Inside Sales Manager

About Ergotron:

Ergotron, Inc. is a global leader in designing ergonomic solutions that connect people and technology to enhance human performance, health, and happiness. Using the Technology of Movement™, Ergotron builds products and custom solutions that help people feel, fuel, and enjoy a new sense of energy in healthcare and workspace settings. 

Through its 40 plus-year history, Ergotron has led the industry with innovative, professional-grade products and customer-obsessed service. The company has earned more than 200 patents and established a growing portfolio of award-winning brands including WorkFit® and CareFit™, and patented Constant Force™ and LiFeKinnex™ technologies. Ergotron is headquartered in St. Paul, Minnesota, with a presence in North America, Europe, and Asia Pacific. For more information, please visit www.ergotron.com.

SUMMARY

The Inside Sales Manager (ISM) is primarily responsible for executing a sales strategy within their assigned region focused on revenue growth with assigned accounts, including a mix of current and prospective IT resellers, furniture dealers & end user customers. The ISM is expected to lead management of existing assigned resellers, generation of new business through lead qualification and development and closing opportunities. The ISM will collaborate with their assigned region RSM consistently to ensure accounts are provided an exceptional experience with Ergotron.

MINIMUM REQUIREMENTS

Education

• BS/BA degree in Business, Marketing or other related field preferred

Experience

• 2-6 years selling in a B2B environment, with a responsibility for account management, self-generated leads, and regional/account management
• Strong knowledge and experience in the IT Channel required, with ability to understand intricacies of partner & client needs 
• Demonstrated strong knowledge of IT equipment and their utilization within assigned industries
• Prospecting at multiple levels within an organization, identifying the decision makers, displacing an incumbent or competitor, and servicing the territory’s installed base
• Demonstrated proficiency in sales funnel management via Salesforce  

Certifications

• Sales methodology certification, such as Sandler, Miller Heiman, or other nationally recognized sales method, preferred
• CompTIA or CTS certification preferred

Knowledge and Skills

• MS Office Suite proficiency with ability to develop client-ready presentations in PowerPoint and conduct basic database tasks in Excel
• Salesforce.com experience preferred
• Valid driver’s license required
• Prior CRM experience required

RESPONSIBILITIES / ACCOUNTABILITIES

Responsibility / Accountability Categories

Account Planning / Selling

• Required to meet or exceed sales target on a yearly basis
• Collaborate on region focus with RSMs
• Remotely manage & sell to target accounts within assigned region covering Commercial, Education & Government verticals
• Researches assigned accounts, identifying opportunities for new revenue, expanding revenue, product offerings, cross-sell and upsell 
• Lead end-to-end sales process from lead generation to fulfilment and renewal for assigned accounts remotely & in person when required
• Build expertise in Ergotron value proposition and products to implement a seamless purchasing experience
• Manage activities in salesforce and other tools for communication, opportunity management and documentation
• Maximize coverage within assigned target accounts with consistent partner & end-customer touchpoints 
• Own & partner with local resellers & reseller reps to build rapport and provide Ergotron product expertise; enable collaboration on opportunities
• Coordinate with leadership and marketing to create relevant marketing materials/content for effective sales facilitations
• Engage other sellers on accounts/opportunities within and across Ergotron verticals, enhancing overall team performance

Administrative

• Salesforce.com lead and opportunity management, aligned with Company process and policies
• Responsible for building and maintaining reseller information and managing opportunities in Salesforce.com
• Expenses, trainings, documentation aligned with Company policy

Travel

• Time traveling to customers, industry events and Ergotron team collaboration opportunities 

PERFORMANCE CRITERIA

Account Planning

• Manage plans to further penetrate and cultivate new business
• Enhance plans to grow current account sales 
• Sales pipeline management as it relates to account set

Sales Targets

• Achieve sales growth targets and develop sales into the specific assigned accounts
• Expand pipeline of opportunities to achieve effective conversion rates

CORE COMPETENCIES

Competency Name

Competency Definition

Ensures Accountability

• Holding self and others accountable to meet commitments.

Decision Quality

• Making good and timely decisions that keep the organization moving forward.

Plans & Aligns

• Planning and prioritizing work to meet commitments aligned with organizational goals

Collaborates

• Building partnerships and working collaboratively with others to meet shared objectives.

Communicates Effectively

• Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.

Drives Engagement

• Creating a climate where people are motivated to do their best to help the organization achieve its objectives.

Manages Ambiguity

• Operating effectively, even when things are not certain, or the way forward is not clear.

Develops Talent

• Developing people and self both to meet career goals and the organization’s goals.

Customer Focus

• Building strong customer relationships and delivering customer-centric solutions.

ERGOTRON CORE VALUES

Innovation

• Unearth insights to think anew.

Continuous Improvement

• Always design a better experience.

Customer Obsessed

• Our reputation rests with our customer’s experience.

Integrity

• Do the right thing. Treat others with respect.

Openness

• Open to ideas and feedback. Act with transparency. Trust one another.

Ownership

• Own your role and act when ownership is needed.

ERGOTRON BENEFITS

• Ergotron is committed to moving you forward with leading benefits and reward programs. Beyond a fast-paced, innovative work environment, we offer a comprehensive and competitive pay and benefits package, including but not limited to; medical, dental, vision, life, disability, tuition reimbursement, 401k with match, and an Employee Assistance Program (EAP). 
• We work hard and we recharge. With five weeks of Paid Time Off (PTO), eleven paid holidays and summer hours our employees have ample time throughout the year to spend with family and friends, traveling or relaxing.
• We are proud to support our employees and their growing families by offering ten weeks of paid maternity leave, four weeks of paid paternity leave, and three days of paid grandparents leave.
• Both our newest and our most tenured employees are formally recognized. Our career milestones program ensures that our new team members feel welcome and rewards employees at five years, ten years, fifteen years and beyond.