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Sales Productivity Manager

POSITION OVERVIEW
This Sales Productivity Manager opportunity is a critical component of the EMC Inside Sales career development program. This program is focused on early-career stage sales professionals by providing a unique training and experiential opportunity designed to advance the next generation of Sales Leaders at EMC.

The Sales Productivity Manager will play a critical role in creating and implementing more efficient methodologies, processes, and tools, as well as by better preparing the Inside Sales personnel for their next roles within Inside Sales or within EMC in general. The Sales Productivity Manager will report to the Director of Sales Strategic Planning and will be tasked with responsibilities to the five functional groups (Sales Associates, Commercial Inside Sales, Enterprise Inside Sales, Backup Recovery Systems (BRS) Inside Sales, and Contract Renewals).

PRINCIPAL DUTIES AND RESPONSIBILITIES
- Manage the Productivity Team, comprised of 8 individuals in Program Management and Training roles aligned to provide training and development to Inside Sales personnel
- Collaborate closely with Inside Sales Management to establish a clear and balanced understanding of top productivity enablers and barriers; work with external vendors or internal resources to create and implement tools/resources/materials to replicate successes and remove barriers (i.e. Library, A/V resources, eRoom, databases, Hoovers , iLantern, etc.)
- Lead and ensure execution of corporate and Division objectives. Focus areas include: training & development, key initiatives, product launches, Kickoffs, cross-functional team integration, best practice sharing and sales management process development.
- Create and implement consistent and uniform development plan for technology, operations, and sales skills for all roles within the Division (i.e. Belts, Inside Sales Achievement Program)
- Establish Division performance metric standards for measuring sales productivity, especially specific to role and tenure. Determine acceptable performance metrics at various points in development and model current personnel to identify areas for improvement within the organization. Metrics may include call statistics, quote to order conversion, tenure versus performance, and test scores. Includes competency models, KPI’s, dashboards, and ePAS planning and execution.
- Implement consistent sales management methods and development materials for the Sales Associate Managers and Inside Sales Territory managers, many of whom are in their first managerial role. Determine key performance indicators and success metrics for this level, in addition to number of appointments and revenue generated.
- Develop consolidated approach across the organization for reviews, development, and training. This should include calendars with required or recommended activities for all levels within the organization (i.e. QBR’s, planning)
- Act as sales management liaison to Programs and Operations team to provide perspective on marketing/sales programs, facilities requirements, and systems/tools that are under development. Provide input and participate in planning calls as appropriate. (i.e. SFDC, PRM)
- Lead Inside Sales Women’s Symposium efforts, including mentorship program
- Meet on regular basis with Channel and Commercial development resources to ensure Inside Sales programs are in alignment with their initiatives

REQUIRED SKILLS and EXPERIENCE
- A minimum of 5 years experience with sales organizations; sales management experience preferred
- Ideal candidate will have previous experience in training or training management roles
- Proven leadership and relationship-building abilities
- Ability to effectively structure and manage cross-functional teams
- Attention to detail with strong organizational skills
- Excellent communication & written skills
- Bachelor Degree Required

EMC is an Equal Employment Opportunity employer that values the strength diversity brings to the workplace.
EMC does not accept unsolicited Agency Resumes. EMC will not pay fees to any third party agency or firm that does not have a signed “EMC Agency Fee Agreement.” Apply Now >>

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