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The Inside Sales Manager’s role combines a mix of internal (90%) and external (10%), customer-facing, activities and communications. The Inside Sales Manager and AE work as a team to develop sales within the account and to identify new business opportunities. Key Result Areas: 1. Customer Management · Manage the day-to-day running of the account communicating regularly to gain up-to date account information · Monitor contract delivery and report progress against client goals keeping the customer and AE informed of the status · Project manage all campaign and custom solutions, liaising with various internal ABC groups and customer to deliver the best service · Conduct campaign optimization to create best reach and customer satisfaction · Coordinate, analyze and deliver start/mid/end campaign delivery reports · Deliver added value to the customer by conducting on-going and post campaign analysis, optimization, and making recommendations to client/AE for future campaigns · Build solid relationships within the account and act as point person for customer issues and concerns · Develop knowledge into the customers’/agencies businesses and their key clients · Work with the customer/agency to understand their campaign objectives, success metrics and reporting requirements · Resolve issues quickly and effectively adhering the issue resolution process · Create Insertion Order and deliver to customer (if relevant) · Advise Sales Coordinator of order revisions and track to deliver on order obligation · Manage at least one business project for the team and present updates monthly · Conduct quarterly COS meetings with client/agency; meet face to face as per COS agreement · Develop account plan outlining deal/campaign metrics, deal/campaign objectives, reporting requirements, challenges, strategy to hit goals and additional revenue opportunities, as well as tracking engagement · Sit on-site at key agencies/clients a minimum of once per month 2. Collaboration with Account Executive and Others · Schedule regular meeting with Account Executive(s) to update on account status, opportunities, issues and campaign · Collaborate with Account Executive(s) on proposals, packages, including preparation for client/agency meetings and participation where appropriate, for assigned account(s) · Assist AE in developing business within the account identifying opportunities to up-sell and grow the business · Work with the AE to devise retention strategies to build customer loyalty to ABC · Proactively share information about successful campaigns with colleagues within and across ABC markets · Work with marketing team to assist in local events for customers and agencies · Assist AE in developing (or drive where relevant) SWOT analysis for key clients/agencies · Communicate and enforce SLA ’s to clients and AEs · Partner with AE to clear Accounts Receivable 3. Continuous Professional Development · Keep up to date with technical and solutions information within ABC and the Industry to provide the best solutions for the customer · Seek feedback from a variety of sources to improve performance and develop capability and continuously evolve personal and professional capability in line with business needs · Develop career growth plans, regularly discussing with manager 4. Key Success Criteria · Deliver against all KPIs · Develop excellent customer/partner satisfaction whilst maximizing ABC yield · Create and maintain accurate and bespoke campaign report · Develop customer relationship and business through effective on-boarding, campaign management and analysis · Assist AE in achievement of revenue goal against defined customer base · Deliver all reporting and on-going measurement requirements on-time 5. Skills, Knowledge and Expertise · Manage multiple projects and priorities with attention to quality, detail and results · Plan, organize and co-ordinate activities so that targets and deadlines are met · Be a strong team player and facilitate the team process · Collaborate within and between groups internally and with the customer · Produce high impact reports and communications and track and measure the business value delivered by ABC campaigns · Interact effectively, on a personal basis, at all levels within the account · Communicate clearly and accurately verbally and in writing · Demonstrate high levels of customer focus · Work through decision gridlocks to get actions agreed · Analyse situations and problems and identify priority actions · Track and measure the business value delivered by ABC campaigns
3 comments on "Inside Sales Manager - KRA's"
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Commented by
Disha Taunk, Sales Support Executive, Cognizant Technology
| 10 07 2009 06:08:32 +0000
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Jagbir Singh, Senior Consultant, Ernst & Young
| 04 08 2009 11:22:28 +0000
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Anurag Mitra, Product Marketing Manager (Asia Pacific)
| 05 18 2008 08:21:17 +0000
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