The Inside Sales Manager (ISM) is responsible for the aesthetic dollar sales and expense goals across a designated Aesthetic business unit (ex: Facial portfolio, SKM portfolio, or Body Contouring portfolio) for an assigned geography/area. The ISM directly leads and manages a team of 8-10 Inside Sales representatives in the sales execution component of U.S. marketing plans, and creates execution plans across the product portfolio. The ISM actively participates in the selling process and demonstrates adaptability to multiple initiatives.
Provides leadership and direction for all team members within an assigned area. Responsible for recruiting, hiring, training, developing and performance management for the assigned area. Engages in coaching and counseling to develop Business Development Skills along a continuum from new hires to advanced Inside Sales representatives. Oversees development and succession planning to maximize results and ensure team development continuity. Directs Inside Sales representatives toward innovative selling strategies and approaches such as consultative selling, competitive product differentiation selling and value add selling.
Proactively develops and manages the Allergan Medical relationships with established and emerging injectors and practices within an assigned area. Facilitates resource allocation such as Allergan Medical Institute trainings, Marketing Promotions, Marketing tools/resources, etc. Develops a progressive development plan promoting new and emerging practices from low to small volume to higher volume/more productive accounts and transitions these accounts to the field for advanced business development support. Is the key point of contact to manage customer relationship issues and/or opportunities.
Demonstrates the ability to execute marketing plans across product portfolio. Understands and communicates the sales execution role within the marketing plan. Ability to understand the marketing team's role and provide appropriate feedback to plan implementation. Ability to articulate strategy among the management team and direct reports. Ability to understand how individual tactics support the overall strategic direction. Ability to understand multiple perspectives associated with key decisions. Understands and adheres to compliance and travel/expense policies.
Efficiently manages area resources including travel, expense and promotion budgets. Uses metric planning and assessment tools (SAP, Salesforce, Quota management tools, etc) to quantitatively manage the area. Ensures maximum ROI for use of corporate resources, injector training, consumer education, etc.
Unique to this role is:
- Collaboration required with the Field Management team to provide optimal sales support to field vacancies to maintain and grow top accounts.
- Training and development needs of new hires with less sales experience and knowledge of the aesthetic industry
- Leading and managing a team that is non-exempt status
Supervises between 6-9 Inside Sales representatives, with full responsibility for recruiting, interviewing, hiring, training, development, and coaching in a high flow-through sales position
Key Duties and Responsibilities % of time:
45%- Performance/Results: consistently attains or exceeds assigned sales, profitability, and sales growth while managing within guidelines. Provides appropriate strategic and tactical direction, evaluates progress and monitors the success of their sales team to ensure proper execution.
25%- Inside Sales Representative Development: manages the recruiting, hiring, and training process within their area. Oversees the ongoing development of Inside Sales representatives. Identifies talent and ensures strengths are maximized to ensure reps development is based on applicable career paths, to include the planning/implementation/managing of additional training and active experiences.
15%- Leadership: Ability to lead consistently through change and foster a healthy team culture. Understand team dynamics and individual team drivers to ensure team is highly motivated and engaged. Partner with Inside Sales Leadership peers to positively impact department culture.
10%- Collaboration: Work closely with Inside Sales leaders and Field leaders to achieve quarterly sales goals and create development opportunities for top talent. Participate in meetings with marketing, training, sales planning and analytics and customer operations to provide solutions to enhance profitability, increase operational efficiencies, and improve customer experiences
5%- VIP Account Development: identify new accounts with potential to be future KOLs. Partner with AGN Medical Institute team to train and develop speakers and product KOLs.