Job Description
Job Description
The Director, Inside Sales is responsible for developing, leading, and scaling a high-performing inside sales organization and driving program efforts of Mac’s Insider customer segment. This role combines direct people management with ownership and execution of sales strategy, process optimization, and execution against growth and margin objectives. The Director partners closely with Commercial leadership, marketing, and operations to ensure alignment with broader commercial strategy and customer experience goals while transforming inside activity from transactional support to a disciplined, metrics-driven commercial organization. (This is meant to be a guide. Duties may vary dependent upon management.)
Essential Position Functions:
- Define and execute the inside sales vision, operating model, modern sales methodology, and growth strategy
- Establish clear role definitions, career paths, and performance expectations while building a culture of accountability, continuous improvement, and customer-centricity
- Lead, coach, and develop an inside sales team to achieve and exceed sales, margin, and productivity targets
- Establish clear performance expectations, KPIs, and accountability frameworks with an emphasis on solving customer problems, not just selling products and services
- Implement disciplined sales management rhythms to drive performance and consistency via best practices, playbooks, and methodology
- Develop and manage sales and marketing calendar, including key promotions, marketing campaigns, and customer retention processes
- Drive organic revenue and profit growth through proactive account management, upsell, cross-sell, and retention strategies
- Analyze sales performance data to identify trends, risks, growth opportunities, and share-of-wallet expansion indicators
- Partner with HR and Sales Administration to build scalable learning and certification programs and develop curriculum for continuous improvement and education of Insider team
- Work with Operations and Customer Success to ensure seamless order execution and customer satisfaction while balancing risk and cash objectives
- Gather customer feedback and present to line and group leadership to assist Mac in refining product offering and service strategies
- Build relationships with cross-departmental leaders and customers to address and resolve post-sale customer issues and disputes.
- Identify opportunities to improve efficiency through tools, automation, targeting, and workflow enhancements
- Prepare and present regular performance reports, insights, and recommendations to leadership
- Other duties as assigned.
This job description is intended to describe the general nature, complexity, and level of work to be performed by employees assigned to this position and is not to be construed as an exhaustive list of responsibilities, duties and/or skills required. It does not prescribe or restrict the work that may be assigned. Furthermore, this does not establish a contract for employment and is subject to change at the discretion of the company.
Education and/or Experience:
- Bachelors degree in business, marketing, or a related field, or equivalent experience
- 10+ years of sales experience, with at least 5 years in a sales leadership or hybrid sales management role
- Experience or working knowledge of Challenger Sales Methodology
- Proven success in scaling inside sales organizations in a B2B environment
- Merchant distribution experience preferred.
- Proven track record of managing teams to achieve revenue and margin targets
- Excellent people and relationship skills.
- Proven attention to detail.
- Experience using ERP, CRM, service management, and contact center technologies, and sales performance tools
- Ability to multitask and prioritize workload.
- Must have intermediate Microsoft Office (Word, Excel, Outlook) skills.
- Must be able to efficiently use a Windows-based computer.
- Ability to prioritize and complete assignments accurately and in a timely manner.
- Able to effectively handle multiple priorities with a strong attention to detail in a fast-paced environment.
- Strong interpersonal, organizational, oral and written communications skills.
- Must be able to read and communicate in English, for safe and effective performance of the job and business operations.
- Must be able to work alone, and with a team.
- Must be able to pass a drug screen and criminal background check.
Work Environment:
The physical and mental demands described here are representative of those that must be met by employees to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Physical Demands
- Regularly required to walk and stand continuously for long periods of time.
- Talk or hear, both in person and by telephone.
- Reach with hands and arms.
- Specific vision requirements include close vision, distance vision and the ability to adjust focus.
- Lift up to 25 lbs.
Mental Demands
- Regularly required to use written and oral communication skills.
- Will interact regularly with managers and staff.
- Must be able to work independently with little supervision.
Work Environment
- Employee works under typical office conditions, and the noise level is usually quiet.