veteran status, and other protected status as required by applicable law.
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