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Director, Inside Sales

Overview
Founded in 1951, Iron Mountain Incorporated (NYSE: IRM) is a Fortune 500, global leader in storage and information management services. Iron Mountain is committed to storing, managing and transforming what our customers value most, from paper records to data to priceless works of art and culture. Providing a full suite of solutions ? records and information management, data management, digital solutions, data centers and secure destruction ? Iron Mountain enables organizations to lower storage costs, comply with regulations, recover from disaster, and protect their data and assets from a complex world. Visit the company website at www.ironmountain.com for more information. Iron Mountain enables 94% of the Fortune 1000 to smartly and securely manage their physical and digital information assets. With unmatched innovation and collaboration, our teams create information management solutions for our customers' data, no matter what format, location or lifecycle stage it's in and no matter where it's kept. We are more than 25,000 people strong and growing. We've been a trusted records management leader since 1951. Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.
Responsibilities
Description:
Retention/Generation: Manages a team of loyalty and retention managers /supervisors, for the purpose(s) of retaining existing customers, while generating new sales from approximately 50,000 named and non-named Iron Mountain accounts in the SMB and Mid-Market segments.Revenue: Through relationship building, prospecting, issue resolution, negotiation, and executing on marketing initiatives to increase and maintain our footprint within the assigned book of business resulting in increased retention, revenue growth and quota attainment..Collaboration: The Director will work closely with SMB leadership, Insights and Analytics, Sales Operations, and Customer Care organization
Responsibilities:
Develop and drive new loyalty strategies to continually improve customer retention and revenue growth.
Create cadence to regularly monitor and measure performance to ensure targets are met.
Plans, tailors, develops, and executes sales strategies to potential clients in book of business
Introduces new IRM products to the telesales catalogue
Understands and maintains current knowledge on the company's products, services, features, benefits and applications for Iron Mountain's services and systems.
Keeps informed on competitive services, promotional matter, sales techniques, pricing and marketing policies.
Utilizes resources and performs research to determine retention and sales patterns strategies.
Works with local Operational leadership to drive market synergy between Sales and telesales teams.
Manages executive stakeholder engagement and communication as necessary. Interfaces with Global Solutions team to communicate demands of customers.
Establishes assessment tools for managers and supervisors to evaluate associates: selling abilities, time management, product knowledge, renewal skills, issue resolution, cross selling, proposal writing, customer experience and provide formal/informal training when needed.
Manages Supervisors thru the LOC process by providing feedback and coaching, and ensures they are managing performance on an ongoing basis
Performs ongoing maintenance of a sales infrastructure relating to information/ reporting systems (SFDC), proposal generation, communication, and information sharing.
Qualifications
Compliance Obligations:
It is the responsibility of every Iron Mountain employee:
to comply with all applicable laws, rules, regulations, and company policies
to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct
to complete required training within the allotted time frame



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