Inspire | Product Manager – Sales Tools - Technical.ly

Product Manager – Sales Tools

Inspire |  Center City | Ops / PM

Job Description
Company Culture
Technical.ly Coverage

POSITION SUMMARY

As Senior Product Manager for Internal Sales Tools, you empower Inspire’s efforts to provide a delightful, modern sales experience to our customers and accelerate the adoption of smart, renewable energy to the home.

As Senior Product Manager for Internal Sales Tools, you will have a unique opportunity to develop a suite of web and mobile products enable our sales organization to improve performance as it scales and grows. Working with the Director of Internal Tools, and VP of Product, you will develop and execute a strategy and roadmap for transitioning our sales operations from 3rd-party tools to internally built products. Your products will be obsessed on creating a stellar sales experience from the customer’s perspective, making sales agents more effective in their prospective and sales efforts and improving the managerial and operational capacity of sales management and senior leadership.

ABOUT THE CUSTOMER

The ultimate, if not only, measure of a sales experience is whether the customer decides to buy from and – more importantly – stay with Inspire. Often our customers’ first contact with Inspire is through a salesperson knocking on their door and walking them through the enrollment process.  Here, first impressions determine the kind of relationship we are going to have with this customer (if at all). While the “users” of your products will be internal Inspire employees, your ultimate success depends on your ability to aid them in their efforts to build strong relationships with our customers and do so at scale.

RESPONSIBILITIES & DUTIES –

  1. Get more Inspire customers to buy our products and services – Drive adoption and Customer Lifetime Value (LTV) through the development of experience-shifting sales products and tools for field agents and their line managers that improve first impressions and sales experience for the customer.
  2. Improve the Sales Agent Experience – Develop a suite of self-service tools and portals for Sales Agents to track their progress & earnings and leverage data to improve performance through targeted sales tactics.
  3. Help Sales Managers better support their teams – Develop tools and portals to give managers a birds-eye view into the performance of their agents to take action in real-time.
  4. Improve the managerial and operational capacity of Inspire’s Sales Leadership – Create tools and portals for Inspire executives to make better-informed decisions at both the strategic and operational level.

2019 DELIVERABLES

  1. Work with the Director of Internal Tools & the VP of Product to develop, define and execute a strategy and roadmap for transitioning our sales operations from 3rd-party tools to internally built products.
  2. Collaborate with Sales, Data Science, Operations and Product Marketing to define and map business requirements. Ensure that roadmap decisions are driven by and understanding of what will move the needle now and in the future.
  3. Work cross-functionally to define, develop, ship and grow sales tools for web and mobile.
  4. Make a significant impact on sales conversion, volume and LTV.
  5. Make a meaningful qualitative and quantitative impact on sales operations.

TRAITS REQUIRED FOR THE ROLE

  1. You love salespeople – Success in this role requires strong empathy for, and desire to empower field salespeople to succeed and have a good time doing it.
  2. Doer – You are not afraid to roll up your sleeves and wade through the muck to uncover the right answers.
  3. Learning machine – You consume and distill new information voraciously, climbing learning curves with dizzying speed. We should feel like we would have a hard time keeping up with you and be compelled to level up our game as a consequence.
  4. Systems Thinker – You can reason from First Principles to parse signal from noise, extrapolate the underlying pattern, identify the sensitive inputs & weightings and generalize to other contexts.
  5. Foresight – You are able to balance the needs of the present without jeopardizing or constraining optionality in the future. You can play out the multi-round consequences of available paths or tactics, take the long-term view and do not make a habit of cutting corners.
  6. High Trajectory – You are pursuing personal and professional growth as a top reason for changing jobs. You actively seek coaching and working environments that imprint you with new skills and abilities to level up.
  7. Humility – You are comfortable enough to know when to say “I don’t know”. You share credit with the team when things go well and volunteer to own the blame when something goes wrong in your corner of the kitchen.
  8. Leadership – You can rally a team by leading through influence, not fiat. You are able to tune your communication style make your message more receptive to each individual member of the team.

SKILLS REQUIRED FOR THE ROLE

  1. Stellar user research chops – You will be doing a significant amount of rapid prototyping and user research, going into the field with sales agents to understand how new product changes affect customer experience and sales agent effectiveness.
  2. Prior experience building internal tools – Strong preference for experience leading cross-functional teams to develop and launch of sales-specific software tools, point-of-sale solutions, ecommerce experiences or tools for performance-based cultures.
  3. Strong business acumen – Familiarity with subscription-based consumer electronics businesses and Saas metrics.
  4. A strong eye for user experience – Must be able to communicate using design tools like Sketch, Figma, or the Adobe Suite
  5. Technical Knowledge – Must be familiar with the latest technologies including Rails, React, React Native, PostgresSQL, Heroku, AWS, S3 etc.
  6. Excellent verbal and written communication skills – especially in creating detailed, crisp business requirements, functional requirements and user stories that can be used to create product specifications and architecture for each product.

MEASURES OF SUCCESS

  1. Progress on executing roadmaps and meeting deadlines.
  2. Ensuring that products released are performant, stable and scalable.
  3. Net lift on sales conversion, volume and LTV.
  4. Net lift on the efficiency and throughput of sales operations.
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What are some examples of projects Inspire employees are working on?

Everyone is or becomes a full-stack developer. The company is very product-focused. Technologists are tasked with developing next generation consumer products that are easy to use and help members better understand their energy consumption. The team is currently working on Inspire’s consumer technology platform, which is written with a mix of Ruby and Angular 2, and using Ionic to create native mobile apps. Inspire’s tech team is constantly unlocking data that helps members optimize their energy usage, increase their home's value and decrease their carbon footprint.

How does Inspire encourage learning on the job?

Developers at Inspire love technology and are driven by their curiosity. It’s not a requirement to be an expert in the languages and tools we use, but it is a requirement to strive to get better at technology every day. At Inspire, coders get to learn and work with new technologies throughout the stack, whether it’s on the front-end, building API’s or working with our data scientists.

How does the company’s mission impact its technologists?

In the best way. Coders have opinions, and those opinions are welcomed at Inspire. While technical skills are important, Inspire is looking for technologists who want to feel a sense of purpose when they go to work everyday. Inspire’s dev team brings the company’s mission to life in everything it builds. At the end of the day, developers are asking themselves the same question their colleagues in other departments are asking: Is this going to help us achieve our mission?

What does the company do to loosen things up?

The drive to create a larger impact on this world is very real, but employees don’t take themselves too seriously. Every employee is an Avenger fighting climate change. Every employee also has his or her own story about their first “Cupcake Smash,” an internal birthday tradition that features an Avenger cape and a cupcake eating competition (could you eat a cupcake in one bite?). That is, unless you’re CEO and founder Patrick Maloney, who donned a pair of goggles and plunged his head into a bucket of water to bob for his birthday cupcake.

What is every-day company culture like?

Avengers will tell you that company culture is a big draw, and like everything else about Inspire, the company mission is a big part of it. The team is driven by the collective desire to create something new — to test, learn and solve the tough problems. Inspire’s staff is young, energized, and motivated by purpose-driven work. Avengers are encouraged to learn new skills and put them to the test. Outside of work, team members can often be found together, whether it be at a happy hour or office yoga session. Side projects are encouraged, and several employees use their free time to build something unrelated to work or engage with environmental justice organizations.

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