TheInside Sales Manager (ISM) is responsible for direct supervision and managementof an Inside Sales Team (IST) of eight to ten Inside Sales Executives, in orderto achieve and/or exceed defined sales goals and business objectives within theUS sales organization of the Infectious Disease Developed Markets BusinessUnit. The ISM directs the IST's strategy,tactics, and activity, with regular input from and collaboration with other membersof the Sales Leadership Team (SLT), including Regional Directors (RD), NationalSales Director Molecular (NSD-M), Director of Sales Training, CorporateAccounts Directors, Technical Consultant Manager, and the VP of Sales.
The ISM also routinely works with othermembers of the organization, such as Customer and Technical Service, Finance,Legal, Marketing, etc. The ISM will alsoparticipate in and/or supervise work with third-parties, such as the company'sdistribution partners or GPO representatives. Additionally, the ISM contributes to the effectiveness of the IST andthe overall organization by developing and sharing best-practices, marketintelligence, and other information to support the company's business objectives.
CORE DUTIES AND RESPONSIBILITIES:
Lead the hiring, training,development and retention of a world-class inside sales team
In collaboration with othermembers of the SLT and IST, develop and execute on a sales plan that includesthe achievement of assigned goals
Direct, supervise, andmanage ISE outbound calling activity to current and prospective customers, inorder to build the sales funnel and close new business
Put into place strategiesand tactics so that ISEs effectively develop and maintain trust-basedrelationships with assigned accounts.
Ensure members of the ISThave regular contact with top customers to ensure satisfaction and addressissues
Ensure ISE's skillfullyuncover and develop customer needs and position appropriate solutions
Establish and continuouslyrefine relevant Key Performance Indicators, including both lead and lagmeasures, to ensure that the IST meets sales goals and other businessobjectives
Daily management of ISTresources to ensure that ISEs and the team are meeting or exceeding KPIs
Manage the performance ofthe IST to meet individual, department and company sales goals and objectivesincluding providing feedback on performance appraisals, recommendations formerit increases, individual development plans, career counseling, etc.
Hold weekly team meetingsand bi-weekly one-on-one meetings with each member of the IST
Ensure ISEs have access totechnology, tools, training and other support needed to achieve assigned goals
Manage the IST in the timelyand effective completion of assigned company campaigns (customer/distributor surveys,notifications, product launches, promotions, invitations, events, etc.)
Ensure the IST handles in-boundcustomer inquiries and other company leads in a timely and effective manner
Actively participate in SLTconference calls and meetings, providing market insights, best practices, andideas to drive improved performance of the IST and to capitalize on synergiesbetween field and inside sales teams
Ensure the ISEs accuratelymaintain customer and activity database using Salesforce.com and other systems
Review with ISEs on aregular basis relevant financial performance measures
Review & approve ISEpricing and free goods requests, in compliance with company policies
Review & approve ISEexpense reports, in compliance with company policies
Using available budget,design and administer IST promotions and "spiff" programs designed toincentivize the IST to meet/exceed specific time-based performance targets
Collaborate with SSC andother departments to share best-practices and drive continuous improvement
Perform other duties andprojects, as assigned
Comply with all companypolicies and procedures
Work is typically performed in a normal office environment.
BA/BS required. MBA or relevant business management experience preferred.
Alere (now Abbott Rapid Diagnostics) is an Equal Employment Opportunity/Affirmative Action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law. If you need accommodation for any part of the employment process because of a disability, please send an email email@example.com to let us know the nature of your request.
Abbott is a drug-free workplace. Selected candidates are required to pass a drug test before beginning employment.