Inside Sales and Business Development Manager

Studco Building Systems are leaders in manufacturing innovative metal building systems for the wall and ceiling construction industry. From humble beginnings in 1986 as a steel stud rollformer in Melbourne, Australia, Studco has developed into a truly global manufacturer of premium building systems for the commercial and residential construction industry. Our customers succeed because of our superior solutions, intelligence and value.

As the Manager of Inside Sales and Business Development, you will oversee and drive the efficiency and success of our sales team, ensuring we are continuously sourcing new leads and managing our current customer relationships. This role will review market segments and identify opportunities for market region growth through new and existing customers, driving this work through the Inside Sales support team. You will be managing the staff involved in, external sales/ relationship management, Inside Sales, lead generation, project follow up, pipeline sales analysis, customer sales support and quoting. A willingness to learn, a preparedness to push yourself to play in an industry-leading team, and a 100% commitment to the Studco Strategic Objectives will make you successful in this position. Important to note that this is not a WFH position. The successful candidate will be required to work from the office 5 days a week.

1. Key Responsibilities:

• Manage, coordinate and drive the daily work of the Inside Sales team
• Accountable for ensuring sales team achieves daily and weekly KPI’s as well as overarching sales budget
• Monitor and drive proactive meaningful sales interaction (MSI) KPI’s for all staff members, both internal and external
• Manage and direct external Senior Relationship Managers, utilizing the Inside Sales support team to coordinate customer visits and weekly travel schedule to optimize and maintain current account relationships.
• Work with Business Development team to establish new customer relationships and sales opportunities.
• Support Business Development Team in closing prospective new sales opportunities through technical support, value added sales strategies and relationship building.
• Establish and drive yearly sales budget.
• Monitor and manage pipeline Sales and project quotation follow-up.
• Provide excellent leadership and motivation for all the sales team.
• Possesses new Business Development skills and the ability to identify new prospective clients and channels to market 
• Manage pipeline sales through cold calling prospective clients to establish new relationships and partnerships.
• Prepare sales proposals and presentations, negotiates terms, conditions rebates and product offerings
• Liaise with Operation Manager and Production/Scheduling Planner 
• Telemarketing and telesales to existing customers and new prospects
• Drive Inside Sales team to effectively use telephone and email in prospecting for new leads including following up current leads and open quotes.
• Attend and chair Sales meetings weekly 

1. Other Sales Responsibilities:

• Actively contribute ideas and solutions for the sales team, including the provision of market intelligence on competitor activities, products, applications, and prices.
• Provide market intelligence to the Management Team, Marketing Department and R&D Team as required.
• Understand and maintain confidentiality relating to all business activities, especially relating to financial details and customer/supplier details.
• Understand and maintain correct protocols and SOP’s when interacting with other staff, or customers and suppliers.

1. Teamwork and Leadership Responsibilities

• Lead, motivate and build a cohesive sales team 
• Be prepared to learn. Call out for additional assistance immediately when a question comes up that you are not highly competent in responding to.
• Ensure Customer Service team is efficient in the allocation of resources and tasks including backing up each member as required
• Be a team player. Work with the Studco Team for the good of the whole business. 
• Abide by communication protocol for all Studco Team members. 
• Email & phone calls must be responded to promptly.
• Manage time in an effective manner, such that all tasks are done in specific time zones each day. Request help if you are becoming overloaded.
• Confidentiality is paramount. Studco employees are required to sign a confidentiality agreement.

Preferred knowledge:

• Know and value the need for fanatical customer service
• Understanding of sales processes.
• Understanding of basic principles for business success.
• Proficient in Excel spreadsheets.
• Knowledge of the construction industry preferred
• Ability to maintain a high level of accuracy in preparing and entering information.

Preferred skills:

• 5-10 years managing Inside Sales teams
• Excellent interpersonal skills 
• Leadership and Motivational skills 
• Excellent listener and proficient in verbal communication and presentation
• Resilient
• Sales passion and drive
• Analytical problem solver and negotiator 
• Attention to detail
• Effective written communication skills 
• Time and task management
• Team player and team builder 

Personal attributes:

• Honest and trustworthy 
• Be respectful 
• Possess cultural awareness and sensitivity 
• Be flexible 
• Good personal presentation and hygiene 
• Adopt the Studco culture and uphold Studco’s mission, vision and values.