Solera
Head of Inside sales
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Role Summary
The Head of Inside Sales will lead the inside sales team, driving revenue growth across our vehicle history check and valuation data products. This role is crucial for managing and developing the Inside Sales Manager and ensuring high performance within the team. A key focus will be on leading the transition of our inside-sales customer base toward an e-commerce-driven model, which requires a leader with experience in digital transformation, commercial change management, and cross-functional collaboration—particularly with marketing and product teams. While industry knowledge of motor dealers, automotive data, or related sectors is advantageous, it is not essential.
Key Responsibilities
Leadership & Team Management
- Lead, coach, and develop the Inside Sales Manager to ensure high performance within the team.
- Set clear targets, KPIs, and performance expectations aligned with company objectives.
- Foster a culture of accountability, continuous improvement, and customer focus.
- Ensure effective communication and collaboration within the inside sales team.
Commercial Strategy & Execution
- Own the sales strategy for inside sales, ensuring revenue growth and customer retention.
- Identify new commercial opportunities within the motor dealer ecosystem and adjacent markets.
- Work closely with marketing to align campaigns, lead-generation activity, and customer lifecycle initiatives.
- Collaborate with product and data teams to ensure customer feedback informs product development.
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E-Commerce Transition Leadership
- Lead the strategic shift from a traditional inside-sales model to a scalable e-commerce-driven customer acquisition and retention model.
- Work with marketing, product, and technology teams to define customer journeys, pricing strategies, and digital conversion funnels.
- Manage change across the sales organization, ensuring the team understands and embraces new processes, tools, and expectations.
- Analyze performance data to optimize digital sales channels and identify opportunities for automation and self-serve adoption.
Forecasting, Reporting & Performance Management
- Own sales forecasting, pipeline management, and reporting to senior leadership.
- Use data to drive decision-making, identify trends, and adjust strategy where needed.
- Ensure CRM discipline and accurate reporting within the inside sales team.
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Experience & Skills Required
Essential
- Proven experience leading multi-team sales organizations, ideally with a focus on inside sales.
- Demonstrated success driving commercial change, particularly transitioning from traditional sales models to digital or e-commerce-led models.
- Strong leadership skills with the ability to coach managers and influence cross-functional teams.
- Commercially astute with strong analytical and strategic thinking abilities.
- Excellent communication, stakeholder management, and organizational skills.
Desirable
- Experience in the automotive, motor dealer, or vehicle data sector.
- Familiarity with SaaS, subscription models, or data-driven products.
- Experience working closely with marketing teams to drive digital acquisition and customer lifecycle strategies.
Personal Attributes
- Change-ready and comfortable challenging the status quo.
- Customer-centric mindset with a passion for delivering value.
- Confident, resilient, and able to navigate ambiguity.
- Collaborative and able to build strong internal and external relationships.
- Results-driven with a focus on execution and continuous improvement.
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