Mission
As the Director of Lead Management at KLRE, you’re going to hire and develop high-performing sales professionals who consistently meet and exceed targets. You are passionate about the customer experience and will create an environment where that is a priority. You’re good at setting and achieving goals, and you help others do the same. You’re skilled at building teams. You love applying solid processes, and refining bad ones. You measure results. You’re curious to uncover the diverse strengths of an individual, and you coach them to win utilizing encouragement, direction, and accountability where appropriate. You know how to hold high-impact 1-on-1s, and you help salespeople become their best selves while delivering results. You love the high energy environment of a call center atmosphere and thrive in role playing activities and you're accountable for your team’s results.
Outcomes
- Lead Sales People
- Lead weekly 1:1’s with Lead Managers focusing around 1) KPI & Scorecard reviews and 2) strategy & development
- Meet sales targets while considering business objectives and other key performance indicators of a healthy sales team - like revenue-producing activities.
- Help create an amazing sales culture and provide leadership to sales people in a manner that fosters a culture of accountability, professional development, high-performance, and ethical behavior.
- Ensure each Lead Manager is meeting/exceeding minimum activity expectations for the Lead Manager role.
- Ensure each Lead Manager is meeting/exceeding minimum quota expectations for Lead Manager role.
- Review qualitative metrics and ratios for Lead Managers including call center dashboards and metrics, Pipeline metrics, Activities to Apt Set, Apt Met, Follow up on Nurture Activities, etc...
- Track and monitor inbound leads per rep to ensure efficiency of leads.
- Daily and hourly check-ins with reps.
- Lead with a live coaching style of development.
- Work with the Leadership Team to build an effective sales team, including sales roles and scorecards. Additionally, support sales org change initiatives by championing change initiatives and helping to remove obstacles impeding constructive organizational change.
- Ensure adherence to sales org Rules of Engagement and monitor critical performance measures for the team to identify successes, failures, and opportunities for improvement. Ensure an equitable and productive sales environment, and that salespeople are held accountable for assigned results.
- Lead learning and development initiatives impacting the sales team. Understand learning and development objectives essential to the sales organization’s success and ensure the effective delivery of training and development programs.
- Ensure the adoption and optimization of the sales toolstack.
- Measure and ensure the accuracy and timeliness of reporting critical to the success of the team, including accurate documentation and recordkeeping in tools like Salesforce.
- Business Development Strategy and Execution
- Participate in weekly Sales Leadership meetings and lead all areas related to the Customer Success Team.
- Lead and participate in collaboration efforts with Marketing and Sales Teams.
- Create and lead strategies with Marketing for Target, Prospect and Companies within ICP. Track and report on outbound Lead Manager efforts.
- Lead daily standup meetings with Lead Managers to ensure accountability on key metrics.
- Responsible for creating Lead Manager activity plans by Rep and Team, and working with the team to meet/exceed plan.
- Develop and adapt Customer Success of Outbound, Inbound, specific sequences for email, phone, and text. Review and report on effectiveness of reps efforts and sequences.
- Onboarding & Training of Lead Managers
- Lead new Lead Manager candidates through the interview process and hiring decisions.
- Lead onboarding of new Lead Managers during ramp period, and ongoing training and development throughout their tenure as a Lead Manager.
- Coach and train Lead Manager process. To include objections handling, role playing, and call review.
- Facilitate Lead Manager training twice per week.
- Create a Lead Manager training schedule for topics, areas to focus on, facilitation and guests.
- Identify and build around A-Players within the Lead Manager Team. Mentor and develop future leaders within the Lead Manager and Sales org.
Competencies
- Ability to hire A Players - Sources, selects, and sells A Players to join a company
- Ability to develop people - Coaches people in their current roles to improve performance, and prepares them for future roles
- Persistence - Demonstrates tenacity and willingness to go the distance to get something done.
- Calm under pressure - Maintains stable performance when under heavy pressure or stress.
- Enthusiasm - Exhibits passion and excitement over work. Has a can-do attitude.
- Analytical skills - Able to structure and process qualitative or quantitative data and draw insightful conclusions from it. Exhibits a probing mind and achieves penetrating insights
- Flexibility/adaptability - Adjusts quickly to changing priorities and conditions. Copes effectively with complexity and change
- Communication - Speaks and writes clearly and articulately without being overly verbose or talkative. Maintains this standard in all forms of written communication, including email.
- Teamwork - Reaches out to peers and cooperates with leaders to establish an overall collaborative working relationship.
- High standards - Expects personal performance and team performance to be nothing short of the best
Core Values for the Role
Excellence: Pursue the highest standards in sales strategies, client service, and team development.
Innovation: Foster a culture of continuous improvement and openness to new sales methods and tools.
Teamwork: Prioritize collaboration and collective success over individual accolades.
Accountability: Take ownership of both team successes and areas needing improvement, always seeking growth.
Job Type: Full-time
Pay: From $75,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Disability insurance
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Vision insurance
Ability to Commute:
- Roseville, MN 55113 (Required)
Ability to Relocate:
- Roseville, MN 55113: Relocate before starting work (Required)
Work Location: In person