Sales Manager at ServiceSource
Sofia, BG

At ServiceSource, we strive to find and grow exceptional people like you.

Working at ServiceSource, you will be a part of an engaging, energetic, and entrepreneurial work environment while having the stability and influence of a nearly 20-year industry leader behind you.

ServiceSource is a place where you can GROW, both personally and professionally, while expanding your skills in sales, customer success and people management.

The Sales Manager is responsible for overseeing the management of team(s) supporting moderately complex accounts to drive the generation of revenue and business growth, lead a sales team(s), accountable for driving team performance through customer success motions (onboarding, adoption, health checks and voice of the customer) and/or revenue retention motions (product/ service contract renewals, extension, upsell and expansion). Serves an assigned territory/client with moderate variables in geography and/or customer complexity. Possess passion for sales, superior customer experience, capacity for quick thinking and immediate action, and ability to forecast sales outcomes. Responsible for driving the professional development of the sales team, including coaching, training, and continuous performance evaluation. Responsible for managing, building and developing the strategic client relationship through a balanced level of engagement with Sales Director and external facing client. Meets strategic needs and goals partnering with client stakeholder(s). Must possess ability to support and manage moderate level of variability and change.

Duties and Responsibilities:

  • Lead, develop and motivate the team(s) to achieve specific business targets and meet assigned performance targets weekly/monthly/quarterly, ensuring high customer satisfaction  
  • Provide accurate weekly, monthly and quarterly sales forecasting, execute all required customer success motions and ensure data recorded in the CRM is accurate and up-to-date  
  • Act as an enabler to remove both internal and external roadblocks and help team to resolve challenges in support of sales opportunities  
  • Monitor and drive team call time and productivity and conduct weekly performance reviews and weekly coaching sessions with all team members  
  • Analyze data, performance and customer experience trends to develop and implement strategic sales plays and best practice for client/specific territories  
  • Stay current on developments in client products/services and within the market and ensure the team is informed on the latest trends and market direction  
  • Act as a point of escalation for the client and respond in a timely manner to any issues § Maintain a balanced level of communication with Sales Director and external facing client to ensure strategic client relationship is fostered and developed
  • Effective client management having a clear view on account and how to maximize revenue as well as effectively communicating quarterly objectives to client  
  • Work closely with client contact on reporting and forecasting  
  •  Ensure team alignment to achieve operating plan targets, sales targets and client performance targets (CPTs)  
  • Work with internal functional resources and external partners to develop an effective coaching and training platform, targeted around customer success and revenue retention motions and skills, ensuring on-going development of the team  
  • Coordinate team incentives and SPIFs (Sales Performance Incentive Fund)
  • Ensure high level of professionalism during all interactions with team and client  
  • Effectively partner and build strong business relationships with both internal and external stakeholders to ensure customer expectations are met  
  • Collaborate with cross-functional teams and management to optimize sales processes, systems and achieve a superior customer experience
  • Lead team to effectively influence buying/renewal process to achieve greater client satisfaction

Qualifications:

  • Bachelor’s degree  
  • Minimum 3 years proven work experience in a sales leadership role (or similar)  
  • Consistent track record of success with a passion for exceptional customer experience and driving team results  
  • Must be well-versed in High Performance Selling methodologies  
  • Results-driven, analytically proficient, strategically minded with an operational outlook  
  • Excellent people management, leadership and coaching skills  
  • Strong record of developing and retaining high potential employees  
  • Experience in a fast-paced high-volume sales environment with tight deadlines in a dynamic working environment
  • Excellent listening and problem-solving skills    
  • Excellent verbal and written communication skills, both internally and externally  
  • Ability to maximize revenue through best practices    
  • Highly organized with the ability to handle multiple priorities  
  • Strong knowledge of MS Office programs  
  • Experience working with Salesforce.com or similar CRM preferred  
  • Demonstrated ability to prioritize and multi-task in a time-sensitive environment
  • Demonstrated ability to make timely and sound decisions; make decisions under conditions of uncertainty or limited data; evaluate short- and long-term consequences
  • Execute high level of independent judgement and critical thinking
  • Professional and polished demeanor 

Competencies:

  • Change Management – Developing
  • Resilience, Curiosity, & Adaptability - Competent
  • Integrity - Expert
  • Emotional Intelligence - Competent
  • Effective Communication - Competent
  • Lead Teams & Promote Cross-Functional Collaboration - Competent
  • Champion Diversity and Inclusion – Competent
  • Drive Performance – Competent
  • Develop Others - Competent
  • Critical Thinking - Competent
  • Customer Focus – Competent
  • Business Acumen - Developing
  • Financial Acumen – Developing

Supervisory Responsibility:

  • This position has supervisory responsibilities. 

Travel:

  • 0-25% travel

Work Environment:

  • This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, etc

Physical Demands:

  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.