Inside Sales manager

SAMORA SCOTT

Mississauga, ON L*B *N* • 416-***-**** • *********@*****.***

Professional Summary

Results-driven sales leader with 10+ years of experience in inside sales, business development, and strategic pipeline management. Proven track record of surpassing revenue targets, scaling high-performing teams, and driving double-digit growth through data-driven sales strategies. Adept at leveraging CRM insights, sales analytics, and pipeline forecasting to optimize sales opportunities and improve operational efficiency. Strong collaboration with cross-functional teams in Product, Marketing, and Finance, ensuring strategic alignment and process improvements. Passionate about coaching teams, optimizing sales execution, and driving business expansion in competitive markets.

Skills

Sales Leadership & Team Development

Strategic Pipeline Management

Customer Relationship Management (CRM- Salesforce)

Cross Functional Collaboration

Sales Strategy Development & Execution

Account Management & Revenue Growth

Product branding

Negotiation & Stakeholder Engagement

Bilingual (English/French)

Saas Sales

Work History

National Inside Sales Manager, 06/2021 to Current

Carrier Enterprise – Toronto, ON

Led a high performing inside sales team (5 reps), consistently surpassing revenue targets by 20%+ through strategic planning and execution. Successfully reduced the target to 12% and hit the target two years straight.

Implemented innovative sales strategies and customer outreach initiatives, resulting in a 15% increase in market share within the HVAC industry segment.

Developed and maintained relationships with key accounts, identifying upsell and cross-sell opportunities to drive revenue growth.

Utilized CRM and sales analytics tools to monitor sales performance, refine pipeline strategies, and improve forecast accuracy.

Created and executed comprehensive sales training programs, increasing team efficiency and contributing to a 25% improvement in customer satisfaction.

Partnered with cross-functional teams (Product, Finance, and Marketing) to align sales initiatives with organizational goals, ensuring seamless integration across business units.

Managed weekly performance reviews, tracking KPIs and providing data-driven insights to optimize territory growth strategies.

Spearheaded a high performance inside sales team, surpassing quarterly revenue targets by an average of 20% through strategic planning and effective sales execution.

Implemented innovative sales strategies and customer outreach initiatives that resulted in a 15% increase in market share within the HVAC industry segment, positioning Carrier Enterprise as a market leader.

Lead a team of inside sales representatives in providing exceptional customer service and technical support, resulting in a 25% improvement in customer satisfaction ratings.

Executed comprehensive sales training programs, equipping inside sales team members with the skills and knowledge needed to effectively communicate product features, benefits, and value propositions to customers.

Utilized CRM tools to analyze sales data and identify opportunities for process improvements. Fostered a collaborative and positive team culture, conducting regular performance evaluations, providing constructive feedback, and recognizing top performers to drive motivation and engagement.

Acted as a liaison between inside sales, outside sales, and other departments, facilitating seamless communication and coordination to ensure alignment with organizational goals and objectives.

Developed and maintained relationships with key accounts, identifying upsell and cross-sell opportunities to maximize revenue generation and customer lifetime value.

Stayed abreast of industry trends, competitor activities, and market developments.

Represented Carrier Enterprise at industry conferences, trade shows, and networking events, building brand awareness and expanding the company's presence in the market.

Achieves monthly, quarterly, and annual sales objectives, while ensuring the optimum customer experience and satisfaction

Expand the customer base and directly drive sales growth, strengthen existing customer relationships.

Researched, evaluated, and updated data on open opportunities and potential leads. Improved and maintained support contract database by preparing and communicating support proposals (new and renewal) and following up for closure.

Inside Sales Manager, 02/2015 to 06/2021

Audatex Canada – Toronto, ON

Built and led an inside sales team focused on pipeline development and demand generation, achieving consistent YoY sales growth of 10%+.

Designed and implemented structured sales training programs, resulting in a 2x increase in sales opportunities per rep.

Developed sales playbooks and call scripts, improving conversion rates and shortening sales cycles.

Managed outbound sales and lead prioritization, optimizing engagement strategies to target high-value prospects.

Conducted competitive analysis and market research, ensuring effective positioning of product offerings in a competitive landscape.

Established a performance-driven culture, conducting monthly coaching sessions and leveraging data to improve team effectiveness.

Thoroughly documented product, systems and procedures for new hire training manuals

Trained new hires

Monitored progress to ensure goals being achieved

Achieves monthly, quarterly, and annual sales objectives, while ensuring the optimum customer experience and satisfaction

Trains, mentors, coaches, and supervised inside sales staff

Provide compelling product demos via the phone emphasizing service features and benefits, discussing contract terms, quoting prices, and preparing sales orders

Expand the customer base and directly drive sales growth, strengthen existing customer relationships

Expert in creating sales plays, writing call scripts, coaching reps and conducting sales training

Achieve sales goals by hiring, organizing and directing quota-carrying inside sales personnel

Analyze and review internal and industry changes and recommend modifications to processes that may impact business needs

Ensure that Insides Sales Teams KPI's are met each month

Coach effective team members by creating, refining and implementing training plans and workflow process best practices

Achieved sales growth of over 10% for assigned customer base

Increased my teams' opportunities from 1 opportunity per week to 2-3 opportunities per week

Developed, managed and finalized professional quotes, acting as liaison between vendors and customers

Researched, evaluated, and updated data on open opportunities and potential leads

Improved and maintained support contract database by preparing and communicating support proposals (new and renewal) and following up for closure.

Territory Development Manager (Saas), 12/2015 to 02/2018

Audatex Canada – Toronto, ON

Oversee and support a team of Inside Sales representatives

Manage the sales administration process end to end

Monitor and manage sales and performance metrics

Activity vs engagement

Attended trade shows and sales conferences to maintain up to date knowledge and network with industry contacts

Regularly exceed targeted sales by 10-20%

Competitively prospect new business in local and regional territories

Actively cold and warm call potential clients to get foot in the door

Draft sales proposals and complete contracts

Maintain 24/7 availability for customer questions and concerns

Maintain company Quota of 30K/month

Research and discovery of customer engagement strategies

Liaise with Marketing and Product Development departments to ensure brand consistency and increase sales

Hands-on experience with CRM software and Office 365 products

Distribution of Fund fact sheets for new fund launches

Strong interpersonal skills.

RBC Dealer Relations, 06/2012 to 12/2015

RBC – Toronto, ON

Dealer set up, including distribution agreement and tracking

Investment Advisors / Representative updates

Distribution Electronic file assistance (FundSERV investigations)

System password resets

Dealer holdings report

Distribution of Fund fact sheets for new fund launches

Service fee and commission payments

Bulk account transfers

Targeted dealer communication.

Bilingual Escalation Specialist, 08/2011 to 06/2012

CI Financial – Toronto, ON

Handle escalation in both French and English

Handle inbound French and English calls relating to LSIF, RESP and Segregated Fund products

Job shadowed with the Inside Sales Representatives

Help complete various assigned projects

Assist and mentor new team members with daily functions

Assist with any overflow of Assante French calls.

Team Leader, Advisor Services, 01/2007 to 08/2011

Assante – Toronto, ON

Supported the team with complex issues and helped resolve them

Handled escalations and incoming emails

Managed the Daily Call Tracking Report

Active assignment of projects

Evaluated French language calls

Oversaw call center agent tracking (Telax)

Communicated compliance policy updates and processing policy changes to the team members.

Education

Creative Writing Course: 01/2009

Sheridan College - Brampton campus

Principles and Practice of Insurance: 01/2000

The Insurance Institute of Canada - Toronto, Ontario

Canadian Securities Course (CSC): 01/1999

Sheridan College - Brampton, Ontario

Achievements & Impact

Increased quarterly sales revenue by 20%+ through targeted outreach strategies

Improved customer satisfaction scores by 25% via training and process enhancements.

Optimized pipeline efficiency, doubling lead conversion rates in key accounts.

Developed scalable sales SOPs, improving team productivity and reducing onboarding time by 30%.

References

Available upon request.

Languages

English

Full Professional

French

Full Professional

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