Job Summary
The Renewal Sales Leader will manage and drive the performance of a Renewal Specialists team. They will monitor service renewal sales & installed base management metrics, business KPIs, and sales initiatives overseeing the renewal sales process. They will collaborate with various professionals, NetApp customer’s and cross-functional teams, therefore, it’s essential that they have excellent communication skills and ability to facilitate a collaborative team environment. They should also be able to lead, motivate, and develop the sales team to achieve specific goals.
Ultimately, the Renewal Sales Leader should be able to build a high-performance sales team to ensure customer satisfaction, business success and increased retention rates. Manages a team of inside sales representatives who meet sales targets through telemarketing, direct mail, and web-based sales strategies and addressing customers inquiries.
Essential Functions
* Manage, coach and mentor the Renewal Specialists team
* Set and track sales targets for your team
* Provide sales coaching for customer value add discussions around renewals and NetApp’s support offerings
* Conduct regular 1:1 opportunity review with Renewal Specialists, developing deal strategy, prioritizing key accounts to maximize renewal bookings
* Suggest and implement improvements in the sales administration process to support team’s productivity and effectiveness
* Report on service renewal sales and installed base management metrics and suggest improvements and initiatives to detect upselling opportunity
* Prepare monthly, quarterly and annual sales forecasts
* Prepare quarterly business reviews with the sales leadership
* Liaise with the key business stakeholders to ensure alignment with the sales strategy and consistency across the board
* Engage with the channel partners and promote the value of NetApp service offering to meet mutual sales targets
* Coordinate department projects to meet deadlines
* Research and discover methods to increase customer engagement
* Ensure sales, finance and legal policies and procedures are met
* Build an open-communication environment for your team
* Encourage and track team’s education on the new technology, market trends, and partner programs
Requirements
* Proven work experience as a sales or inside sales manager preferably in retention or renewal sales
* Strong communication and presentation skills
* Hands on experience with CRM software and MS Excel
* In-depth understanding of the sales cycles and sales administration process
* Excellent interpersonal and team management skills
* Strong analytical and organizational skills
* Numerical abilities and problem-solving attitude
* Experience in people management and coaching, including remote management, is required
* Good understanding of the regions within EMEA, preferred regions Iberia, Middle East, Eastern Europe, LATAM.