Job Description

Job Title: Inside Sales Manager

Classification: Full-Time, Exempt, At-Will

Reports to: Director of Sales and Marketing

Department: Sales and Marketing

Location: Remote California (preferred), Colorado, Arizona, Oregon, Hawaii, Florida or Oklahoma

Location Status: Work will be primarily performed remotely from home office. Employee will be required to utilize personal phone and internet services to perform telecommuting with reimbursement according to applicable procedures. Occasional travel to and work from other Race offices or off-site locations may be required.

Race Communications is only accepting remote candidates who reside in the following states: California, Colorado, Arizona, Oregon, Hawaii, Florida and Oklahoma. If you do not reside in one of these states, you are not eligible for remote employment.

Beware of scams that target job seekers. Race Communications will never provide a job offer without a comprehensive interview process (including in-person or secure video conferencing), request sensitive information through unsecure platforms such as email or text messaging, require candidates to pay fees, or pressure candidates to act without careful consideration. You can get more information about Race Communications at Race.com or contact our recruiting team directly.

About Us:

As the leading provider of 10G fiber internet in California, Race Communications is a company built by the needs of the communities that we serve. In collaboration with the California Public Utilities Commission and many non-profit community advocacy groups, we build next-generation fiber infrastructure where others won’t, serving over 30 communities across the state.

Working for Race means being dedicated to bringing cutting-edge fiber internet to rural and urban communities, providing opportunities, enhancing technology, and enabling access for generations to come.

Summary:

The Inside Sales Manager is responsible for leading and managing the inside sales team to achieve sales targets and contribute to the overall success of the organization. This role involves developing and implementing effective sales strategies, conducting market analysis, and mentoring sales representatives. The Inside Sales Manager will manage key accounts, collaborate with various teams, and monitor sales performance to ensure goals are met.

The Inside Sales manager exercises significant independent judgement, problem solving, and discretion in the development and implementation of inside sales systems with minimal direct supervision. This individual should be able to communicate and work effectively with external service representatives and internal team members who possess a wide variety of backgrounds, personalities, and communication skills. This individual should be able to work effectively in a dynamic, fast-paced, and evolving environment while effectively managing and motivating team members. This individual must be capable of working independently, as well as collaboratively with other Race team members across teams and levels of our organization.

Qualifications and Experience:

• Eligibility for US Employment without sponsorship
• Minimum of 18 years of age
• Associate degree (A.A.) in Business Administration, Marketing, Sales or equivalent combination of education and experience in a related field of study is required
• Minimum of 5-7 years of experience in sales, inside sales, or a related field, with equivalent work experience in customer-facing roles require
• Minimum of three years in a supervisory or management role, preferably in an inside sales environment require
• Increased customer base by 10-15% through the implementation of targeted relationship management strategies, resulting in improved client satisfaction and loyalty
• Demonstrated proficiency in utilizing CRM systems (e.g., Salesforce and Sales Rabbit) to manage customer data, track interactions, and analyze customer behavior
• Proven track record in successfully developing and implementing sales strategies and processes that resulted in a measurable increase in sales performance
• The ability to effectively communicate in English, including speaking, reading, writing, and comprehension, as necessary for effective job performance and workplace communication
• Proficiency in Spanish Language desirable

Skills:

• Proficient use of MS Office applications including Teams, Word, Excel, and PowerPoint; teleconferencing applications
• Functional use of common office equipment, computers, and office software
• Strong time management skills, with the ability to manage priorities and workflow
• Commitment to accuracy and high standards for quality of work
• Ability to work with all levels of team members and management
• Excellent problem resolution and customer service skills
• Ability to deal effectively with a diversity of individuals at all organizational levels
• Strong organizational skills that reflect ability to perform and prioritize multiple tasks seamlessly with excellent attention to detail
• Excellent verbal and written communication skills
• Ability to work on complex projects with general direction and minimal guidance
• Versatility, flexibility, and willingness to work within constantly changing priorities with a sense of urgency
• Good judgement with the ability to make timely and sound decisions
• Highly resourceful team-player, with the ability to also be extremely effective independently
• Ability to effectively present information and respond to questions

Essential Duties and Responsibilities:

Inside Sales Strategy and Planning:

• Develops and implements comprehensive inside sales strategies to achieve to attain predefined sales objectives
• Analyzes market trends and customer preferences to tailor sales approaches effectively
• Utilizes HubSpot platform to enhance sales efficiency and productivity
• Trains team members on HubSpot tools and techniques for optimized performance
• Conducts market analysis to identify new opportunities and understand competitor activity

Team Management and Development:

• Manages a team of inside sales representatives, inside sales leads, and inside sales supervisor providing guidance, support, and motivation
• Recruits, trains, and manages a team of inside sales representatives
• Provides coaching and mentoring to sales team members to enhance their performance and career development
• Fosters a positive and motivating work environment that encourages teamwork and high performance
• Conducts regular performance evaluations, offers constructive feedback and support to facilitate continuous improvement

Customer Relationship Management:

• Builds and maintains strong relationships with key clients and prospects
• Addresses customer inquiries, concerns, and feedback promptly and effectively
• Ensures high levels of customer satisfaction and retention

Sales Meetings and Training Sessions:

• Engages in regular sales meetings to discuss progress, challenges, and strategies
• Conducts training sessions to enhance the skills and knowledge of both leads, sales representatives and supervisors

Collaboration and Communication:

• Works closely with marketing and product teams to align sales strategies with overall business objectives
• Provides insights and feedback from the field to inform marketing and product development efforts
• Collaborates with sales team to create compelling presentations and proposals
• Assists in delivering sales presentations to potential clients, showcasing products/services effectively

Technical Proficiency:

• Utilizes CRM tools such as HubSpot and Salesforce to manage sales processes and reporting
• Ensures the sales team is proficient in the use of sales technology and tools

Manage Indoor Sales Vendors, Including Contractors and Contracts:

• Oversees relationships with indoor sales vendors, ensuring compliance with contractual agreements
• Negotiates and manages contracts to secure favorable terms and conditions

Market Analysis:

• Conducts thorough market analysis to identify emerging trends and opportunities
• Monitors competitor activity and market dynamics to adapt sales strategies accordingly

Manage Key Accounts and Build Strategic Client Relationships:

• Cultivates and nurtures relationships with key accounts to foster long-term partnerships
• Identifies opportunities for upselling and cross-selling to maximize revenue

Monitor Sales Metrics and Performance:

• Establishes and tracks key performance indicators (KPIs) to measure sales team performance
• Analyzes sales metrics regularly and takes corrective actions as needed to ensure sales goals are achieved

Cross-Functional Collaboration:

• Works closely with the marketing team to align sales and marketing efforts
• Coordinates with the product development team to provide customer feedback and insights
• Assists the Director of Sales and Marketing in developing and managing sales budgets and forecasts
• Participates in cross-functional projects and initiatives to drive business growth
• Collaborates with executive leadership to inform company strategy and align sales efforts with business objectives
• Works closely with marketing, product, and other departments to ensure seamless coordination and alignment of sales activities

Compliance and Ethics:

• Ensures compliance with all company policies, industry regulations, and ethical standards
• Promotes a culture of integrity and accountability within the sales team
• Maintains confidentiality of sensitive information and adhere to data protection policies

Other duties as necessary may include but are not limited to:

• Successfully complete assigned training and examinations, as well as participate in ongoing performance and development reviews, and goal setting
• Be available to participate in internal or external meetings, special functions, and professional development opportunities
• Cross-train and share knowledge with other team members
• Support routine tasks
• Maintain a professional appearance, hygiene, and demeanor

Managerial Responsibilities:

• Leads by example and follows guidelines and policies outlined in the Race Communications Employee Handbook
• Assists the inside sales team with training and mentoring new team members, ensuring they have the necessary knowledge and skills for performing their jobs and efficiently
• Provides supervision and support to employees regarding inside sales-related issues across various practices within the department, ensuring compliance with organizational policies and relevant laws and regulations
• Managerial, responsibilities may include direct supervision of subordinates, along with interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems
• Lead and motivate team members to achieve goals, set performance standards, and provide constructive feedback through regular evaluations
• Oversee the accurate and timely submission of timecards, ensuring compliance with payroll deadlines, while addressing discrepancies or issues
• Identify training needs and facilitate professional development to enhance team skills and performance
• Address conflicts and resolve interpersonal issues within the team, fostering a positive work environment
• Manage resources effectively, ensure the team has the necessary tools to succeed, and track progress towards clear, aligned objectives
• Ensure compliance with company policies, procedures, and regulatory requirements, while keeping communication open and transparent with team members
• Report team performance and project updates to upper management, making adjustments as needed to meet targets

As Part of Our Team, You Will Enjoy:

• 100% Employer-paid medical, dental, vision, and life for all our employees
• 401 (k) with 100% Employer-matched up to 4% of your annual income
• Generous paid time off including sick, vacation, holiday and birthday pay
• Company provided equipment including uniforms, safety, tools, vehicle, and tech
• Free Race highspeed and phone service where available
• Working as part of our diverse team that fosters a culture of appreciation and collaboration, where every member is valued as an integral part of our success

All offers of employment are contingent until all pre-employment requirements are met. These requirements, which vary by position, may include drug and background screenings as well as Motor Vehicle and DOT related screening and reporting requirements. Race will consider qualified job applicants with arrest and conviction records for employment.

All new employees will participate in the mandatory 'Speedway to Success' (Speedway) orientation at one our offices located in either Chico, Farmersville, Lancaster, North Palm Springs, Phelan, Pleasant Hill, San Francisco, Tehachapi, and Yuba City, CA. The duration of the Speedway program spans from 1-3 weeks, depending on the position. During Speedway the schedule will vary; you may not work full 8-hour days and there may be off days. Applicants further than 50 miles from these training locations will be provided with necessary travel accommodations as part of the onboarding process. Applicants 50 miles or less from these locations will be considered regular commute. For those working remotely, virtual attendance will depend on position requirements. Further details will be provided to you during the interview process, and before your start date.

Race Communications is an equal opportunity employer who welcomes applications from individuals (with or without reasonable accommodation), with the skills, experience, and dedication to excel in their roles without regard to race, religion, color, sex/gender (including pregnancy, childbirth, breastfeeding, or related medical conditions), sex stereotype, gender identity/gender expression and sexual orientation, national origin, ancestry, physical or mental disability, medical condition, genetic information/characteristics, marital status/registered domestic partner status, age, sexual orientation, reproductive health decision-making, military or veteran status or any other basis protected by federal, state, or local law, ordinance, or regulation.

Reasonable accommodation(s) for qualified individuals with disabilities are available as part of the application and interview processes. If accommodations are needed during the application or interview process, or workplace accommodations are required after a job offer is made, please contact recruiting@race.com to initiate the interactive process.

Updated: 10/2024

Compensation details: 70155-94800 Yearly Salary

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