Job Title: Telesales Manager
Date Posted: 09-11-2007
Job Location: Virginia-McLean/Arlington
Job Type: Full Time
Education Level: Associate Degree
Work Experience: 2+ to 5 Years
Job Shift: First Shift
Yearly Salary:50K-70K
Company Name: Airlines Reporting Corporation
Company Website:
Contact Information: Airlines Reporting C   Airlines Reporting C (
Job Description:
This is a full time telephone sales position that will require a self-motivated, high energy,
team oriented individual who is driven to achieve and has a proclivity for making cold calls.
This position will require generating demand and securing sales orders for ARCís products and
services, allowing a candidate exposure to both sales and customer relationship management.
This position is expected to generate sales through relationship building and account
management. Your performance will be measured by revenues generated. 



∑        Individually initiate the generation, development and closure of sales opportunities
by phone; Responsible for targeting, acquiring and retaining full customer participation in
all new and existing products.

∑        Meet and/or exceed established individual and team revenue goals; Assist in driving
sales purchased by new and existing accounts to meet revenue objectives

∑        Drive renewal (subscription) revenue through proactive engagement with customers and
pursuit of prompt and proper resolution of technical and product use-related issues

∑        Maximize all opportunities to increase the breadth and scope of revenue solutions
utilized/purchased by  each ARC customer account

∑        Assist the Telesales Manager in the identification, development and ongoing
management of a pipeline of opportunities toward closure

∑        Establish best practices for account management services post-sale 

∑        Identify all obstacles (product or business model) preventing a customer from
finalizing a sale; provide suggested resolutions to the applicable business unit 

∑        Suggest viable product enhancements, new product possibilities or service
improvements to business units servicing ARC business models 

∑        Supervise and direct collaborative sales cycle initiatives with the other business
units (Call Center, Puerto Rico operations and CTD)

∑        Build working relationships with ARCís existing Agency and Corporate customer base,
as well as other new customers supplied by the product manager; identify individual business
needs in preparation for developing customized solutions and generating revenue. 

∑        Assist in the development and execution of the Departmentís sales strategy  

∑        Assist with development/selection of a sales automation tool; primarily responsible
for maintenance and input into a contact management solution housing active account
information on all customers 


Experience and Skills Required 

∑        Must be willing to abide by ARCís corporate values; Integrity, Innovation, Cost
Effectiveness, Teamwork and Excellence.  

∑        Minimum of  AA degree, BA preferred or equivalent work experience

∑        Proven and demonstrated comfort level with cold calls

∑        Work history demonstrating a consistent positive attitude and the ability to lead and
motivate a team.

∑        Demonstrated proficiency with time management and proven ability to work with minimal
or no supervision



∑        Ability to creatively identify and articulate the best ways for customers to utilize
ARCís products and services to their benefit; demonstrated knowledge of all of ARCís existing
products and services and/or the ability to learn the product attributes in a short time frame

∑        Excellent analytical skills for identifying a customerís product use issues and
obtaining resolution from the applicable business unit

∑        Exceptional written and oral presentation skills

∑        Ability to maintain a high level of productivity, manage multiple competing
priorities and work effectively under the pressure of time constraints

∑        Demonstrated Intermediate Proficiency with Microsoft Office Suite

∑        Ability to research and establish contact with the proper decision makers and
executives in prospective customer organizations

∑        Exceptional phone presence; clarity of thought and expression

∑        A desire to excel in sales, be aggressive and learn new technologies


∑        Previous work experience in a demanding Telesales environment with proven revenue

∑        Background in sales and/or marketing

∑        Travel Agency or Corporate Travel Department Experience (Back Office) 

∑        Work experience with sales automation tools

∑        Successful completion of Level 2 background check for ARC Compassģ 



Instructions:   Employees meeting the above qualifications and who are interested in applying
should complete and Internal Application Form.  Forms can also be found on the Internet under
Human Resources Ė Forms.  Completed applications should be returned to Human Resources
Applicable background checks may be conducted if the employee currently does not have access
to COMPASS or the applicable level of COMPASS required to do the essential functions of the
position.  The offer for the position will be contingent upon a successful background check. 
All others send resume to
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