Position Summary: The Vice President of Inside Sales is a strategic and tactical leader tasked with building a high performing inside sales team. You will lead a transformational initiative designed to drive net revenue and growth across our direct mail, digital, and platform solutions. By leveraging your experience and knowledge of industry best practices, and collaborating with leadership of Revenue Operations, you will help define new processes and implement new systems to maximize performance through direct sales as well as appointment setting. This position will be an active participant in corporate planning, budget setting, and strategic direction, including product & services, markets, and channels.

Key Duties / Responsibilities:

• Establish roles, responsibilities, and accountability for the team as you transform the department from an appointment setting model to a hybrid model that includes direct selling
• Partner with Sales Enablement to develop training standards to improve employee acumen
• Develop and maintain process, metrics and reporting to drive operational excellence
• Refine and draft sales scripts and go to market messaging
• Partner with Marketing and Sales Operations to run effective lead nurturing campaigns to generate inbound opportunities
• Oversee inbound sales team for entire organization and improve key metrics, including lead to opportunity and opportunity to close
• Work closely with partners (finance, HR, sales operations, marketing) to continuously iterate all aspects of the model to drive operational efficiency and improve outcomes
• Develop and implement sales strategies, including script based selling and consultative selling
• Coach, lead and mentor staff, including:

o Hire and retain the right people that align with our culture

o Motivate and provide on-going direction

o Manage performance standards and expectations

o Conduct performance and compensation reviews

o Mentor employees in order to develop their skills and career path within the company

o Determine employee development and training plans

Education, Experience & Knowledge:

• Bachelor’s degree or equivalent experience
• Minimum of 10 years of B2B inside sales leadership experience, with at least 5 years focused on new business acquisition
• Experience managing sales teams with over $10M revenue is preferred
• Expert knowledge of CRM (Salesforce) and other sales technologies to improve productivity, with a proven track record of implementation
• An understanding of print and digital marketing landscape, as well as key trends and challenges facing local businesses is preferred
• A track-record of innovation, initiative, and ability to forecast headcount requirements to achieve future growth targets

Skills / Abilities:

• Effective decision-making ability and superior communication skills
• Accomplished at maximizing effectiveness of a team while growing headcount and revenue
• Superior client service orientation with the ability to work with clients at all levels
• Outstanding problem-solving ability
• Excellent organization and time management skills, meeting deadlines as required
• Ability to drive change, and utilize change management principles and processes to navigate the changing landscape
• Possess the characteristics to balance an entrepreneurial, fast-paced environment with a methodical, analytical, and systematic approach to work
• Detail oriented and ability to handle multiple priorities
• Ability to effectively lead, manage, and grow a partially remote/hybrid team

Leadership/Financial Responsibilities:

• Provide leadership and guidance to sales leaders and sellers as required
• Developing rules of engagement and partnering with other sales leaders to grow revenue through collaboration
• Manage cost center expenses, making fiscally responsible decisions

Travel:

• Limited; approximately 10% of the time.

Employees are responsible for supporting and complying with internal and external audits, to include providing information, performing assigned tasks to ensure compliance, and preparing and maintaining evidence that key duties identified as internal controls have been performed. All employees are responsible for supporting and complying with safety and security policies to promote a healthy working environment.

Clipper Magazine is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, non-disqualifying physical or mental disability, national origin, protected veteran status or any other characteristic protected by law. Applicants who have disabilities may request that accommodations be made in order to complete the selection process by contacting the Human Resources Department at Clp-hrteam@clippermagazine.com or at 717-569-5100.