Riverside Publishing, a division of Houghton Mifflin Co, is currently seeking an Inside Sales Manager for either our San Francisco, CA or Itasca, IL office.
Manage a team of small team of inside sales representatives calling on public school districts to build the sales pipeline for the companys assessment products and services aimed at improving student achievement. Sales are highly consultative and have a long sales cycle, and require deep understanding of customer pain points. Work with marketing and field sales to identify district targets, craft the appropriate message and execute integrated campaigns (mail, email, phone).
Determine campaign audience and messaging based on historical performance, sales pipeline by region or product, and marketing priorities; work with marketing stakeholders and field sales representatives to optimize campaign priorities
Assist with development of calls to action, from brainstorming to execution; examples include regional workshops, web seminars, promotional offers, etc.
Develop campaign lists using a variety of sources, segmenting and aggregating MDR school lists and publicly available information; match against existing leads in CRM tool (salesforce.com); load new leads into CRM tool
Create, maintain and closely monitor reports to track campaign progress and pipeline development
Work with Inside Sales representatives on a daily basis to ensure successful campaign launch and ongoing refinement
Guide inside sales representatives on best practicies for prospecting and consultative selling; constant focus on product training and skill building
Direct all operational/process items for the department, e.g., compensation plans, quota setting/measuring, territory alignment, technology issues, etc.
Assist with other initiatives as determined by the VP of Sales
Minimum qualifications:
2+ years as an Inside Sales Manager, preferably with enterprise software and/or services
Proven track record of managing teams and achieving quotas
Experience with basic direct marketing techniques
Ability to manipulate large data sets (either through queries or pivot tables in Excel)
Experience with CRM tools, esp. Salesforce.com
Personal qualities:
Extremely detail-oriented
Analytical thinker, esp. quantitative
Enjoy developing & documenting process
Excellent communication skills, both written and oral
For more information, or to apply on-line, please visit our website at http://www.hmco.com
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