Supervise a team of Inside Sales Reps to ensure all operational projects are properly quoted, processed, executed, and closed, enabling the team to meet customer requirements.
Inside Sales Activity (40%)
•Manages all aspects of the WH-IS team to effectively deliver quality, compliant, timely, and winning quotation for our customers and reviews, if necessary, critical output from the team before issuing a final proposal to the customer;
•Ensures that the Inside Sales team is ready and pro-active to meet the customers’ requirements by providing courteous correspondence and detailed quotations, delivering the products as requested, complying with customers’ specifications, developing realistic lead time to meet customers’ needs, ensure Outside Sales are pulled in for further customer education on TDW Services and Products while providing “extreme customers satisfaction”;
•Oversees the verification of orders against quotations and completion of the quote-to-order process in CRM;
•Verifies that pricing is aligned with regional guidelines;
•Works with the Project Management team and develops approved vendor databases for subcontractors to ensure service quality and value;
•Ensures pricing and cost model is regularly reviewed and updated with input from internal stakeholders (Regional Sales Leadership, Operations, Operations Support, ETO/CSG, Legal, Finance);
•Performs periodic reviews of samples of completed projects with Regional Sales Leadership, Project Management and Finance teams to ensure accuracy of pricing / costing models.
Team Management (10%)
•Selects, manages, evaluates, motivates, and develops employees to ensure a qualified workforce necessary to meet Company objectives while complying with EEO and Affirmative Action guidelines or foreign employment guidelines as applicable;
•Conducts performance reviews in accordance with the Performance Management Program, providing fair and accurate assessments of employee performance, training needs, areas for improvement, and possibility of future growth within the organization;
•Creates development opportunities for team members through regular coaching and cross-training;
•Develops a positive team dynamics to ensure high performance;
•Leads the continuous improvement process in the ISR team.
•Provides timely and accurate analysis of key metrics (dashboards) to support our customer service vision and ensure a quality service done efficiently This would include defined metrics for quote and sales order entry turn-around time and accuracy;
•Conducts periodic audits of key processes and drives continuous improvement;
•Collates data and reports financial and sales activity to Business Unit management and internal customers.
Operational Excellence (10%)
•Understands TDW WH product & services solution offerings, technologies, performance criteria, specifications, limitations, competitors offerings & capabilities;
•Maintains technical competency through continued learning and personal development;
•Ensures accuracy & timeliness of ERP system entries (CRM & FSA) to maximize operational efficiency;
•Provides regular feedback and submits enhancement requests for CRM-FSA functionality;
•Drives continuous improvement in processes, overall team performance and responsiveness; •Encourages ISR’s to seek opportunities to maximize revenue through upselling requests by offering integrated TDW services by discussing such opportunities with Outside Sales and Regional Sales Leadership.
Relationships with Others & Communication
•Reports to Regional Director, Sales
•Strong dotted line reporting relationship to Sales Managers (product ISR’s) or Manager, Field Operations (services ISR’s),
•Supervises a team of 6-10 ISR’s;
•Maintains close contact with Outside Sales Representatives and various field operations teams, to include Field Technicians and Project Managers within the region;
•Works closely with the Operations teams to understand costs and the Sales teams to ensure an in-depth understanding of competitive pricing and offering;,
•Communicates regularly with CRM & IT Support to ensure that department’s system requirements are met;
•Liaises with Regional Sales Leadership, Legal Counsel, and the Quality and HSE Departments, on contractual and business risk issues.
•Ensures that all customers’ requests are treated correctly and within the deadlines;
•Ensures that appropriate information is given to the different internal departments.
•Bachelor’s Degree, preferably in Engineering, Business Management or Sales/Commercial;
•Five years of experience in a supervisory role supporting an inside sales/commercial team;
•Strong organization skills and rigor, specifically able to focus on time management and resource allocation;
•Strong leadership skills;
•Good commercial and interpersonal skills;
•Comfortable working in a fast paced, dynamic environment with shifting priorities;
•Intermediate-level experience and knowledge of Microsoft Office Suite;
•Working knowledge of applicable ERP systems