Inside Sales Manager

Job Title: Sales Manager
Location: Perinthalmanna
Company: Duxbed

Job Description:
We are looking for a results-driven Sales Manager to lead our sales team. The ideal candidate will be responsible for meeting sales targets, developing sales strategies, managing client relationships, and mentoring team members.

Position Details

● Position Title: Sales Manager

● Reports To: CEO

● Departments: Business Development

Job Summary

The Sales Manager is responsible for leading the sales team to meet and exceed sales targets, developing and implementing strategic sales plans, and ensuring customer satisfaction. This role requires the Sales Manager to coach, guide, and support the sales team, providing a hands-on approach to drive individual and team success.

1. Sales Strategy and Planning

● Develop Sales Strategies: Collaborate with senior management to create sales strategies that align with the company's growth targets, focusing on revenue generation and market expansion.

● Set Sales Goals: Define and allocate monthly, quarterly, and annual sales targets for the team, ensuring individual objectives contribute to the company’s overall performance.

● Market Analysis: Conduct in-depth analysis of market trends, customer needs, and competitor activities to inform strategic decisions and adjust sales approaches as needed.

● Sales Forecasting: Use historical data and market insights to project sales outcomes, enabling the team to set realistic goals and plan accordingly.

2. Team Leadership and Performance Management

● Lead and Motivate Team: Foster a positive work environment by providing ongoing support, mentorship, and recognition to the sales team to boost motivation and morale.

● Performance Monitoring: Conduct regular one-on-one sessions to review team members' performance, setting individual targets and identifying opportunities for improvement.

● Provide Constructive Feedback: Offer detailed feedback to sales officers, acknowledging strengths and addressing weaknesses to guide professional development.

● Conflict Resolution: Address any interpersonal conflicts within the team, facilitating solutions that promote a collaborative work environment.

3. Sales Pipeline and CRM Management

● Pipeline Oversight: Monitor the sales pipeline to ensure leads are progressing efficiently through each stage, focusing on timely follow-ups and conversion.

● Lead Assignment: Assign leads to team members based on experience, skillset, and workload to optimise lead handling and maximise sales potential.

● CRM Data Analysis: Regularly review CRM data to assess pipeline health, identify conversion bottlenecks, and improve lead management processes.

● Pipeline Reporting: Generate reports on sales pipeline metrics, conversion rates, and other KPIs, sharing insights with senior management to inform strategic adjustments.

● CRM Pro Checks: Conduct spot checks and audits to ensure CRM data is accurate and updated by each team member.

4. Client Relationship Management

● Build Strong Client Relationships: Establish trust with key clients by understanding their needs and expectations, maintaining open communication, and offering ongoing support.

● Support Sales Team with Key Accounts: Step in to assist sales officers in managing important or complex client accounts, ensuring client satisfaction.

● Customer Feedback Collection: Conduct periodic feedback sessions with clients to gather insights on customer experience, helping to shape future sales efforts and improvements.

● Issue Resolution: Address and resolve client issues in a timely manner, collaborating with other departments if necessary to maintain client loyalty and satisfaction.

5. Individual Target Allocation & Monitoring

● Set monthly and quarterly individual sales targets based on experience, territory, and past performance.

● Clearly communicate individual goals and expectations to each team member.

● Track individual achievements daily and compile progress in monthly review sheets.

● Take corrective actions (training, coaching, or escalation) for consistent underperformance.

● Ensure fairness, data backing, and proper documentation of all target allocations.

● The Sales Manager shall also be assigned an individual sales target and must meet and report on it.

6. Sales Training and Development

● Identify Skill Gaps: Evaluate team members’ strengths and weaknesses to determine training needs and areas for professional growth.

● Coordinate Training Sessions: Work with the Business Development Manager (BDM) and HR to organise training on sales techniques, product knowledge, CRM usage, and other relevant skills.

● Provide On-the-Job Coaching: Offer real-time coaching during sales calls or meetings, providing immediate feedback to reinforce skills and improve performance.

● Professional Development Plans: Develop personalised growth plans for team members, setting clear, achievable goals to guide their career development.

7. Sales Reporting and Analysis

● Prepare Sales Reports: Create weekly, monthly, and quarterly reports tracking sales metrics such as lead conversion rates, revenue generation, and individual/team performance.

● Trend Analysis: Identify trends in sales data and market conditions to inform strategy adjustments and support decision-making.

● Management Presentations: Present key performance insights to senior management, highlighting achievements, areas for improvement, and recommendations for action.

● Forecasting Adjustments: Adjust sales forecasts and goals based on data analysis, ensuring targets remain realistic and reflective of current market conditions.

8. Collaboration with Marketing and Product Teams

● Align with Marketing Initiatives: Work closely with the marketing team to synchronise sales efforts with ongoing promotional campaigns, ensuring the sales team is informed and prepared.

● Feedback for Product Development: Relay insights from client interactions to the product team, suggesting improvements or new features based on customer needs.

● Joint Campaign Planning: Collaborate with marketing on initiatives like lead generation campaigns, ensuring alignment on messaging and target audiences.

● Cross-Functional Meetings: Attend regular meetings with marketing and product teams to share feedback, discuss challenges, and align on common goals.

9. Territory Management and Expansion

● Territory Allocation: Allocate sales territories and accounts to team members based on their experience and skills, optimising market coverage and efficiency.

● Develop Expansion Plans: Identify new markets or segments for potential expansion, working with the BDM to devise entry strategies.

● Competitor Monitoring: Stay updated on competitor activity within assigned territories, adapting sales approaches to maintain a competitive edge.

● Performance Tracking by Territory: Monitor performance metrics for each territory, identifying areas where additional support or strategy changes may be necessary.

10. Budget Management

● Monitor Department Budget: Track the sales department’s budget to ensure spending aligns with the company’s financial goals.

● Allocate Resources Wisely: Allocate resources for activities such as client meetings, training, and promotional expenses, focusing on optimising returns.

● Request Additional Resources if Needed: Identify and justify the need for additional budget or resources for high-potential opportunities or urgent requirements.

● Report Budget Utilisation: Regularly report budget utilisation to the BDM, offering suggestions for cost-effective alternatives or efficiency improvements.

11. Compliance and Process Improvement

● Enforce Compliance: Ensure the sales team adheres to company policies, ethical standards, and regulatory requirements in all sales activities.

● Standardise Sales Processes: Identify and implement best practices across the team to standardise sales processes, improving efficiency and consistency.

● Continuous Improvement: Regularly review sales processes, making recommendations for automation, CRM optimization, or workflow improvements to enhance productivity.

● Policy Communication: Keep the team informed about updates to policies or procedures, ensuring compliance and alignment with company standards.

12. Disciplinary Actions and Policy Enforcement

● Monitor Compliance: Keep track of attendance, punctuality, and adherence to company policies, identifying and addressing policy violations.

● Issue Explanation Letters: Enforce disciplinary actions for violations, such as issuing explanation letters for uninformed leave, frequent tardiness, and missed meetings.

● Collaborate with HR on Actions: Work closely with HR to ensure consistent enforcement of policies, upholding a fair and professional work environment.

● Maintain Records: Document all disciplinary actions and discussions, ensuring transparent records are maintained for future reference.

13. Conduct Sales Meetings and Briefings

● Daily Sales Meetings: Conduct daily briefings to review daily targets, address challenges, and communicate updates or company news.

● Weekly and Monthly Performance Reviews: Hold in-depth weekly and monthly meetings to evaluate team performance, identify challenges, and set upcoming goals.

● Agenda Preparation and Follow-Up: Prepare structured meeting agendas to ensure focus on key issues, documenting action items and tracking their progress in subsequent meetings.

● Encourage Team Communication: Foster open communication within the team, encouraging collaboration and feedback sharing to address common issues and build team cohesion.

14. Quotation Preparation and Verification

● Quotation Preparation: Prepare accurate and competitive quotations based on client requirements, product specifications, and pricing standards.

● Verification of Quotations: Review and verify all details in the quotation, including pricing, terms, and conditions, to ensure compliance with company guidelines.

● Send to BDM for Finalization: Once verified, submit the quotation to the Business Development Manager (BDM) for final review and approval, ensuring timely submission to clients.

15. Other Responsibilities

● Maintain all required sales records and documents.

● Ensure team compliance with documentation standards.

● Liaise with HR for onboarding and exit formalities for sales team members.

● Contribute actively to sales department initiatives and innovation.

16. KPI Monitoring & Performance Evaluation

● Define monthly and quarterly KPIs for each sales team member based on their role, experience, and territory.

● Maintain KPI tracking sheets for every team member, recording progress on a monthly basis.

● Submit KPI performance reports to HR on or before the 30th of each month.

● Conduct yearly performance evaluations based on cumulative monthly and quarterly KPIs.

● Use CRM reports, sales data, and lead tracking as core data points for KPI evaluation.

● Provide feedback and initiate development action plans for underperformance flagged through KPI trends.

● Maintain fairness and transparency by documenting all KPI evaluation criteria and scores.

Job Types: Full-time, Permanent

Pay: ₹25,000.00 - ₹50,000.00 per month

Experience:

• Inside sales: 3 years (Required)

Language:

• English (Preferred)

Work Location: In person