Manager, Sales

Job Description
Amazing Career Moments Happen Here
Transforming the insurance industry is ambitious, we know. That's why at Applied, we're building a team that shows up every day ready to learn, willing to try new things, and driven to deliver innovative software and services that make us indispensable to our customers - all within a culture built on values that make us indispensable to each other too. With 40+ years of experience in the Insurtech game, we're not just redefining what's achievable, we're creating a place where amazing career moments are made possible.
Position Overview
Applied Systems, Inc., a worldwide leader in insurance technology, is currently searching for a Manager, Sales will be responsible for both revenue generation and protection through the guidance of the work of the full-cycle, quota-carrying, inside sales representatives on their team. This position will also maintain effective communications with the sales executives within the company to ensure proper sensitivity to the needs of the sales force. Manages assigned sales personnel through ongoing performance reviews, coaching and enablement activities. Will work closely with our customers to align Applied's products and services to help them achieve success. Inside Sales is a key and growing team of successful sales professionals expanding Applied's industry leading reach serving independent agencies across the globe.
What You'll Do

• Develop and execute strategic plans to ensure departmental sales quotas are attained via sales of the company's products and services.
• Forecasting: Accurately forecast annual, quarterly, and monthly sales revenue projections
• Talent Management: provide quarterly results assessments of the team's productivity and evaluates the effectiveness of ISRs and recommends necessary changes. (9-block)
• Conducts regular staff meetings, pipeline reviews, and ride-a-longs to maintain consistent coaching, feedback, and communication within the department.
• Assist ISRs with questions and issues arising during a sales process
• Assist in the sales of strategic accounts when assigned.
• Educate and hold staff accountable for execution of our Solution Selling techniques and tactics.
• Develop pro-active competitive strategies and ensure proper alignment around marketing campaigns, incentives, contests, etc.
• Develop and implement KPI reporting to manage the performance of the group and individuals via Salesforce, Level 11, spreadsheets, etc.
• Directly manage associates in the Inside Sales group. Carry out managerial responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training associates; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

What You'll Need to Succeed

• Consistently meeting monthly, quarterly, annual sales and pipeline targets based on both pipeline velocity and win % that will sustain quota achievement.
• Maintain a positive, professional image of the department including preparing and presenting presentations.
• Pursues a program of self-development through external self-study (reading, seminars, and participation in continuing education)
• Identify and communicate improvements in work processes (internal and external to sales teams)
• Ensure team adoption and use of Salesforce and other solution selling artifacts.
• Performs other duties as assigned by immediate supervisor or upper management.
• Meets department metrics on average of outbound calls, accounts engaged, and discovery conversations.
• Maintains expertise on company's products/services to effectively align to the business needs of our agency customers.
• Develop and deliver a quarterly business plan demonstrating that there is a firm grasp on the business and an understanding of key actions needed to meet/exceed sales numbers.
• Accurately forecast sales revenue on a monthly & quarterly basis
• Train new and existing staff on Applied's products and Solution Selling sales process via weekly team meetings, pipeline and big deal reviews, and live ride along sessions.
• Ensure 3-6 coaching sessions are completed on a quarterly basis with sales team.
• Complete quarterly rep scorecards, business reviews, and Performance Enablement reviews
• Responsible for recruiting to consistently maintain a full staff.

Your experience may include:

• Candidates must resside near our CHI, DFW or Lincoln Applied Systems offices
• Experience managing an inside sales team of 7-10 representatives.
• 3+ years of successful experience leading a quota carrying sales team.
• Sales development and training skills, specifically leveraging the Solution Selling sales methodology.
• Strong Communication (Oral & Written) skills.
• Excellent interpersonal skills
• High level of technical understanding of PC peripheral products and related technology
• Salesforce proficiency (CRM, reporting, forecasting, deal management)
• Proficiency in MS Office Suite including Excel, Word, and Power Point
• Bachelor's degree or equivalent work experience in the areas of Insurance and/or Technology

We know that talent comes from all backgrounds and experience levels. We encourage military members and their spouses as well as candidates without a degree or a background in tech to apply!
When You Join Team Applied, You Can Expect:
A culture that values who you are and recognizes that you aren't just an employee; you are a teammate, and you matter. We thrive on the benefits of our different experiences and celebrate the uniqueness our teammates bring to work with them every day.
We flex our time together, collaborating remotely and in-person to empower our teams to work in the ways that work best for them.
A comprehensive benefits and compensation package that centers our teammates and helps them to bring their best to work every day:

• Medical, Dental, and Vision Coverage
• Holiday and Vacation Time
• Health & Wellness Days
• A Bonus Day for Your Birthday

Our targeted starting base salary in the United States for this position ranges from $65,000 - $100,000. To determine a new team member's starting pay, we consider a variety of factors, including someone's depth, breadth, and variety of experience, skills, and responsibilities. Depending on the role, team members may also be eligible to participate in additional compensation plans such as bonus and commission.
Learn more about the people behind our products at https://www1.appliedsystems.com/en-us/about-us/jobs/
Your Security Matters:
Our candidates' personal information and online safety are top of mind for us. At Applied, we proactively protect your personal information and only communicate with candidates via a secure @appliedsystems.com email or through our official career's portal. Recruiters will never request payments, ask for financial account information or sensitive information like social security numbers.
EEO Statement
Applied Systems is proud to be an Equal Employment Opportunity Employer. Diversity and Inclusion is a business imperative and is a part of building our brand and reputation. At Applied, we don't discriminate, and we are committed to recruit, develop, retain, and promote regardless of race, religion, color, national origin, sexual orientation, gender identity, disability, age, veteran status, and other protected status as required by applicable law.
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