Inside Sales & Business Development Manager

Location

Gurnee, IL | United States

Job description

At Luxor, we create an innovative and forward thinking culture that our employees love, and our products reflect this. As a manufacturer of innovative workspace product solutions that are sold to the commercial, educational, industrial and other end markets, we are constantly developing functional products that are value priced. Under our Stand Up Desk Store brand, we create workspace furniture solutions that nurture a healthy and collaborative work environment.

Luxor Workspaces seeks an ambitious and energetic Inside Sales & Business Development Manager to meet or exceed Business Development and Quota goals, through leading, coaching, training and motivating a team of Inside Sales Reps As the driving force behind the team’s success, responsibilities include overseeing and actively managing performance, tracking sales results, including pipeline meetings, lead generation, goal achievement, and managing KPI metrics and sales activities through Salesforce. The manager is expected to be skilled with proven success in sales and business development, and will work in a “hands on” manner on larger deals directly while coaching team members. The role extends to contributing to the formulation of a robust sales strategy aligned with departmental goals. Essential participation in executing and effectively communicating these plans to the team is required. Monitoring industry trends, competitor products, and market conditions is essential to identify opportunities and challenges contributing to the ongoing success of sales initiatives.

ESSENTIAL DUTIES AND Responsibilities:

Functional Duties and Responsibilities:

• Meet or exceed sales quotas and Business Development (opportunity) goals set for self and team on a monthly and quarterly basis
• Drive team to successful execution on daily activities that drive successful achievement of Business Development and Revenue to meet or exceed targets for both new and existing customers
• Establish and maintain a team focus on the mission-critical need to meet or exceed sales quota and business development targets on a monthly basis; drive accountability and set expectation to succeed
• Generate and execute sales plans and strategies to create and close new opportunities and exceed sales goals

• Manage pipelines via Salesforce, objectives and KPIs
• Demonstrate leadership by coaching and training direct reports, championing company initiatives, and planning and leading team meetings
• Conduct regular rep 1 on 1s, evaluate needs to individuals and team, and make recommendations to ensure success
• Compile and utilize data to find trends, prospective target markets and plan sales strategy
• Provide active engagement and support to customers and reseller partners to drive increased Business Development and Sales.
• Travel on-site to customers, resellers and trade show locations as necessary to represent the Luxor Workspaces brand and drive Business Development and Sales success

Management Duties and Responsibilities:

• Leadership and Coaching: Coach and inspire entry-level sales team members to unlock their hunter instincts, surpass sales quotas, and achieve success
• Training and Feedback: Provide ongoing training, constructive feedback, and regular evaluations to enhance the skills and motivation of the sales team
• Prospecting and Qualifications: Focus on developing and refining prospecting and qualifying skills within the team, nurturing the sales pipeline through regular opportunity reviews and participating in call/presentation shadowing
• Market Research: Conduct thorough research to identify emerging markets, customer needs, industry trends, and potential targets for the sales team
• Utilization of Salesforce: Manage and track sales team activities efficiently using Salesforce to meet weekly KPI metrics
• Product Knowledge: Demonstrate a deep understanding of company products, stay informed about the competitive landscape, and contribute to the development of a strong value position
• Strategic Execution: Exhibit outstanding ability in executing business plans and contribute to the formulation of sales strategies
• Talent Acquisition and Development: Attract, hire, develop, and onboard high-performing individuals (A-players) across all roles within the Inside Sales team

OTHER DUTIES AND RESPONSIBILITIES :

• Source and provide market intelligence for product categories and customer segments that inform and improve sales success and future product strategies
• Responsible for revenue and growth of business development sales team across all industries
• Other duties and projects as assigned

SKILLS AND ABILITIES REQUIRED:

• Excellent organizational skills, proactive approach, and strategic mentality
• Coaching and continuous improvement mindset with commitment to holding teams accountable to meeting deadlines and exceed sales goals
• Curious approach with willingness to dive below the surface, understand root issue and utilize problem-solving skills to present mutually beneficial solutions for resolution both internally and to customers
• Passionate individual with the ability to motivate others while building rapport
• Exceptional written and verbal communication, presentation, and negotiation
• Commitment to utilizing CRM and ERP software and managing sales activities and KPI metrics, Salesforce preferred

EDUCATION AND EXPERIENCE REQUIRED:

• Bachelor’s Degree in business or related field
• 5 Years’ experience B2B selling (Reseller and distribution experience preferred)
• 5 years’ experience managing a minimum of five direct reports

Computer equipment and level of software requirements:

• Intermediate Office Suite (PowerPoint, Word, Excel)
• Outlook and Teams
• Experience using CRM (Salesforce strongly preferred) both as an individual contributor sales rep and as a sales leader managing a team of sales reps
• Experience using ERP systems (NetSuite preferred) to review sales orders, customer, pricing, sales, product data, etc.

Specific Knowledge, licenses, certifications REQUIRED:

• None

TRAINING REQUIREMENTS:

• None

PHYSICAL DEMANDS:

• Must be able to travel to tradeshows, customer and prospect locations occasionally
• Must be able to lift up to 30 pounds and assemble samples and tradeshow booths

PHYSICAL PROTECTIVE EQUIPMENT :

• None

WORK ENVIRONMENT :

• Hybrid office environment: currently set at two company-directed remote working days.

This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employee(s) will be required to follow any other

job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments.

To perform this job successfully, the incumbent(s) will possess the skills, aptitudes, and abilities to perform each duty proficiently. The requirements listed in this document are the essential levels of knowledge, skills, or abilities.

We are an equal opportunity employer and comply with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex, pregnancy status, age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment.

We comply with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law.

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