Inside Sales Manager

Inside Sales Manager

Full-time, Exempt

Location: Hybrid in Charleston, SC

About the Company: Advantage Media was founded in 2005 by CEO Adam Witty. Forbes Books is the book publishing brand of Forbes Media, publisher of Forbes Magazine. Operated under license by Advantage Media, the core purpose of Advantage Media | Forbes Books is growing entrepreneurs and businesses to benefit all mankind. Forbes Books is one of the most respected independent business book publishers in the world. Advantage Media is “the authority on authority” and provides media services to CEOs and leaders including public relations (PR), digital media, serialized content, and podcasts in a recurring revenue business model.

Advantage’s compelling vision, comprehensive strategy, and relentless implementation plan is centered on serving CEOs, entrepreneurs, and leaders.  If you are excited to be part of a winning team, Advantage Media | Forbes Books is a great place to grow your career.

We are looking for a competent Inside Sales Manager to organize and direct the staff of our Member Development Representative (MDR) team, which consists of 6+ reps. You will be responsible for assessing Member Development Representatives' (MDRs) work and providing feedback and coaching to maximize performance.  This is a highly visible, key position in the company, leading the team that generates new business prospects for our sales team.  

The manager must also have a strong background in sales operations and be able to manage operational issues, identify areas for improvement and work with cross-functional teams to implement change.  This person will work with Marketing and IT to ensure proper integration with technology to enable processes and measurement of productivity.  A working knowledge of Salesforce.com is required. 

The ideal candidate must have inside sales and customer service experience and possess great communication skills and be able to lead and motivate.  The manager must be organized, reliable and results oriented and be able to drive excellent performance from the team that will bring sustainable business growth. 

Responsibilities

• Assist in the formulation of targets for individuals and teams. 
• Hire and onboard new employees. 
• Serve as business owner for Sales Operations enhancements, working in collaboration with the Tech & Data Center to enhance sales opportunities. 
• Tech-savvy with the capability to analyze and optimize business processes. Establish best practices for data cleanliness and champion adoption across multiple internal teams. 
• Establish rep productivity reports and analyze on a daily, weekly, monthly and quarterly basis to identify areas of improvement. 
• Evaluate staff effectiveness and performance. 
• Coach business development staff through challenging customer service issues. 
• Answer questions from staff and provide guidance and feedback. 
• Measure performance with key metrics assessing the quality and volume of discovery calls generated for the sales team. 
• Ability to stay calm in stressful situations and meet strict quotas. 
• Ability to multitask and stay organized. 

Competencies

• Analytical skills - Able to structure and process qualitative or quantitative data and draw insightful conclusions from it. Exhibits a probing mind and achieves penetrating insights.
• Proactivity - Acts without being told what to do. Brings new ideas to the company.
• Attention to detail - Great eye for detail and standard for error-free product! Does not let important details slip through the cracks.
• Persistence - Demonstrates tenacity and willingness to go the distance to get something done.
• Teamwork - Reaches out to peers and cooperates with supervisors to establish an overall collaborative working relationship.
• Communication - Speaks and writes clearly and articulately without being overly verbose or talkative. Maintains this standard in all forms of written communication, including email. Exhibits executive presence.
• Efficiency - Able to produce significant output with minimal wasted effort.
• Creativity/innovation - Generates new and innovative approaches to problems.
• Flexibility/adaptability - Adjusts quickly to changing priorities and conditions. Copes effectively with complexity and change.

Preferred Skills and Experiences

• 3+ years of proven experience as a call center supervisor or similar supervisory position. 
• Experience in inside sales and customer service is essential. 
• Working knowledge of Google product suite.
• Experience with Salesforce (required), and strong preference with experience across additional platforms, including Calendly, Conga, ZoomInfo, Pardot, and LinkedIn Sales Navigator.  
• Tech-savvy with knowledge of telephone equipment and relevant computer programs. 
• Knowledge of performance evaluation procedures. 
• Outstanding communication and negotiation abilities. 
• A results-oriented approach. 
• Excellent organizational and leadership skills. 
• Ability to work under pressure. 
• 4-year college degree required

Work Environment

• This job operates in a professional office environment. 

Physical Demands

• 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, with or without reasonable accommodations.
• The employee is regularly required to sit, stand, use hands and fingers to operate a computer, keyboard, and telephone. Near visual acuity is required in order to work with computers. 
• May occasionally require the employee to stoop, kneel, or crouch.  Employee should be able to sit for an extended period of time.
• Employee may be occasionally required to perform light to moderate lifting of office supplies, up to 20 pounds.

Advantage | ForbesBooks is an entrepreneurial, high-growth company with opportunities for advancement and lots of upward mobility. Professional development programs offered. We offer great Vacation/PTO benefits, a great Medical/Dental/Vision program, 401(k) with company contribution and other nice perks. Advantage has a solid reputation for being a great place to work, and we highly value the commitment and contribution of those on our team.  

This position is located in our Charleston, South Carolina office, although consideration will be given to remote candidates if the position isn’t filled locally. Team Members are eligible for health, dental, and vision benefits on the first day of the month after thirty (30) days of employment. Eligibility for all other benefits is at ninety (90) days of employment.