About the role
Shape the Future with Dun & Bradstreet
At Dun & Bradstreet, we believe data has the power to create a better tomorrow. As a global leader in business decisioning data and analytics, we help companies worldwide grow, manage risk, and innovate. Since 1841, businesses have trusted us to turn uncertainty into opportunity. We’re a diverse, global team that values creativity, collaboration, and bold ideas. Are you ready to make an impact and help shape what’s next? Join us! Explore opportunities at dnb.com/careers.
The Inside Sales / SMB sales function is responsible for selling the Company’s products and services to new and existing clients by developing or expanding business significantly within small, micro and medium segments and will have a major impact on the Company’s long-term success. The team will be responsible for maintaining and growing the revenue stream through renewal management, cross-sell, up-sell, win-back and new customer acquisition as required.
This role is responsible to supervise, coach and monitor a sales team within the Inside Sales / SMB sales channel.
Essential Key Responsibilities
- Lead, mentor, and motivate a team of inside sales representatives to achieve and exceed sales targets.
- Monitor sales metrics and performance indicators to identify areas for improvement and implement corrective actions as needed.
- Conduct regular performance evaluations and provide constructive feedback to team members.
- Develop and maintain an active pipeline of forecasted sales to meet team quota objectives.
- Grow the revenue stream by identifying new logo opportunities, win-back opportunities and close crosssell opportunities for the team to execute.
- Managing the renewal process for small to medium businesses.
- Providing support to the team and customers by helping to resolve complex contract or usage queries and invoice disputes.
- Effectively and powerfully communicate the value proposition to the team and prospective customers through a consultative process to ensure customer growth.
- Manage regular account management activities to “Protect” existing accounts. Proactively identify accounts at risk of churn and implement retention strategies.
- Maintain consistent and accurate data in relevant CRM software (e.g. SFDC) to support forecasting.
- Additional duties as assigned.
Education and Experience
- Bachelor's Degree
- Preferred 0 to 3 years
Essential Skills and/or Certifications
- At least 5 years experience within Inside Sales with a minimum of 2 years in a supervisory role preferred
- Proven success in B2B sales and account management experience an advantage
- Industry experience in consulting, technology verticals and SMB segment knowledge preferred
- Leadership, coaching and strategic planning skills
- Strong phone presence with active listening, negotiation and closing skills
- Excellent verbal and written communication
- Possesses excellent industry-leading sales methodology, CRM software (e.g., SFDC) and Microsoft Office Suite skills
- Show an ownership mindset in everything you do. Be a problem solver, be curious and be inspired to take action. Be proactive, seek ways to collaborate and connect with people and teams in support of driving success.
- Continuous growth mindset, keep learning through social experiences and relationships with stakeholders, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs.
- Where applicable, fluency in English and languages relevant to the working market.
All Dun & Bradstreet job postings can be found at https://jobs.lever.co/dnb. Official communication from Dun & Bradstreet will come from an email address ending in @dnb.com.
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