Inside Sales Manager

Role Purpose:

The Inside Sales Manager is responsible for driving the Coats Digital’s revenue growth by identifying and converting sales opportunities in the mid-market and SMB segment via the use of digital tool in a remote setting. This role is essential in building and maintaining strong relationships with these defined segments of customers, understanding their needs, and providing tailored solutions that align with our products and services. By proactively reaching out to potential mid-market and SMB clients, following up on leads, and managing the sales pipeline, the Inside Sales Manager plays a critical role in supporting the Coat Digital’s revenue growth, and achieving sales targets in a low cost and scalable manner.

This role is vital for the company’s growth strategy, as it helps to generate new incremental revenue in the mid-market and SMB segment which is in line with Coats Digital goals of sustained growth and addressing the entire market. The Inside Sales Representative’s efforts not only impact short-term sales results but also contribute to the long-term sustainability and profitability of the company due to its strategic fit with the organization.

Principal Accountabilities and Key Activities:

1. Prospecting:

Key Activities:

Research and Identification: Conduct thorough research to identify potential leads within the SMB and Mid-market segment that align with Coats Digital’s target customer profile. Utilize various tools such as databases, social media, and industry reports to gather information on prospects.

Cold Outreach: Initiate contact with potential customers through cold calls, emails, and social media outreach. Effectively communicate Coats Digital’s value proposition to generate interest and start the sales conversation.

2. Revenue Generation and Sales Target Achievement

Key Activities:

Lead Conversion: Actively engage with leads, qualify them, and move them through the sales funnel to close deals, ensuring consistent achievement of monthly and quarterly sales targets.

Pipeline Management: Maintain a healthy sales pipeline by regularly following up with prospects, managing CRM data accurately, and forecasting sales to meet or exceed revenue goals.

Negotiation: Skillfully negotiate terms and pricing with prospective clients to maximize deal value while ensuring customer satisfaction and alignment with Coats Digital’s pricing strategy.

Cross-Selling and Upselling: Identify and pursue opportunities to upsell additional products or services to existing customers, thereby increasing revenue per account and contributing to overall sales targets.

3. Customer Relationship Management

Key Activities:

Client Engagement: Develop and maintain strong relationships with prospective and existing clients by providing timely and relevant communication, ensuring their needs are met throughout the sales process.

Account Follow-Up: Regularly check in with client’s post-sale to ensure satisfaction, address any issues, and identify further sales opportunities, fostering long-term customer loyalty.

Customer Feedback: Gather feedback from customers regarding their experience with Coats Digital’s products and services and communicate this information to relevant teams for continuous improvement.

Client Retention: Implement strategies to ensure high levels of client retention, including personalized service, regular touchpoints, and proactive problem resolution.

4. Market and Competitive Intelligence

Key Activities:

Market Research: Stay informed about industry trends, SMB market dynamics, and competitor offerings to better position Coats Digital’s products in the market.

Competitive Analysis: Continuously analyse competitors’ strengths and weaknesses and use this information to refine sales strategies and positioning.

Customer Insights: Collect and analyse customer data and market feedback to identify trends, customer needs, and potential gaps in the market that Coats Digital can address.

Strategic Positioning: Use market intelligence to influence sales messaging and positioning, ensuring that Coats Digital’s solutions are perceived as the best fit for SMB clients.

5. Collaboration and Team Alignment

Key Activities:

Marketing Collaboration: Work closely with the marketing team to align on lead generation efforts, campaign strategies, and messaging to ensure a cohesive approach to market outreach.

Product Feedback Loop: Regularly communicate customer insights and feedback to the product team to inform product development and improvements, ensuring that Coats Digital’s offerings meet market demands.

Sales Strategy Development: Collaborate with the sales leadership team to refine and execute sales strategies that align with Coats Digital’s broader business objectives.

Training and Development: Participate in and contribute to ongoing sales training programs, sharing best practices and learnings with the broader sales team to enhance overall team performance.

Education, Qualifications and Experience:

Essential

Education:

Bachelor’s Degree:

• A degree in Business Administration, Marketing, Communications, or a related field is preferred.

Qualifications:

• Sales Training: Formal sales training or certification (e.g., Sandler Sales, SPIN Selling) is advantageous but not required.
• Technical Proficiency: Familiarity with CRM software (e.g., Dynamics, Salesforce, HubSpot) and sales tools. Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint) is essential.

Experience:

• Sales Experience: At least 3-5 years of experience in inside sales, telemarketing, or a related sales role. Experience in the tech or digital solutions industry is a plus.
• Lead Generation: Proven experience in generating and qualifying leads, managing a sales pipeline, and achieving sales targets.

Skills and Competencies:

1. Communication Skills:

• Verbal Communication: Strong ability to articulate ideas clearly and persuasively in phone calls and virtual meetings.
• Written Communication: Excellent writing skills for crafting compelling emails and follow-up messages.

2. Sales Skills:

• Negotiation: Proficiency in negotiating terms and pricing to close deals effectively.
• Persuasion: Ability to influence potential clients and overcome objections to drive sales.

3. Customer Focus:

• Relationship Building: Skill in building and maintaining strong relationships with clients to enhance customer satisfaction and loyalty.
• Empathy: Ability to understand and address client needs and concerns effectively.

4. Analytical Skills:

• Lead Qualification: Capability to assess and qualify leads based on their fit with the company’s offerings and potential for conversion.
• Data Analysis: Proficiency in analyzing sales data and market trends to inform sales strategies.

5. Organizational Skills:

• Time Management: Effective management of time and priorities to handle multiple leads and follow-ups efficiently.
• CRM Management: Accurate and timely entry of sales activities and lead information into the CRM system.

6. Technical Aptitude:

• Product Knowledge: Understanding of Coats Digital’s products and services, with the ability to explain their features and benefits to potential clients.
• Tech Savvy: Comfort with using various sales and communication technologies to enhance productivity and performance.

7. Team Collaboration:

• Cross-Functional Interaction: Ability to work effectively with marketing, product, and customer success teams to align efforts and achieve shared goals.

Feedback Sharing: Willingness to provide and act on feedback to improve processes and sales strategies.

Desirable

Experience working in both the fashion and apparel industry and supply chain software solution company and promoting value through customer experience

•At least 3-5 years of technical experience is required, as this role is required to communicate effectively to existing technical users of the software product and service to be sold or supported.