Position Overview
The Sales Manager & Recruiter is responsible for building, developing, coaching, and managing a high-performing sales team. This position combines active recruiting, sales-floor management, training, coaching, performance accountability, and continuous improvement.
The Sales Manager is expected to lead by example, maintain a strong recruiting pipeline, and ensure that every sales representative is properly trained and consistently following the company's proven collection sales process.
Key Responsibilities: Recruiting & Building the Sales Team
- Maintain an active, ongoing recruiting effort to continually expand and upgrade the sales floor.
- Recruit experienced sales professionals while identifying candidates with the communication skills, competitiveness, work ethic, and professionalism necessary for commercial collections.
- Conduct interviews, evaluate candidates, and make hiring recommendations.
- Maintain a pipeline of qualified candidates rather than recruiting only when there is an immediate opening.
- Continually evaluate the existing sales team and work to improve the overall quality and production of the sales floor.
- Help develop recruiting strategies to attract high-quality sales professionals.
Training & Development
- Train new sales representatives on Richard James & Associates' collection sales process, systems, expectations, and standards.
- Provide ongoing training and refresher coaching to existing representatives.
- Train and coach representatives on the company's proven collection sales flow chart, including:
- Gatekeeper
- Attention Statement
- Introduction
- Mini Qualification
- Presentation
- Red Flags
- CPS
- ID Debt
- Closing
- Ensure representatives understand not only the steps of the flow chart, but why each step is important and how to execute it effectively.
- Conduct role-playing, call reviews, and individual coaching sessions.
- Identify weaknesses in a representative's sales process and develop specific plans to correct them.
- Reinforce proper questioning, listening, qualification, presentation, negotiation, objection handling, and closing techniques.
Sales-Floor Management
- Manage the sales floor on a daily basis and maintain a professional, productive, accountable environment.
- Monitor individual and team performance against established activity and production standards.
- Review sales files to ensure representatives are working their accounts properly and following established procedures.
- Review calls regularly to evaluate performance, identify missed opportunities, and provide coaching.
- Monitor daily activity, including calls, phone time, contacts, follow-up, placements, and other established performance metrics.
- Require representatives to maintain consistent activity and accountability throughout the workday.
- Identify underperformance quickly and address it through coaching, additional training, and documented performance expectations when necessary.
- Recognize and reinforce high performers while helping struggling representatives improve.
Coaching & Accountability
- Conduct regular one-on-one performance reviews with sales representatives.
- Use actual files, calls, activity reports, and results to coach—not assumptions or opinions.
- Provide immediate feedback when opportunities are missed or the sales process is not being followed.
- Establish measurable goals and improvement plans for representatives who are not meeting expectations.
- Hold the sales team accountable for both activity and results.
- Develop representatives into stronger salespeople rather than simply managing their numbers.
Continuous Improvement
- Continually look for ways to improve the sales process, training, recruiting, and overall performance of the sales floor.
- Identify successful techniques used by top performers and incorporate them into team training.
- Monitor market conditions and recruiting trends to improve the quality of candidates entering the organization.
- Work closely with management to identify staffing needs, production opportunities, and areas for improvement.
- Help create a culture where salespeople are expected to work hard, follow the process, be coachable, and continually improve.
Core Expectation
The Sales Manager & Recruiter is not simply an administrative manager. This is a hands-on leadership position. The manager is expected to be actively involved on the sales floor—recruiting, training, listening to calls, reviewing files, monitoring activity, coaching representatives, and driving production.
The ultimate objective is to continually build a stronger sales team, improve individual performance, increase quality placements, and create a sales floor capable of supporting the company's continued growth.
Pay: $75,000.00 - $90,000.00 per year
Benefits:
- 401(k) matching
- Dental insurance
- Health insurance
- Paid time off
Work Location: In person
