Inside Sales Director

 •  WorldStrides Charlottesville, VA

Less than 5 years experience  •  Financial Services

Salary depends on experience
Posted on 11/25/17 by Benjamin Workman
Charlottesville, VA
Less than 5 years experience
Financial Services
Salary depends on experience
Posted on 11/25/17 by Benjamin Workman

WorldStrides - Charlottesville, VA

Title: Sales Director

Reports to: Vice President of Sales – OnStage

Music is our passion

Help pave the way for the next generation of student musicians. Each year thousands of band/orchestra/choir directors, including over 70,000 students, entrust WorldStrides OnStage to facilitate their music tours, spanning more than 100 unique events across the country. We take great pride in being the market-leader in student music tours, and even more importantly our mission is to be a partner in music education.

Objective:

The primary goal of a Sales Director it to lead a team of inside sales professionals in high performance selling and event planning of performance travel programs to high school and middle school music directors. This is accomplished by creating and promoting a functional, motivational team environment while driving a high level of success and serving as a resource, coach and trainer to the staff.

Principal Duties and Responsibilities:

  • Managing Sales
  • Devise strategies and techniques for achieving sales targets
  • Identify best practices, implement and monitor, track results *Sales Funnel and Forecast (Pipeline) Management
  • Set the targeted goals for sales team members on season, weekly, daily basis
  • Track performance of Key Performance Metrics in real time: progress against goals and results
  • Grow and nurture sales pipeline – Ensure individual and team funnels are on pace to achieve expected sales and revenue goals
  • Accurately forecast sales predictions: Trend analysis, usage of CRM and its tools, monitoring and result tracking * Cadence and Consistency
  • Consistent communication with sales team about what is expected of them and when it is expected
  • Maintain and follow regular standards and schedules throughout sales and management process
  • Coaching
  • Continual coaching and development of sales skill sets
  • Coach in the day – in the moment – Manage By Walking Around – Sit on sales floor
  • Implement role play situations/scenarios within targeted areas of the sales cycle
  • Consistent adherence to weekly 1-1 coaching sessions with team members
  • Plan and coordinate training programs, further enhancing the fundamental principles of selling and organizational best practices * Motivating Sales Team
  • Celebrate winning by making it fun while reinforcing correct behaviors and achieving the needed results
  • Maintain standards of consistency of fairness
  • Lead by example
  • Sales Rep Management
  • Implementation of a strategic, almost surgical approach to the sales process
  • Suspect and Prospect Identification - Make certain that reps are targeting and talking to the right people
  • Define priorities – What opportunities to pursue and how much time and effort to spend on each opportunity
  • Define time guidelines (time management) – Define, set and enforce guidelines for how sales reps spend money hours on a daily basis
  • Enforce OnStage sales process: Intro/Discovery/Value Prop/Product Pitch/Trial Close/Overcome Objections/Transition/Close/Post Sale Service and Follow-Up/Account Management
  • Closely monitor compliance – Ensure consistency in the execution of the sales process while protecting the integrity of the data captured so everyone has relevant data for good decision making * Leverage your salesexperience - Seek opportunities to insert oneself into the sales equation, helping to move prospects along in the sales cycle
  • Identify and acquire best talents – Recruit, hire and onboard new sales reps

Qualifications:

  • Minimum 3years of inside sales management experience, with demonstrated success in sales management, leadership and training in a results-oriented sales environment
  • Working knowledge of sales strategies and processes
  • Must have proven ability to hire, train, empower, motivate, and create a positive work environment
  • Effective oral and written communication skills are required, including through use of the phone
  • Proven success in operating to a budget
  • 4-yr degree or equivalent is required
  • Band, choir, or orchestra experience is a plus
  • Travel industry or K-12Educational experience is a plus
  • Overnight TravelRequired – 15%
  • Must be able to travel and drive an automobile.

Additional Responsibilities:

  • Plan, execute and manage team meetings to disseminate relevant information to team members
  • Attend all management meetings
  • Serve as backup for any team member who is out of the office
  • Assist sales staff in handling difficult accounts and situations as necessary
  • Additional responsibilities may be assigned
  • Seasonal travel in Springtime to host/assist Festival programs is required

Job Type: Full-time

Requirededucation:

  • Bachelor's

Requiredexperience:

  • Sales Strategy: 3years
  • Budget Operation: 3years
  • Hiring: 3years
  • Band, Choir, or Orchestra (preferred): 3years
  • Inside Sales Management: 3years
  • Sales Training: 3years
  • Travel Industry or K-12Educational (not required): 3years

Required license or certification:

  • Driver's License

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