Team Leader

Team Leader

Atlanta, GA

The Team Leader is responsible for leading and mentoring a team of Inside Sales Executives, as well as selling Yardi solutions and developing client relationships within the assigned territory. The Team Leader executes and assists team’s execution of full sales cycles from lead-generation to closing, meets individual sales goals, participates in relevant marketing events, teaches essential sales principles to team members, and ensures proper executions of team’s essential functions.

Responsibilities

Sales

  • Utilizes extensive knowledge of all assigned Yardi products, clients/prospects, industry conditions, and competition to present value propositions to maintain a sufficient pipeline and meet individual sales goals
  • Researches, calls, and qualifies accounts in assigned territory
  • Spends a minimum of 2 hours a day on the phone prospecting, qualifying, identifying key decision makers, demonstrating product (web), and closing deals
  • Executes full sales cycles, including lead-generation; discovery and goal-setting; pricing, packaging, and positioning; RFP management; negotiating; and closing
  • Utilizes internal CRM diligently, recording all client activities, sales opportunities, and forecasts per training guidelines
  • Participates in marketing events to promote Yardi Systems and our products/services
  • Reviews individual account and pipeline reports weekly, performance reports monthly, and meets with management monthly to verify proper execution of sales strategy within the assigned territory
  • Completes annual certifications for assigned products per training guidelines and continually expands product knowledge and demonstration skills by presenting solutions to clients and/or prospects

Management

  • Leads a team of Inside Sales Executives, ensuring proper execution of sales strategy to meet team sales goals
  • Teaches proper sales cycle management principles such as cold-calling; lead-generation; discovery and qualification; pricing, packaging, and positioning; proposal development; contract negotiation; and closure
  • Ensures productivity goals for the team members are consistently meet
  • Reviews deals, addresses escalations, assists in negotiations, and provides training to team members to ensure their proper execution of sales cycles and utilization of CRM and sales tools
  • Ensures all team members complete required annual certifications in the timeframe specified in the training guidelines
  • Reviews team productivity and pipeline reports weekly, performance reports monthly, and meets with individual Sales Executives monthly or more frequently when needed to ensure proper individual execution
  • Meets monthly with Manager to ensure proper team execution
  • Proactively recommends corrective actions for non-performing individuals
  • Leads the employee annual review process

Requirements

  • Bachelor’s Degree or commensurate experience
  • Three plus (3+) years of successful sales experience
  • Experience recruiting and hiring skilled sales professionals
  • Thorough understanding of sales cycle management principles such as cold calling; lead generation; discovery and qualification; pricing, packaging, and positioning; proposal development; contract negotiation; and closure
  • Demonstrated record of generating sales results
  • Proven presentation and demonstration experience
  • Yardi domain experience desired
  • Industry expertise in property management and accounting principles desired
  • Maturity and judgement demonstrated by ability to think strategically, lead a sales team, and lead by example
  • Highly ethical and disciplined professionalism
  • Ability to think and act strategically by visualizing new possibilities, challenging assumptions, and recommending the implementation of new ideas or strategies
  • Initiative and motivation to succeed
  • Proactive, engaging personality
  • Ability to understand technical products
  • Proven excellent written and verbal communication skills
  • Commitment to utilize corporate sales tools and complete ongoing training
  • High responsiveness with proven client-centered commitment and focus
  • Proven strong ability to meet critical deadlines and prioritize multiple tasks in a fast-paced environment
  • Up to 10% travel required
  • Regular attendance and a regular work schedule are essential functions of this job
EOE Race/Gender/Disability/Vets

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Location

Atlanta, GA

Business Unit
Residential
Department
Sales
Employment Type
Employee- Full Time