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Posted January 19th

Director, Inside Sales - West Region

Wilsonville, Oregon


Southern Glazer's Wine & Spirits logo

Employer

Southern Glazer's Wine & Spirits

Industry

Distributor

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Posted January 19th

Director, Inside Sales - West Region

Wilsonville, Oregon

What You Need To Know

Overview

Develop inside sales capabilities and consistently outperform in the execution of its sales strategy. Implements and embeds corporate-wide processes, procedures, talent management (recruiting, screening/interviewing, and onboarding), training and adoption of technology and tools.

Primary Responsibilities

Align the direction of sales execution domestically with Inside Sales Model

· Set and clarify the sales execution goals of the Inside Sales team

· Collaborate with trade development on supplier goals and ensure all goals are communicated to all Inside Sales teams with notice

· Diagnose and redesign sales and sales support processes to better serve Inside Sales customers as part of the state’s broader commercial context

· Drive, monitor, and ensure the integrity of the account migration process from Inside to Outside sales and vice versa

· Sell and promote the purpose, vision, values, and benefits of Inside Sales both internal and externally

· Develop and maintain a positive team sales culture, focused on the intrinsic motivation of purpose, autonomy, and mastery

· Maintain and manage the Inside Sales budget

· The measure, solve and propose solutions for all sales and delivery issues of relevance to Inside Sales

· Analyze the Inside Sales business to understand execution and ongoing insight and improvement better

· Collaborate actively with the National inside Sales Team on continuous improvement

· Collaborate actively with the National inside Sales Team on recruiting and selecting Inside Sales Managers and Inside Sales Consultants

· Explain and clarify job expectations for all Inside Sales personnel in alignment with the National Model

· Motivate and develop both Inside Sales Managers and Inside Sales Consultants through transparent, structured coaching and feedback (e.g., varied coaching skillset, feedback tool adoption)

· Diagnose and continuously improve sales efficiency and effectiveness within the solution selling model

· Drive local adoption of all Inside Sales tools and technology innovation by modeling behaviors, determining development needs, and coordinating the right resources to meet those needs

· Collaborate with National Team on continuous product and brand education

· Oversee and support the day-to-day execution of sales and sales support for Inside Sales, including functioning as the highest point of elevation for conflict resolution within Inside Sales teams

· Build teamwork within Inside Sales by communicating information, ensuring understanding, involving others in team decisions, and demonstrating/modeling personal commitment to the function and Model

· Act as a role model for all Inside Sales values (performance-based, workplace-based and ethical values)

· Demonstrate an enormous passion for the beverage industry, its customers and trends

· Show an unparalleled dedication to sales performance and continuous improvement

· Perform other duties as assigned

Additional Primary Responsibilities

Minimum Qualifications

Bachelor’s degree in Hospitality, Marketing, Business Management, or related discipline

· Seven years of high-level Sales experience

 

Preferred Qualifications

· Demonstrates a high level of proficiency in conflict management and conflict resolution, including an adaptive approach to conflict

· Possess a solution-selling mindset. Experience with solution-selling best practices (e.g., Wilson Learning, Sandler Institute) a plus

· Knowledge building outstanding relationships with a high degree of responsiveness and integrity

· Knowledge/proficient computer skills, including MS Office Suite, and experience with Salesforce.com systems

· Experience in managerial change management a plus

· Communicate clearly and persuasively by using active listening skills, data, presentation skills, PowerPoint deck writing skills, and an overall structured persuasive approach

· Analytical skills to understand the business model and how financial performance relates to and impacts the team

· Experience managing conflict and multiple stakeholder concerns a plus

· Strong organizational and prioritization skills required

· Excellent listening, communication, and presentation skills, both verbal and written

· Ability to rigorously maintain commercial process integrity

· Ability to interface and dialogue with senior management required

· Ability to work independently with little supervision

· Must be able to multi-task and work in a high energy, fast-paced sales environment that is goal/quota driven

· Ability to listen, adapt and speak credibly to customers for maximum customer retention and growth impact

Physical Demands

Location
Wilsonville, Oregon