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Sales Manager

Department:	SX/Uprite Services
Location:	Houston, TX

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POSITION TITLE: Sales Manager / Business Development Manager

DEPARTMENT: Sales

% TIME IN OFFICE: 65% in office / 35% out of office

CLASSIFICATION: Salary, Exempt

REPORTS TO: President

WORK SCHEDULE: 8 a.m. � 5 p.m.

POSITION SUMMARY:

The Sales Manager / Business Development Manager (SM/BDM) is a hybrid position with both sales management and individual contributor responsibilities.

As Sales Manager, they are responsible for the overall success of our growth team, which comprises lead generation, prospect qualification and discovery, and monthly recurring revenue (MRR) from new clients. The Sales Manager will manage the day to day operations of lead identification, SDR lead generation, and BDM opportunity (deal) management.

As a BDM, they are responsible for new client acquisition of companies that do not have their own internal IT staff or seek a partner to co-manage their IT with internal IT staff, for their territory. The BDM guides prospects through Uprite�s business technology alignment process, our approach for qualifying, assessing, and proposing managed IT services. As BDM, they will generate leads through networking and cold outreach methods in addition to managing inbound leads generated by Uprite. The Business Development Manager is expected to meet or exceed targets for sales activity and monthly recurring revenue (MRR) from new clients.

The SM/BDM must represent us with the level of professionalism and expertise we are known for in the industry and embrace our way.

The section below summarizes the Essential Functions of the job:

% of Time

Essential Function:

Measured By:

Sales Management

Lead the growth team to win new clients for us.

Build and manage process for lead identification and Target Client Profile (TCP) qualification for new clients
Build and manage process for cold calling / opportunity qualification / first appointment setting
Build and manage process for opportunity discovery through proposal and closed sales for new clients

Coach and guide the growth team members toward individual and team success
Set goals and metrics to monitor and forecasting performance
Report objectives and status to Uprite executive team
Hire and on-board new growth team members

Revenue attainment to budget
Lead identification
Calling Activity
First Time Appointments
Proposals Presented
Win Rate
Team MRR Sales

Lead Generation � Networking

Identify leads that fit within our Target Client Profile (TCP) by:

Attend industry events and networking meetings including active engagement, i.e.: join a committee, be involved
Find presentation and sponsorship opportunities for Uprite
Establish a presence in both the local market and with LinkedIn connections by sharing content and positioning Uprite Services as a leading expert in Managed IT Services

1 TCP lead per networking meeting
2 to 4 first time appointments scheduled per month
Active participation in a at least one networking event each month

Lead Generation - Cold Calling / Outreach

Identify leads that fit within TCP (target client profile) and contact via:

LinkedIn outreach
HubSpot sequences (email)
Cold Calls

50 outreaches per week
1 TCP lead per week
2 first time appointments scheduled per month

Relationship Nurturing � Prospects

Nurture prospects that are not yet a qualified opportunity � not ready to buy:

Maintain relationship, contact with prospects through warm follow-up, extended collateral and thought pieces, engaging in LinkedIn posts, lunches, etc.

All activities logged in HubSpot
Adding contacts to campaigns / sequences

Once established a pipeline

Opportunity Management

Successfully manage sales opportunities from first appointment through contract
Manage inbound leads from website, paid lead generation efforts, etc.
Qualify opportunity using Qualification playbook
Gather opportunity information using Discovery playbook
Validate our understanding of needs, timeframes, budget, etc. with the prospect
Coordinate the Business Technical Assessment (BTA) with team and prospect
Gather requirements to prepare quote from business and technical assessment
Introduce and leverage Uprite leadership and service team as appropriate.
Steward the development of the proposal to ensure it is complete, accurate, and timely
Obtain executive sign-off prior to coordinating the prospect proposal meeting
Present proposal to the prospect, address questions, and revision to decision phase.
After signed proposal, schedule a kick-off and onboarding meeting with the team to ensure a smooth transition.

Adhere to established Playbooks
Deliver 1 proposal per week.
2 signed proposals per month.
Sales Target of $5,000 or more per month
CRM Management

Maintain ALL sales activity in real-time using our HubSpot CRM. This is critical to the success of this role. If something is not documented, then it did not happen.

Update all prospect and opportunity management activities in HubSpot.
Update all objectives (Rocks) in Small Improvements, our employee performance management system.
Update expenses weekly in JustWorks for reimbursement.
HubSpot activity accurate, complete, and timely � Daily
HubSpot pipeline information is accurate, complete, and timely - Daily

As Needed

Professional Development

To be successful in this role, you must become an expert explaining our offerings and services. This communication skill is critical to the position and is required to best serve our clients.

Master the sales playbook for us: value proposition, calling scripts, client personas, workflow, sales support systems.
Attend internal and external (vendor) training in the platforms we use with our clients to be considered an expert by our prospects and clients.
Schedule 1 day per quarter for training upskilling

Meetings

To facilitate communication, support and build relationship:

Lead weekly Sales Meetings
1:1 Meetings with staff (weekly)
1:1 Meeting with President (biweekly)
Executive L10 meeting (biweekly)
Prepare and attend each scheduled meeting

INTERACTIONS

Identify the types of interaction an incumbent in this position would have with other employees, departments, and organizations, both inside and outside the Company.

Type of Work Interaction (i.e., work with a coworker, work with the vendor)

Interaction Intent (i.e., report information, create RFQ, negotiate, answer questions)

President

1:1 meeting. Work together to build and refine our growth strategy. Seek direction and guidance. Review performance to budget. Provide sales forecast. Address issues, obstacles, and answer questions.

Leads

Call, email, meet in person � build relationships, provide information, answer questions, concerns, identify needs.

Finance Department

Work to develop quotes and proposals. Provide timely peer review feedback of proposals. Ensure client information is complete and accurate.

Technical Team / Onboarding Team

Coordinate to conduct Business Technology Assessment (BTA), Proposal, and Onboarding. Hold kick-off meeting, answer questions and concerns.

Growth team members

1:1 meetings. Set team vision and mission. Share performance vs targets. Hold team and individuals accountable to activities, budgets, and forecast. Address issues, obstacles, and answer questions. Provide coaching and deal strategy. Role play with growth team. Assist with sales calls and meetings.

JOB SPECIFICATIONS/ QUALIFICATIONS:

Education and Training

Bachelor�s Degree in Business, Sales, Technology or Operations

Experience

3+ years of outside sales experience required.
Experience selling to Small/Medium businesses in professional services, engineering, manufacturing, oil & gas preferred
Direct experience selling IT services, technology, and/or hardware preferred.

Skills & Abilities

Experience managing SDRs and BDMs in a wholistic lead generation and sales process.
Ability to articulate key business objections, and basic technical information to facilitate translating technical solutions to non-technical clients in a way they can fully understand.
Basic understanding of hardware and network systems.
Inherent curiosity out about client businesses, technology and best practices.
Demonstrated ability to build and maintain leads and sales pipelines.
Prospecting experience such as cold calling, social selling, networking and other activities to generate first meetings with new prospects
Demonstrable ability to identify and work directly with the C-suite and key executive sponsors.
Direct experience getting contracts signed against targeted metrics required.
Proficiency using a Sales CRM to log all activities (preferably HubSpot) and follow sales processes.
Strong presentation and closing skills.
Excellent verbal and written communication skills.
Team player, collaborative and willingness to learn with a positive attitude.
A network of contacts with small to medium size businesses preferred.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, or veteran's status.

Applicants with a disability or a disabled veteran may request a reasonable accommodation if he/she is unable or limited in his/her ability to access job openings or apply for a job on our website as a result of his/her disability. The applicant may request reasonable accommodations by contacting us at 317-661-1740.

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