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Inside Sales Manager

Abbott Laboratories

This is a Full-time position in Orlando, FL posted December 15, 2021.

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals, and branded generic medicines. Our 109,000 colleagues serve people in more than 160 countries.

POSITION SUMMARY

The Inside Sales Manager (ISM) is responsible for direct supervision and management of an Inside Sales Team (IST) of eight to ten Inside Sales Executives, in order to achieve and/or exceed defined sales goals and business objectives within the US sales organization of the Infectious Disease – Developed Markets Business Unit.  The ISM directs the IST’s strategy, tactics, and activity, with regular input from and collaboration with other members of the Sales Leadership Team (SLT), including Regional Directors (RD), National Sales Director – Molecular (NSD-M), Director of Sales Training, Corporate Accounts Directors, Technical Consultant Manager, and the VP of Sales.  The ISM also routinely works with other members of the organization, such as Customer and Technical Service, Finance, Legal, Marketing, etc.  The ISM will also participate in and/or supervise work with third-parties, such as the company’s distribution partners or GPO representatives.  Additionally, the ISM contributes to the effectiveness of the IST and the overall organization by developing and sharing best-practices, market intelligence, and other information to support the company’s business objectives.

CORE DUTIES AND RESPONSIBILITIES:

Ø  Lead the hiring, training, development and retention of a world-class inside sales team

Ø  In collaboration with other members of the SLT and IST, develop and execute on a sales plan that includes the achievement of assigned goals

Ø  Direct, supervise, and manage ISE outbound calling activity to current and prospective customers, in order to build the sales funnel and close new business

Ø  Put into place strategies and tactics so that ISEs effectively develop and maintain trust-based relationships with assigned accounts.

Ø  Ensure members of the IST have regular contact with top customers to ensure satisfaction and address issues

Ø  Ensure ISE’s skillfully uncover and develop customer needs and position appropriate solutions

Ø  Establish and continuously refine relevant Key Performance Indicators, including both lead and lag measures, to ensure that the IST meets sales goals and other business objectives

Ø  Daily management of IST resources to ensure that ISEs and the team are meeting or exceeding KPIs

Ø  Manage the performance of the IST to meet individual, department and company sales goals and objectives including providing feedback on performance appraisals, recommendations for merit increases, individual development plans, career counseling, etc.

Ø  Hold weekly team meetings and bi-weekly one-on-one meetings with each member of the IST

Ø  Ensure ISEs have access to technology, tools, training and other support needed to achieve assigned goals

Ø  Manage the IST in the timely and effective completion of assigned company campaigns (customer/distributor surveys, notifications, product launches, promotions, invitations, events, etc.)

Ø  Ensure the IST handles in-bound customer inquiries and other company leads in a timely and effective manner

Ø  Actively participate in SLT conference calls and meetings, providing market insights, best practices, and ideas to drive improved performance of the IST and to capitalize on synergies between field and inside sales teams

Ø  Ensure the ISEs accurately maintain customer and activity database using Salesforce.com and other systems

Ø  Review with ISEs on a regular basis relevant financial performance measures

Ø  Review & approve ISE pricing and free goods requests, in compliance with company policies

Ø  Review & approve ISE expense reports, in compliance with company policies

Ø  Using available budget, design and administer IST promotions and “spiff” programs designed to incentivize the IST to meet/exceed specific time-based performance targets

Ø  Collaborate with SSC and other departments to share best-practices and drive continuous improvement

Ø  Perform other duties and projects, as assigned

Ø  Comply with all company policies and procedures

PHYSICAL REQUIREMENTS:

Ø Work is typically performed in a normal office environment.

EDUCATION:

BA/BS required.  MBA or relevant business management experience preferred.

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