Manager, Inside Sales, Customer Development Associate

Job Location(s) US-PA-Royersford
Requisition #
2017-16588
Category
Sales
Type
Full-Time
Work From Home (Virtual)
No

Overview

Founded in 1951, Iron Mountain Incorporated (NYSE: IRM) is the global leader in storage and information management services. Iron Mountain is committed to storing, managing and transforming what our customers value most, from paper records to data to priceless works of art and culture. Providing a full suite of solutions – records and information management, data management, digital solutions, data centers and secure destruction – Iron Mountain enables organizations to lower storage costs, comply with regulations, recover from disaster, and protect their data and assets from a complex world. Visit the company website at www.ironmountain.com for more information.
 
Iron Mountain enables 94% of the Fortune 1000 to smartly and securely manage their physical and digital information assets. With unmatched innovation and collaboration, our teams create information management solutions for our customers’ data, no matter what format, location or lifecycle stage it’s in and no matter where it’s kept. We are more than 17,000 people strong and growing. We’ve been a trusted records management leader since 1951.
 
Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.

Responsibilities

This position provides leadership to their team, responsible for understanding our Hard Copy, Shredding and Data Protection service lines. The Manager drives performance by effectively managing the team toward meeting and/or exceeding monthly objectives.

  • Manage and provide leadership to your Inside Sales team focusing on individual sales productivity and meeting established Revenue quotas, goals and objectives. 
  • Be accountable for quota achievement on a daily, weekly, and monthly basis
  • Manage/create sales dashboards to meet/achieve sales quotas
  • Floor and silent monitor calls and provide written/verbal coaching and mentoring on a daily basis
  • Communicate with the key Sales constituents (Sales VPs, Managers, Reps and MarCom managers) on a regular basis
  • Collect data, analyze information, and provide feedback to Inside Sales Reps to increase performance, skill sets, and overall productivity
  • Manage weekly team meetings and facilitate team activities
  • Identify/manage to strengths and weaknesses of Inside Sales Reps
  • Motivate Inside Sales Reps according to their individual motivational factors
  • Effectively communicate and role model effective sales tactics, strategies, and closing skills
  • Earn the respect of the Inside Sales Reps
  • Handle multiple tasks in fast paced environment
  • Administrative/Commission Tasks
  • Manage marketing and sales campaigns on the Inside Sales Rep level and report
  • Prepare reports for Director
  • Prepare Monthly Sales Commissions in a timely fashion
  • Ensure that TeleSales territories are properly assigned in IMpact
  • Perform on time annual performance appraisals for all sales personnel and administer performance improvement plans for sales personnel with less than acceptable performance
  • Understand and maintain current knowledge on the company's products, services, features, benefits and applications for Iron Mountain's services and systems
  • Keep informed on competitive services, promotional matter, sales techniques, pricing and marketing policies
  • Utilize resources and perform research to determine sales patterns and strategies

Qualifications

  • Minimum of five years of direct sales management experience in the services based industry or equivalent
  • Experience developing effective business relationships with all levels of internal and external client management
  • Must possess, strong oral, written, presentation, and interpersonal skills and possess characteristics that demonstrate ethical professionalism, assertiveness as a "doer", always "selling", adapts quickly to change, and as a catalyst influencing others
  • Must be able to organize and manage sales campaigns that may include various cross functional support from operations and/or marketing
  • Internet (prospecting / research)
  • IMpact/Siebel or comparable sales force automation tool
  • Outlook (email / calendar / tasks)
  • PowerPoint (presentation development)
  • Enterprise IT infrastructure / application knowledge
  • Writing skills
  • Prospect / qualification process
  • Ability to present to senior level management
  • Development of networking partners
  • Phone skills
  • Negotiation skills
  • Proposal development
  • Account / relationship management
  • Proven ability to close (history of exceeding quota)
  • Effective Questioning techniques
  • Proficient with oral and written communication
  • Goal setting (career / personal)
  • Responsive to internal customer (Sales/Marketing) needs
  • Effective communicator
  • Successful adapting to change
  • Attention to detail (both oral and written)
  • Organized though process to sales strategy
  • Administrative organization (record keeping, reports)
  • Demonstrates professionalism
  • Team selling approach
  • Effective time & prioritization management
  • Industry and or company knowledge
  • Practical use of Sandler or comparable sales process
  • Ability to build cross divisional sales strategies
  • Sells beyond product / service to offering solutions
  • Knowledge of the SMB segment
  • Ability to demonstrate creative thinking
  • Ability to present to small and large groups
  • 10% Travel focused on training, and meetings
  • The ideal applicant will have current experience in Inside Sales

Compliance Obligations:

 

It is the responsibility of every Iron Mountain employee:

  • to comply with all applicable laws, rules, regulations, and company policies
  • to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct 
  • to complete required training within the allotted time frame