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Inside Sales Manager

Set up, design, develop and manage an Inside Sales Team


Client Overview

Our client is a highly innovative company, founded in 2014 with the vision to enable affordable mass-market communications in developing countries. The company has launched its services in Nairobi and Kiambu Counties and expanding fast to the rest of the counties and the region. It is envisaged that success of the business will grow to over 150 networks across East Africa. It is from this background that we seek prospect candidates to fill the position of an Inside Sales Manager.

Job Overview:

This is a new role that will be responsible for designing, setting up, developing, manpower planning and managing an inside sales organization within our Sales Department. The scope of the role will include setting up all systems, processes and methodologies to deliver and exceed expectation against the strategic business plan. The overall aim being to achieve 50% of the total Company sales as a result of Inside Sales Organization.

Key Duties and Responsibilities:

  • Design, develop, set up and manage a functional Inside Sales Organization in line with our strategic business plan
  • Create and operationalize systems, methodologies, processes, procedures, policies with the aim of achieving 50% of the total company sales as a result of Inside Sales activities.
  • Build a high performing, functional, energetic and motivated Inside Sales Team of not less than 15 people
  • Design, develop and execute from time to time coaching, mentoring and development sessions for the Inside Sales Team based on well-articulated & current curriculum.
  • Creation of sales leads, initiation of prospect calls, cold calling and establishment of ongoing rapport with existing and potential customers, develop & keep expanding a wide client database of warm leads and maintain a successful conversation rate of not less than 40% of all calls made.
  • In line with the overall strategic business plan, design and implement an Inside Sales Incentive Scheme to deliver the agreed upon sales targets.
  • To own and manage the Inside Sales Cost of Acquisition within the set parameters and as guided by the company’s business plan.
  • Manage the day to day people dynamics of the Inside Sales Team and lead by example to achieve the best possible results within cost effective framework with the team available and in the context of the available legal framework.
  • Monitor sales statistics to keep track of sales quota, inventory requirements and customer preferences
  • Manage customer relationship activities including statistical reports, sales performance reports, and data essential to maintain KPI measurements to track Inside Sales team performance. Helps develop and document KPI measurement tools.
  • Act as first point of contact for customers, providing support to customers where applicable in liaison with the customer service team and be involved in Marketing activities when called upon.

Minimum Qualification

  • Must have set up, designed, developed and managed a functional Inside Sales Team
  • A minimum of 5-years’ experience in a similar role directly managing an Inside Sales Team of not less than 10 people.
  • You must be able to demonstrate “owning a sales number” and show how you achieved success in your previous role as an Inside Sales Manager.
  • Have exceptional interpersonal skills capable of influencing and delivering results in a highly cross functional role.
  • Excellent communication skills both written and verbal including good presentation skills
  • Previous experience working in a startup is essential for the role.