Director, Inside Sales - HCM

Overview

Inside Sales Director (ISD) sets and supports development of the strategic and reinforces Inside Sales ambitions with field sales leaders. This position focuses on directly leading the Inside Sales Manager team while owning the business plan, incl. headcount. The Director manages cross-functional relationships and is accountable for org culture. This role covers HCM products in the Core and Small Market Sales organizations but can refer to other business units. As an ISD, you will have the opportunity to build out and scale Inside Sales teams across Paychex.

Responsibilities

• Lead and create new HCM Inside Sales organization from the ground up along with developing and executing an organizational strategy that effectively covers customer segments aligned to the go-to-market design.
• Provide leadership for the day-to-day operations of Inside Sales to execute the charter, achieve key performance indicators while maintaining alignment on the company’s longer-term strategic goals. Accountable to overall performance management and employee development program for Inside Sales.
• Set and support development of the strategic vision and reinforce Inside Sales ambitions with functions and field sales leaders. Own the business plan to scale Inside Sales and establish success KPIs; own headcount, revenue and cost targets and annual plan
• Provide direction and leadership to direct line resources while also providing guidance to dotted line functions to operate as an integrated go-to-market inside function. Collaborate with HCM sales leaders to develop a comprehensive sales coverage approach that provides the right levels of support to our customers and prospects.
• Responsible for the development of an effective process for the recruitment, selection and on-boarding of new Inside Sales team members. Responsible for establishing and cultivating the culture for high performance teams. Oversee and be accountable for organizational culture.
• Participate in territory planning, account segmentation and allocation to maximize sales resources. Drive and inspect operational processes and compliance with key sales tools to document the sales process, the forecast, lead dispositioning, activities with strong data integrity.
• Continuously define and refine the key sales processes that can be consistently operationalized and create a clear execution plan that allows the company to exceed business targets and scale.
• Define and optimize metrics, measures, and data infrastructure in partnership with the Finance team.
• Proactively leverages and adapts new technology in the selling motion. Engage enablers to Inside Sales including IT stack, training, lead process.
• Build new relationships, customer partnerships.
• Collaborates with the Sales Enablement team to develop a plan to on board new inside talent and continuously refresh the Inside Sales on solutions, industry knowledge, technical skills and sales skills.
  
  

Qualifications

• Bachelor's Degree in Business, Marketing, Finance, or related field - Preferred
• Master's Degree in Business, Marketing, Finance, or related field - Preferred
• 10 years of experience in In people leadership with at least 5 as leader of leaders. Demonstrated change management and people development skills.
• 10 years of experience in In diversified roles in highly analytical, strategic, growth roles.
• 3 years of experience in Inside Sales leadership roles.
• Prior experience with building new teams from the ground up and organizational change management.
• Prior experience with HCM technology sales.
• Prior experience with small/medium B2B model.
• Demonstrates analytical skills.
• Excellent collaboration and team building skills.
• Possesses a high degree of initiative.
• Strong verbal communication and listening skills.