Bachelor's degree in Business, Marketing, Sales, Engineering, or related field preferred.
8+ years of progressive sales experience in manufacturing or B2B environments.
5+ years of sales leadership experience with high-performing teams.
Proven success in building or transforming Inside Sales organizations.
Strong experience with CRM systems and sales analytics.
Experience in a private equity-backed or high-growth manufacturing environment is a plus.
Responsibilities
Develop and execute the Inside Sales strategy to meet revenue goals.
Establish clear revenue growth and customer acquisition targets.
Identify opportunities for business expansion within existing accounts.
Lead and coach Inside Sales leaders to achieve performance goals.
Monitor key performance indicators and conduct regular performance reviews.
Build strategies to enhance customer engagement and relationships.
Collaborate with cross-functional teams to improve sales processes.
Benefits
Opportunities for professional development and career advancement.
Supportive culture focused on accountability and collaboration.
Access to advanced sales tools and technology.
Engagement in a dynamic, high-growth environment.
Full Job Description
Essential Duties and Responsibilities
Sales Strategy & Growth
Develop and execute the Inside Sales strategy in alignment with company revenue and growth objectives.
Establish clear goals for revenue growth, customer acquisition, account penetration, retention, and pipeline development.
Identify opportunities to expand business within existing accounts and develop new customers and markets.
Develop customer segmentation and coverage strategies to ensure appropriate sales resources are aligned with market opportunities.
Partner with commercial leadership to define the appropriate balance between Inside Sales, Field Sales, Business Development, and other sales channels.
Translate company growth strategies into actionable Inside Sales initiatives and priorities.
Leadership & Team Development
Lead, coach, and develop Inside Sales leaders and team members to achieve individual and organizational performance goals.
Build a culture of accountability, ownership, collaboration, and continuous improvement.
Establish clear roles, responsibilities, expectations, and career paths within the Inside Sales organization.
Develop succession plans and strengthen the leadership pipeline.
Partner with Human Resources and Sales Training to develop onboarding, product knowledge, sales skills, and ongoing professional development programs.
Recruit and retain high-performing sales talent as the organization grows.
Sales Execution & Performance
Establish and monitor key performance indicators, including:
Revenue and gross margin
Sales pipeline and pipeline conversion
New customer acquisition
Account growth
Lead response and conversion
Customer retention
Sales activity and productivity
Forecast accuracy
Conduct regular performance reviews and sales pipeline discussions with the team.
Use data and analytics to identify trends, performance gaps, and opportunities for improvement.
Develop standardized sales processes, expectations, and best practices across the Inside Sales organization.
Drive consistent CRM utilization, opportunity management, and sales activity documentation.
Customer & Market Development
Ensure the Inside Sales team develops a strong understanding of customer applications, manufacturing environments, products, and solutions.
Build strategies to increase customer engagement and expand relationships within targeted accounts.
Support the development of strategic and high-potential customers.
Monitor customer and market trends and provide insights to commercial leadership.
Ensure timely and professional follow-up on inbound leads, marketing-generated opportunities, and customer inquiries.
Cross-Functional Leadership
Partner with Field Sales to establish clear account ownership, lead handoffs, communication expectations, and rules of engagement.
Collaborate with Marketing on campaigns, lead generation, market segmentation, and conversion strategies.
Work closely with Revenue Operations to improve CRM effectiveness, reporting, forecasting, sales processes, and analytics.
Partner with Operations, Engineering, Technical Services, and Customer Service to ensure customer expectations can be successfully delivered.
Serve as a key member of the commercial leadership team and contribute to broader go-to-market strategy.
Continuous Improvement
Identify opportunities to improve sales productivity through technology, automation, standardized processes, and analytics.
Evaluate the effectiveness of sales tools, systems, and resources.
Develop scalable processes that support organizational growth.
Benchmark Inside Sales performance and practices against industry standards and best practices.
Qualifications
Education
Bachelor's degree in Business, Marketing, Sales, Engineering, or related field preferred.
Equivalent combination of education and relevant experience will be considered.
Experience
8+ years of progressive sales experience, preferably within manufacturing, industrial products, engineered products, distribution, or a B2B environment.
5+ years of sales leadership experience with responsibility for developing and leading high-performing teams.
Demonstrated success building or transforming an Inside Sales organization preferred.
Proven experience achieving revenue growth and sales performance targets.
Experience working within a multi-channel sales organization that includes Inside Sales, Field Sales, distributors, or channel partners.
Strong experience with CRM systems, sales analytics, forecasting, and pipeline management.
Experience working in a private equity-backed or high-growth manufacturing environment is a plus.
Knowledge, Skills & Abilities
Strategic and commercially focused leadership mindset.
Strong understanding of B2B and industrial sales processes.
Ability to develop both people and scalable sales processes.
Strong coaching and performance-management capabilities.
Ability to use data to make decisions and drive accountability.
Excellent communication, presentation, and relationship-building skills.
Strong financial and business acumen.
Ability to work effectively across Sales, Marketing, Operations, Engineering, Finance, and Human Resources.
Comfortable leading organizational change and developing new ways of working.
Strong customer focus with the ability to balance customer needs with business objectives.
