« Search Jobs

Inside Sales Manager

Posted by Ingredion Incorporated on 6 Sep 2017 | Share

Job basics

  • Location: Bridgewater, New Jersey 08807
  • Country: US
  • Industry Types: Production and Manufacturing
  • Categories: Sales
  • Foods: Other
  • Employment Type: Full-Time
  • Reports to: Inside Sales Team Lead, Emerging Business in Bridgewater, New Jersey
  • # of Direct Reports: TBD
 
Job Description

Ingredion is hiring an Inside Sales Team Lead, to play a key role in managing and shaping the team that is the first link in the sales process in North America. This team is focused on nurturing and developing business with Emerging Food and Beverage companies in the market place. The Emerging Team Lead will be responsible for managing a team of 3 Emerging Business Associates and also working directly with customers from lead inception to close of the sale. This role will develop key processes and metrics for the team and also direct in a systematic manner on how we engage with Emerging Businesses in the marketplace. The Team Lead will ensure that the team effectively drives leads through the sales funnel, working cross functionally with Sales, Sales development, Customer Solutions & Product Innovation (CSPI) and Marketing to ensure quick and accurate follow-up to customer inquiries and leads. This role is cross functional in nature and will have a direct effect on the customer experience, particularly with small and medium size companies.

As an Inside SalesTeam Lead, Emerging Business your responsibilities will include:
Emerging Business Team Process

  • Managing and coaching a team of 3 Emerging Business Associates, developing a flexible, entrepreneurial and proactive approach to ensure team has a positive, customer-centric attitude.
  • Developing the Emerging Business team as a go to resource internally and externally with customers.
  • Developing best practices for interaction with customers including standard customer questions to ensure that we are capturing value and ensuring the proper solutions are recommended.
  • Ensuring proper metrics are developed to measure success of this initiative for this team.
  • Maintaining strong relationships with our distributor partners so that they fully understand the value of the team and their interactions.
  • Developing a process for capturing trends that come through this team, as a window to smaller companies.
  • Implementing live chat and developing team processes for how the team will manage this new tool.
  • Managing the day-to-day interactions between TIC Gum Guru team and the Emerging Business team
  • Developing processes for recommending companies that need and desire further engagement.
  • Managing roll-out for the team of a newly established e-commerce model of engagement for select products for purchase by Emerging Business customers. Ensure the team is fully trainedand is driving sales via this new channel.

Lead follow-up / Selling

  • Communicating directly with customers from lead inception to close of the sale.
  • Developing customer relationships to be seen as a “go-to” resource for customers
  • Directly calling customers to follow-up on leads. Providing pricing to customers based on request. Closing sales with customers.
  • Working closely with customers and collaboratively with Emerging Business Associates to troubleshoot and solve technical issues, customer issues and cover projects when necessary.
  • Drafting and sending e-mail correspondence to customers regarding customer interest in Ingredion products
  • Creating standard / customizable e-mail templates that can be used for follow-up with customers
  • Working with distributor partners for smaller scale business opportunities/projects.
  • Ensuring a smooth transition to outside sales representatives after projects close

Salesforce.com

  • Managing all assigned leads within Salesforce.com through the sales funnel. Qualifying leads and assigning to outside salespeople as appropriate. Qualifying and converting all assigned leads to opportunities and contacts. Determining which leads are “unqualified” in a timely manner.
  • Ensuring that leads are tied to appropriate campaigns and opportunities are created in the “prequalify” stage and assigned as appropriate.
  • Documenting all interaction with leads and logging opportunities in Salesforce.com. Ensuring accuracy of data and opportunity size in Salesforce.com.
  • Managing the timing of opportunities and ensuring that close dates are kept up to date.
  • Utilizing Salesforce.com to arrange samples to be shipped to customers.

Product Expertise

  • Becoming a functional expert on key product lines in the product portfolio across both Ingredient Solutions and Sweetener Solutions divisions.
  • Providing customers with product recommendations (in conjunction with CSPI) that allow customers to utilize Ingredion products.
  • Establishing and maintaining effective working relations with Sales, Marketing, Legal, Quality, and CSPI. Interacting and developing relationships with key members of the Ingredion Go-To-Market team.
Job Requirements

4 year college degree or equivalent with experience in a sales capacity. Food Science degree with an interest in taking on a role in Sales and managing a team is a plus.

  • An entrepreneurial spirit to work in a new start up within a larger organization.
  • Demonstrated ability to manage and prioritize multiple projects. Flawless follow-up skills to ensure that projects with customer move to close.Flexibility to handle and manage both long-term projects and short-term problem solving needs.
  • Ability to be pleasantly persistent with customers. Must enjoy customer interaction and has a positive attitude and pleasant phone manner.
  • Ability to understand when to escalate customer projects to management due to internal or customer issues.
  • Excellent organizational skills and ability to thrive in detail-oriented work.
  • Ability to establish and maintain effective working relations in a cross functional environment.Ability to constructively interact with colleagues within the company as well as with outside contractors.
  • Ability to work with limited direct day to day management.
  • Ability to think strategically and translate strategy into tangible business plans and actions.
  • Excellent written and verbal communication skills. Highly developed interpersonal skills with the ability to work with multiple levels within the organization.
  • Demonstrated advanced proficiency with windows based software programs (i.e. Microsoft Word, PowerPoint, Excel) and Salesforce.com. Proficiency in MS Outlook or willingness to learn.

about Ingredion Incorporated

Ingredion is a leading global ingredients solutions company. We make sweeteners, starches, nutrition ingredients and biomaterials that are used by customers in everyday products from foods and beverages to paper and pharmaceuticals.We turn grains, fruits, vegetables and other plant materials into ingredients that make crackers crunchy, candy sweet, yogurt creamy, lotions and creams silky, plastics biodegradable and tissues softer and stronger. And our innovative ingredient solutions help customers stay on trend with simple ingredients and gluten-free or high-fiber foods that appeal to today's consumers.

Grounded in our values of Safety, Quality, Integrity, Respect, Excellence and Innovation, we employ approximately 11,000 employees around the world. Our customers operate in more than 100 countries and represent 60 diverse sectors, including food, beverage, paper and corrugating, brewing and other industries.
To learn more about our opportunities, please visit www.ingredion.com/careers