Manager, Inside Sales

at  Tom McLeod Software Corp

Purpose of this Position: The Manager, Inside Sales is responsible for overseeing the Inside Sales Team who are responsible for developing and maintaining strong relationships with our customers. This role requires a seasoned professional with a proven background in account management within the software industry, exceptional leadership skills, and a keen ability to develop and execute strategies that enhance both client satisfaction and revenue growth from within McLeod Software’s existing customer base.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Leadership and Team Management:
• Lead, mentor, and develop the Inside Sales Team to ensure a level of high sales performance, professional growth,
• Establish clear objectives and performance metrics for team members, conducting regular reviews and providing constructive feedback.
• Client Relationship Management:
• Ensure all members of the Inside Sales Team are building and maintaining strong, long-term relationships with key clients, ensuring their needs are met and exceeded.
• Act as an escalation point of contact for issues that are brought to the Inside Sales Representatives’ attention.
• Determine the priority of the issue(s) and make sure they are properly transition to the appropriate departments for resolution.
• Strategic Sales Planning and Execution:
• Develop and implement strategic plans for the Inside Sales team that align with company goals and drive client satisfaction.
• Identify opportunities for account growth and collaborate with the Implementation and Product teams to develop solutions that address client needs.
• Work with Product Success Managers to create product centric (modules, Interfaces and Professional Services) sales campaigns and initiatives for the inside Sales Managers.
• Performance and Reporting:
• Monitor and analyze account performance metrics, using data-driven insights to make informed decisions and drive process improvements.
• Prepare and present regular reports on account status, customer feedback, and team performance to senior management.
• Cross-Functional Collaboration:
• Work closely with the New Business Sales, Upgrade Sales, Product, and Support teams to ensure the customers are getting exceptional service from all parties.
• Assist the Marketing team with the planning and coordination of the annual McLeod Software User Conference as needed and manage a campaign with the inside sales team to help drive and increase attendance year over year.
• Process Improvement:
• Identify and implement best practices for sales processes and customer in interactions.
• Drive initiatives that enhance customer engagement and retention strategies to prevent customer churn.

COMPUTER SKILLS:

To perform this job successfully, an individual should have excellent software skills and experience with Microsoft Word, Excel, PowerPoint, and CRM entry. Experience with virtual meeting technology (Teams, Zoom, WebEx, etc.) is preferred.

EDUCATION/EXPERIENCE:

Bachelor’s degree in Business, Marketing, or a related field is required. A minimum of 5 years of experience in a career in sales, with a demonstrated track record of meeting and exceeding sales goals. Minimum of 10 years of experience in a leadership role, with increased responsibility in a production (preference to sales) environment. Experience in developing and executing sales strategies and plans to achieve targets. Demonstrated excellence in developing and building strong relationships with customers and understanding customer needs. Ability to analyze sales data and market trends to make informed decisions and drive business growth.

ABOUT US

Since 1985, McLeod Software has provided powerful transportation management and trucking software solutions to the trucking industry. These solutions, developed entirely by our company, are comprehensive and support integration with a broad array of complimentary logistics products.
We are the leader when it comes to software for trucking dispatch operations management, freight brokerage management, fleet management, document imaging, workflow, EDI, and business process automation solutions for trucking, freight brokerage, third party logistics, and shipper companies in the United States.
With an established base of more than 1,200 active customers throughout North America, McLeod Software is dedicated solely to the transportation industry. This focus means we have a deep understanding of the needs and intricate details involved in carrier, broker, and freight management businesses of all types.
Participation in the trucking and brokerage industry is extremely important to McLeod Software. We have always believed that we benefit beyond our investment from our active participation in the industry’s most important organizations. In addition to national organizations like the ATA, TCA, TIA, AFTC, NTTC, and NPTC we belong to and participate in over 20 state and regional organizations.

• Leadership and Team Management:
• Lead, mentor, and develop the Inside Sales Team to ensure a level of high sales performance, professional growth,
• Establish clear objectives and performance metrics for team members, conducting regular reviews and providing constructive feedback.
• Client Relationship Management:
• Ensure all members of the Inside Sales Team are building and maintaining strong, long-term relationships with key clients, ensuring their needs are met and exceeded.
• Act as an escalation point of contact for issues that are brought to the Inside Sales Representatives’ attention.
• Determine the priority of the issue(s) and make sure they are properly transition to the appropriate departments for resolution.
• Strategic Sales Planning and Execution:
• Develop and implement strategic plans for the Inside Sales team that align with company goals and drive client satisfaction.
• Identify opportunities for account growth and collaborate with the Implementation and Product teams to develop solutions that address client needs.
• Work with Product Success Managers to create product centric (modules, Interfaces and Professional Services) sales campaigns and initiatives for the inside Sales Managers.
• Performance and Reporting:
• Monitor and analyze account performance metrics, using data-driven insights to make informed decisions and drive process improvements.
• Prepare and present regular reports on account status, customer feedback, and team performance to senior management.
• Cross-Functional Collaboration:
• Work closely with the New Business Sales, Upgrade Sales, Product, and Support teams to ensure the customers are getting exceptional service from all parties.
• Assist the Marketing team with the planning and coordination of the annual McLeod Software User Conference as needed and manage a campaign with the inside sales team to help drive and increase attendance year over year.
• Process Improvement:
• Identify and implement best practices for sales processes and customer in interactions.
• Drive initiatives that enhance customer engagement and retention strategies to prevent customer churn