Inside Sales HUB Director

Remote Work: No

Overview:

At Zebra, we are a community of innovators who come together to create new ways of working to make everyday life better. United by curiosity and care, we develop dynamic solutions that anticipate our customer’s and partner’s needs and solve their challenges.

Being a part of Zebra Nation means being seen, heard, valued, and respected. Drawing from our diverse perspectives, we collaborate to deliver on our purpose. Here you are a part of a team pushing boundaries to redefine the work of tomorrow for organizations, their employees, and those they serve.

You have opportunities to learn and lead at a forward-thinking company, defining your path to a fulfilling career while channeling your skills toward causes that you care about – locally and globally. We’ve only begun reimagining the future – for our people, our customers, and the world.

Let’s create tomorrow together.

Zebra is seeking a dynamic and driven Inside Sales leader to spearhead the creation, growth and development of our Inside Sales Hub located in London. We are looking for an innovative and strategic leader with a wealth of experience in Inside Sales. This position involves building and managing the daily operations of the London Inside Sales Hub, ensuring that sales teams are well-supported and prepared to achieve their goals.

The ideal candidate will possess strong operational expertise and a proven history of enhancing processes. The Hub Director will work closely with various departments, including Marketing, IT, HR, product teams, finance, and the Inside Sales Center of Excellence, to ensure alignment and support for the inside sales organization. The Inside Sales Hub Director will collaborate with teams across sales enablement, sales operations, and marketing to implement the inside sales strategies and playbooks. They will be responsible for leading cross-functional teams, establishing new hubs, and ensuring the successful execution of the inside sales playbooks.

The Inside Sales HUB Director is a key leadership position responsible for overseeing and driving the sales strategy within the organization. This role involves direct management of Sales Managers, ensuring the attainment of sales targets and operational objectives. The Sales Director is recognized as an excellent coach, fostering a high-performance sales culture while aligning with Zebra’s management policies and practices. With a deep understanding of the product portfolio and competitive landscape, the Sales Director plays a pivotal role in developing and executing impactful sales plans and strategies that drive business growth. Proven success in sales management, while building strong relationships with key clients and stakeholders.

1. Sales Strategy and Execution:

• Support the execution of the Hub. Ensure consistency and alignment with Zebra’s goals and objectives and playbooks across hubs.
• Maintain and build additional playbooks. Collaborate with the Inside Sales COE Leader to develop and refine inside sales best practices and playbooks.
• Develop and execute strategic sales plans to achieve company objectives and revenue targets.
• Plan, implement, and manage Zebra’s sales strategy while adapting to market trends and competitive landscapes.
• Integrate persona-based prospecting to tailor sales approaches that resonate with different customer profiles by identifying, reaching, and influencing key decision-makers, influencers, and stakeholders within targeted retail prospects.

• Team Leadership and Development:

• Lead, mentor, and inspire a high-performing sales team, including Sales Managers and Senior Sales Managers, to achieve individual and collective sales goals.
• Develop Guidance for Others; sets strong precedent for innovation and personal expertise in developing creative ideas, solutions, method and techniques; accountable for decisions that have a direct impact on Zebra overall.
• Assess team performance and potential leaders and foster development through established programs, mentoring, and individualized growth areas.
• Expertise in change management, effectively leading and guiding the sales team through transformations affecting the business, both internally and externally, and possess the ability to manage transitions smoothly, ensuring minimal disruption while maximizing opportunities for growth and success.

• Client Relationship Management:

• Lead team with a customer-first approach by identifying desired outcomes and value drivers, presenting tailored solutions, co-developing success plans, and ensuring ongoing alignment on KPI goals and progress to create shared value.
• Create and communicate sales goals and ensure C-level executives are informed on the progress of those goals.
• Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs.

• Performance Management:

• Meet or exceed annual sales targets and ensure alignment with regional/territory goals.
• Responsible for harnessing the power of Salesforce CRM to enhance sales processes and drive revenue growth, effectively utilize Salesforce’s robust features to analyze sales data, identify trends, and develop actionable insights. Utilize data analytics to assess sales performance, identify trends, and implement strategies for improvement.
• Collaborate with sales operations and finance teams to develop accurate sales forecasts and plans.
• Monitor performance against accurate sales forecast, monitor performance and implement adjustments as needed.
• Solves complex problems, including highly intricate ones that require unique solutions, such as integrating multiple technologies impacting various Zebra businesses, while also anticipating and resolving issues and initiating actions to prevent future problems.

1. Market Analysis and Adaptation:

• Stay informed about industry trends, customer needs, and competitor activities, utilizing insights to adapt sales strategies and maintain a competitive edge.
• Provide valuable input to product development based on market demands and customer feedback.

1. Cross-Functional Collaboration:

• Work closely with impact teams, including but not limited to product development, sales engineering, specialist teams, customer success and support, marketing, finance, sales operations, and sales operations teams to ensure alignment of sales efforts with overall business objectives.

• 10+ years of applicable work experience - including Inside Sales space
• Proven success in sales management and a track record of achieving sales targets.
• Previous experience with HUB building - big advantage.
• Strong strategic thinking and the ability to make go-to-market strategy and operating practice changes.
• Excellent coaching and leadership skills, with the ability to foster a high-performance sales culture.
• Experience with persona-based prospecting and outcome-based selling.
• Deep understanding of the product portfolio, industry-specific trends, and competitive landscape.
• Strong analytical skills and experience with data-driven decision-making.
• Exceptional communication and negotiation skills.
• Open to work in the office 5 days a week.