Inside Sales Manager

ADB Airfield Solutions Columbus , OH 43216

Posted 2 months ago

ADB Safegate leads the world in smart solutions that help airports handle more aircraft, safely and efficiently, from approach to departure. Our products and services can lift any airport's performance from approach, runway and taxiway lighting; to tower-based traffic control systems; to intelligent gate and docking automation.

We are looking for talented and enthusiastic people with the passion to support our vision and help to change the future of aviation. We are now offering a fascinating position as Inside Sales Manager working out of our Columbus, Ohio office.

The Inside Sales Manager is primarily responsible for all inside sales management including bid management and contract administration. This role's primary goal is to manage pricing excellence and liaison with the Operations department.

Essential Functions

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

  • Manage the bid managers and contract administrators in their day to day activity

  • Provide continuous sales training and improvement to his/her direct reports

  • Act as main point of contact between the projects component of sales and the operations team.

  • Manage the sales department pricing excellence efforts through ongoing oversite and training of his/her team.

  • Create and maintain sales forecasting reports.

  • Coordinate Customer RFI/RFPs, process quotes and pricing contracts; including negotiations. Follow-up and report on customers wins/losses and forecast commitments via CRM.

  • Develops and implements plans for strategic accounts that exceed expectations in revenue, retention/growth, account profitability, and customer satisfaction/loyalty.

  • Develops a complete understanding of the organization's structure and key buying influences of assigned accounts.

  • May develop forecasts, budgets and operating plans for sales channels.

  • Maintains all required documentation to support the role

  • Assists in the resolution of routine sales department problems.

  • Identifies routine issues that may affect the planned results and make recommendations for resolution.

  • Continuously monitors and reports financial status of customer contracts.

  • Responsible for customer satisfaction goals.

  • May provide general guidance to others and train lower level employees.

  • Provide back-up support and scheduling overview to the bid managers and contract administrations.

  • Supports field trainings and tradeshow requirements

  • Assists in establishing department practices and standards

  • Accomplishes sales training objectives by training, assigning, scheduling and coaching employees.

  • Implementing system training plans to improve productivity, quality and customer service standards.

Supervisory Requirements

Supervises Bid Managers and Contract Administrators

Position Requirements

  • High School Diploma or GED; Bachelor's degree preferred.

  • 2-4 years of sales management experience with a proven track record

  • Passion for technology and attention to detail.

  • Strong communication and coaching skills.

  • Ability to utilize problem solving skills to achieve successful goals

  • Ability to read, analyze, and interpret extensive variety of technical information such as blue prints/plan sets and legal documents (contracts).

  • Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent.

  • Ability to operate and knowledge of SAP and CRM systems; Database software; Internet software; Order Processing systems; Spreadsheet software and Word Processing software.


The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is occasionally required to stoop, bend, reach, stand and walk;

Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.


The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Job will generally be performed in an office environment. The noise level in the work environment is usually moderate.

ADB Safegate is a drug-free workplace and as such participates in random drug screenings as state or local law permits

See if you are a match!

See how well your resume matches up to this job - upload your resume now.

Find your dream job anywhere
with the LiveCareer app.
Download the
LiveCareer app and find
your dream job anywhere

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Inside Territory Sales Manager

Grange Insurance

Posted 4 days ago

VIEW JOBS 11/16/2018 12:00:00 AM 2019-02-14T00:00 This position is responsible for managing the overall agency relationship with Grange; driving new business sales growth for Personal Lines, Commercial Lines and Grange Life. Responsible for achieving annual sales objectives for assigned territory based on the annual business plan for each Business Unit using teleconferencing, webinars and other digital technology. Work with agencies to ensure high quality business is being written as defined by business partners. ESSENTIAL FUNCTIONS: * Primary focus and responsibility is managing multi-line sales opportunities with appointed agents in a consultative framework through proactive outbound phone calls, virtual webinars and other digital sales methods. * As a team with Field Territory Sales Managers, responsible for the overall agency relationship, agency management, and directing resources and sales support as defined by the agency's sales model and new business sales opportunity. * Understand, promote and support the objectives and goals of each Profit Center (Personal Lines, Commercial Lines and Life). Participate and collaborate as a team member with the Profit Center associates to assist with plan development, execution and monitoring including Underwriting, Product Management and Life Sales. * Responsible for driving new business quote activity and new business results, and holding agents accountable for building quality books of business with Grange including managing the production, profitability and relationships with assigned agencies. * Partner with the Field Territory Sales Managers to build and maintain a Territory Sales Plan, develop success plans with key agencies and execute on those success plans on behalf of Grange resulting in territory goal achievement. * Assist Field Territory Sales Managers with prospecting, appointing and onboarding new agencies. * Provide training to agencies and new staff hires on all Grange Companies products, procedures, rules, rating procedures, underwriting philosophy, binding guides, applications and forms both existing and new product rollouts including but not limited to GAINWeb and GrangeAgent. * Effectively utilize CRM and other automated tools and resources. CRM entries are timely, complete, detailed and follow protocol. * Complete required number of sales calls and average call times per week/month. Calls should include consistent use of the consultative sales process and skills gaining a commitment and establishing a clear forward action plan. * Use strategic approach and segmentation to select agencies to spend time with and provide guidance to agencies with a solutions-oriented, consultative sales approach. * Analyze agency issues, identify alternative responses/options and bring about an effective solution. Demonstrate good judgment about which creative ideas and suggestions that will work. * Effectively evaluate agency performance on profit and growth and hold agencies accountable for action plans and results. * Communicate and deliver on Grange's value proposition for each line of business. * Gather and share competitive intelligence, market changes, and competitive position. PLACEMENT CRITERIA: Proven sales experience with a successful track record highly desired. Must possess strong phone presence and experience with multiple outbound/inbound phone calls per day. Bachelor's degree and prior insurance experience preferred. Equivalent combination of education and experience may be considered. Proficient with corporate productivity and web presentation tools including online meetings & video conferencing with strong listening, communication and presentation skills. Ability to multi-task, prioritize, and self-manage time effectively. Experience working with Microsoft Dynamics or similar CRM software preferred. Scheduling flexibility including occasionally working irregular hours required. #CB Grange Insurance Columbus OH

Inside Sales Manager

ADB Airfield Solutions