SingleHop is seeking an experienced technology sales manager to lead our sales department into the future. This involves meeting specific sales goals, motivating the team, hiring, firing, assisting in deal making, helping with prospecting in addition to more general managerial duties such as scheduling. SingleHop Sales Department is structured into portfolios managed by Account Executives and Account Managers. As Sales Manager your responsibilities would include managing, monitoring and motivating our Account Executives and Account Managers, as well as setting schedules and handling various administrative tasks related to the operation of the sales department. Your tasks would include processing commissions, reviewing and approving deals, assisting in negotiations, pushing forward and motivating the teams to focus on initiatives such as new product training & upsells. In order to be successful as Sales Manager you will need to have a strong understanding of computer hardware, the web hosting industry and market, sales theory and principals, as well as possess strong negotiation skills.


Primary Objectives and Responsibilities:

- Increase amount of New Monthly Recurring Revenue (nMRR) added by the department every month over previous month
o Increase average revenue per server (ARPS) every month over the previous month
o Increase net managed services revenue as percentage of all new net monthly recurring revenue (nMRR). Note, nMRR is net of bad debt, past due customers, and non-payments.
o Focus on introduction and promotion of new products and services to client base. Work with Product Managers to introduce new products, with a set goal of adoption rate from existing customers, and an upsell rate for new clients.
o Hold monthly sales contests that involve specific products or specific goals
o Measure and increase Lead->Opportunity->Converted (LOC Rate) closure rates and report to management regularly about closure rates and ways we can improve them.
o Measure percentage of customers that can be upsold and work on ways to increase upselling of servers.
- Manage people effectively
o Set and enforce sales quotas based on the department sales quota
o Enforce the rules of the game
 No double dipping
 No discounting servers in order to get management commissions
 And other rules of the department.
o Establish CRM policy and procedures for use within the sales department
o Promote CRM usage and Solution Selling philosophies within the department
o Engage sales team on SH community forums, Web Hosting Talk and other influential industry forums
o Conduct one-on-one review with all Account Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account Executive s sales and activity performance on a weekly and monthly basis
- Know everything that is going on in your department
o Provide summary reports to management on weekly basis for each portfolio and each representative
 Provides timely reporting to senior management regarding performance.
Weekly sales summaries
Weekly portfolio growth summaries
Detailed reports on inventory needs
Measure demand for new products and submit reports to senior management on a weekly basis of customer demand
Measure closure rate, lead conversation rate and other key performance indicators and report to management regularly
o Provide on-going sales training for the sales department
o Provide on-going sales training for the tech and system administration department
o Facilitate technical sales training for sales department
o Review each and every deal made by the department for profitability and approve/decline the deal as needed
o Maintains accurate records of all pricings, sales, and activity reports submitted by Account Executives
o Personally involve yourself in large deals, including the review and conduction of proposals for RFP responses as needed to assist Account Executives
- Customer service
o Assists Account Managers in management of customer accounts on an on-going basis
o Assists Account Managers and Account Executives to up sell existing clients additional services and products
o Work with lead Account Manager to ensure timely collection of payments by customers in all portfolios
o Maintains contact with VIP and other clients to ensure high levels of client satisfaction
- Administrative tasks
o Assist in the process commissions and portfolio grading timely every month to senior management for submission to payroll
o Perform manual spot checking and commission processing reports
 Process this month s commission
 Re-process last month and month-before commissions and claw back as needed
 Review and standardize commission process
- Growth related tasks
o Must have experience with Solution Selling techniques
o Must have experience public speaking at trade shows and captive audiences
o Must understand and recognize the benefits and techniques used for upselling