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Univar Solutions · 1 day ago

Manager, Inside Sales

Dublin, OH

Full-time

Hybrid

Mid, Senior Level

3+ years exp

Univar Solutions is a leading global distributor of chemicals and ingredients essential to safety and health. The Manager, Inside Sales will lead a team of Inside Sales Account Managers, focusing on sales growth and profitability while providing training and support to enhance team performance.

ChemicalE-CommerceRetail

Responsibilities

Lead an established team near our global shared center in Dublin, OH (Primarily remote operation with 1 day per week in office for team meetings)

Evaluate Sales Account Manager (SAM) effectiveness and productivity through the tracking of account activity and sales and margin growth. Implement improvement plans as necessary

Assist in the hiring and training of new SAMs. Training includes defining expectations, sales process, sales techniques and product/industry knowledge

Conduct joint sales calls via all forms of electronic communication including telephone, Teams, or other video chat platforms with SAMs to provide first-hand coaching in the development of selling skills and to increase penetration of key accounts. Counsel and make recommendations to improve sales techniques and increase product knowledge

Perform a territory review with each SAM, ensuring territory plans and account growth plans are documented and updated

Implement, advocate, and utilize a CRM system. Use the CRM system as the primary business system to maintain customer profiles, contacts, work notes, and activity management. Ensure SAMs consistently and accurately utilize the CRM

Act as a liaison between sales support personnel, internal and external account representatives, operations, administrative services and SAMs to improve overall sales effectiveness and customer satisfaction. Ensures proper communication of customer product volume changes and specific service needs

Create and maintain sales territories and the assignment of accounts to maximize Sales Account Managers (SAM) productivity

Manage team profitability through margin management, product and service expansion, and expense control. Coach SAMs in identifying and utilizing market-based pricing strategies. Ensure regular reviews and updates occur

Maintain knowledge of products, services, competitive activities, and other general information of interest to customers and for team development

Collaborate with other internal business leaders to address sales team needs and customer growth targets

Travel Quarterly with Sales Account Manager to visit major customers and Univar Solutions Plant(s) and Support Operations in that area

Perform other related duties as required or requested

Qualification

Inside sales leadershipB2B sales experienceSalesforce.comFinancial managementMicrosoft Office SuiteTableauSAP / Business WarehouseCoaching skillsTeam buildingNegotiation skillsCommunication skillsDecision-making abilityRelationship building

Required

3+ years of inside sales leadership experience with consideration to exceptional candidate with 8+ years of inside sales experience and a record of performance

Highly developed selling, negotiation, financial management and organizational skills

Strong understanding of selling principles in a B2B environment

Strong leadership skills in coaching, motivation, and team building

Demonstrated ability to initiate and analyze complex situations or undefined issues to determine proper course of action

Ability to develop and grow strong relationships with key customer contacts, suppliers, and internal business partners

High level of decision-making ability balancing customer needs and company objectives

Demonstrated communication skills, including written, verbal, and executive level presentation skills

Skilled with Microsoft Office Suite, Salesforce.com, Tableau, SAP / Business Warehouse, or other