EMEAI Inside Sales Team SupervisorVerified as a real position

Who we’re looking for

• Bachelor’s degree
• 3-5 years of experience in marketing, sales or customer service in a direct B2B industrial market
• At least 2 years of experience directly managing or executing inbound lead qualification and/or outbound call campaigns.
• Demonstrated success in lead generation or qualification programs using a metric-driven approach and a mindset of continuous improvement.
• Excellent interpersonal and collaboration skills. Proven ability to drive team performance through effective daily management and personal coaching.
• Passion and enthusiasm for driving change and continuous improvement.
• Proficiency in Excel and other analytical tools; ability to create and manage campaign target lists (build and concatenate) and analyze campaign results to identify key insights.
• Strong attention to detail, organizational and project management skills. Proven ability to multi-task and work in a fast-paced environment
• Clear communication, selling, presentation, and relationship leadership skills.
• Demonstrated ability to work both independently and cross functionally.

What you’ll do

• Manage the daily process for qualifying leads from inbound channels and executing outbound campaigns, including the prioritization of lead sources and team assignments to optimize customer experience, conversion rates, and team productivity.
• Lead a team of full-time employees and contractors. Assist in telemarketing vendor selection and vendor management as needed.
• Prepare materials and schedule onboarding training for new hires and vendors. Train the team to be experts on Kollmorgen motion solutions, our value proposition, and vectors of differentiation, and on Kollmorgen’s CRM system.
• Aggressively drive to complete and maintain accurate and robust CRM profiles of accounts, customers, and prospects to maximize opportunities for data-driven, relevant marketing.
• Mentor the team on how to make effective calls to improve lead to opportunity conversion using a “player / coach” approach that includes a minimum of 20% hands-on, active calling time.
• Be a champion of outbound calling. Provide specific, practical guidance on managing rebuttals and overcoming objections. Build and execute an ongoing series of “continuing education” trainings to support mastery across the team.
• Be the go-to expert when the team has questions or encounters complicated situations. Build connections between the appropriate sales, applications engineering, marketing, and other business partners when questions arise.
• Lead a structured team review of performance vs. key metrics from all inbound and outbound lead qualification activity at least 3 times per week. Ensure team is meeting expectations on call volume, speed of response, and target conversion rates. Proactively identify performance gaps and/or opportunities for continuous improvement (at campaign and individual team level) and lead team problem-solving and root cause/countermeasure identification activities.
• Conduct at least bi-weekly 1-on-1’s with team members that include a review of actual performance vs. target KPIs. Provide active coaching and mentoring to close gaps and drive continuous learning and improvement.
• Define and actively manage variable compensation plans.
• Provide regular reviews of all inbound and outbound activity in weekly and monthly forums with the EMEAI commercial team and Global Marketing teams. Specifically identifying referrals and early-stage opportunities for each region for sales feedback and optimization across all stages of the customer buying/selling journey.
• In collaboration with the EMEAI Marcom Manager, develop a monthly outbound call campaign calendar that supports monthly KPIs and both global and regional growth initiatives. Support the creation of campaign briefs, target contact lists, call guides, and training. Own the campaign pre-launch “go/no-go” readiness assessment. Regularly review the effectiveness of outbound campaign calls to decide whether to continue, modify or terminate the campaign based on its performance.
• Lead the creation, use, and ongoing improvement of Inside Sales standard work processes and documentation. Engage and share ideas with other Kollmorgen Inside Sales teams globally.

About the position

The EMEAI Inside Sales Team Supervisor is responsible for leading the team that engages directly with new and existing customers, with the goal of generating the volume and quality of sales-ready leads required to achieve company objectives for new business growth. The EMEAI Inside Sales Team Supervisor will manage the process of inbound lead qualification as well as execute a diverse portfolio of outbound call campaigns targeting strategic market segments, including robotics, medical, aerospace and defense, and other areas of factory automation. Campaigns will span a range of goals, from new contact identification and qualification, nurturing, new business prospecting and lead generation to retention. As the team lead, the supervisor will coach and mentor a group of Inside Sales specialists on effective calling, conversion, and productivity techniques; facilitate training; and foster the sharing of best practices with other global lead qualification teams. This role will lead the day-to-day performance evaluation and optimization of all inbound lead qualification and outbound campaign activity. This role will work in close partnership with the EMEAI sales, marketing, applications engineering and customer service teams, and the global marketing team.

Benefits

• Preferred Experience: 1-2 years of experience leading a team
• Preferred Experience: Experience with Salesforce and other standard B2B CRM and analytical tools
• Preferred Experience: Background in the industrial automation and, specifically, motion industry