Director of Inside Sales - Enterprise

Who are we?

Buyers Edge Platform (“BEP”) was born out of the 20-year growth and success of its founding companies Dining Alliance, Buyers Edge and Consolidated Concepts.  BEP is a technology enabled group purchasing network, which provides group purchasing services, SaaS based technology solutions, and supply chain consulting and procurement related services to foodservice operators across many verticals, including restaurants (independents as well as multiunit, chains and franchise concepts), hospitality (hotels, casinos, resorts), healthcare (LTC based operators), colleges & universities and array of other foodservice based operators (food trucks, caterers, amusement parks and other leisure based operators).  BEP represents over $35 Billion in Network Transactions.  We are committed and passionate about our mission to keep foodservice operators thriving by saving them money and increasing the quality of their products.

This position is hybrid based, Mondays, Tuesdays and Wednesdays out of our Waltham, MA office. We are unable to offer sponsorship for work authorization for this role.

Reporting to the Vice President of Inside Sales, the Development of Inside Sales - Enterprise will be responsible for the oversight and leadership of a defined group of Sales Development Representatives (SDRs) who will support a specific segment of our industry, identifying and engaging contacts in target accounts with the goal of setting qualified meetings for the sales organization.

You will monitor and coordinate sales campaigns initiated from a broad range of sales teams – Platform initiatives and Brand initiatives – while managing a team of Sales Development Representatives (SDRs) to execute on all functions of their roles from booking meetings for outside sales, manufacturer calling campaigns, myGPO portal enrollments and activations.  You will be responsible for the related sales metrics and manage the entire sales campaign administration process. You will be able to build a high-performance, rapidly growing inside sales team to ensure we exceed our sales targets while delivering exceptional customer satisfaction. You will have strong experience hiring, coaching, and leading ideally at modern SaaS companies, specifically with Inside Sales SDR teams. You will have a track record of improving team performance with a hands-on approach to all aspects of the sales motion, while closely and effectively collaborating across the platform.

Your Impact:

• Manage the daily performance, activity, and operations of a team of Sales Development Representatives
• Implement innovative sales strategies and actively participate in the management of our customer acquisition strategy
• Achieve quarterly and annual growth targets and track team and individual performance against targets
• Manage accurate forecast of sales results and own responsibility for team’s sales activities in systems (ex: Salesforce)
• Coach direct reports in sales strategy, pipeline management, and opportunity management
• Provide skill-based training, facilitate role playing learning techniques, and empower career development
• Foster a customer-centric culture and ensure a sales process that establishes customer sustainability and longevity
• Recruit, interview, and hire new team members to build a successful team
• Own all sales related metrics and team and individual performance across all stages of the funnel
• Oversee the enhancement and adoption of core departmental processes & procedures
• Provide strategic and tactical leadership and development for direct reports and teams
• Work proactively, and cross-departmentally to ensure sales teams are enabled and educated
• Lead the values and vision experience for your department on a daily basis
• Master the lead generation process to provide in-depth and industry specific knowledge to the Inside Sales team
• Target setting, lead one on one's, call coaching, workshop leadership and daily motivation
• Achieve and exceed monthly sales team quotas and all activities of lead generation
• Coordinate department projects to meet deadlines
• Prepare monthly, quarterly and annual inside sales forecasts
• Use customer feedback to generate ideas about new features or products
• Research and discover methods to increase customer engagement

What you Bring:

• 5+ years of experience managing a sales team with an established track record
• Post-secondary education in business related discipline, Diploma, Degree or equivalent sales and business experience
• Experience in a high volume/fast-paced industry is preferred
• Previous experience executing multi-brand sales strategies is highly desirable
• Expert-level experience with Salesforce
• Experience with the foodservice industry is an asset
• Proven experience developing sales strategies and success in selling in B2B market while exceeding revenue targets
• Strong coaching and leadership skills and comfort managing changes with a continuous improvement mindset
• Engaging motivator with the ability to create and maintain a healthy sales culture
• Experienced sales representative with a knack for identifying prospective clients through various channels
• A true passion for sales & technology - we want leaders who love what they do and inspire their team
• Experience managing multi-product sales environments and new product rollouts
• Strong analytical and reporting capabilities
• Proven experience preparing and managing account & contact lead lists
• Experience building programs from the ground up to drive high performing organizations
• Possess high aptitude to learn quickly and establish credibility with key internal stakeholders
• In-depth understanding of the sales administration process
• Excellent interpersonal and team management skills
• Strong analytical and organizational skills
• Numerical abilities and problem-solving attitude

What's in this for you? 

Amazing coverages to start. Medical, dental, and vision coverages are just the beginning! We also offer ancillary plans, such as flexible spending accounts for both health and dependent care, critical illness, accident, and voluntary life as well as company paid life and long-term-disability plans! On top of this, we also offer a 401(k) plan with company match.

Invest in your success. We will provide you with a thorough training and development program; and offer competitive compensation.

Live well = Work well. Relax with our Personal Responsibility Paid Time Off policy where you don’t have to accrue time off in order to take it! We also offer half-day Summer Fridays!