Job Description

Role Summary

As a Senior Manager of Inside Sales, Facility Solutions (FS), you lead a team of Senior Inside Account Executives responsible for consultative, solution-based selling across Janitorial/Sanitation (Jan/San) and Breakroom categories. You are accountable for profitable sales, margin growth, and customer share of wallet. This role emphasizes consistent, high-impact coaching delivered through live, recorded, and digital interactions, paired with strong strategic deal leadership. You are responsible for developing seller capability aligned to current and future business needs, pipeline discipline, and customer-focused execution. You partner closely with selling leaders and cross-functional teams to deliver cohesive, customer-centered solutions.

Duties & Responsibilities

• Sales & Margin Category Ownership: Drive Jan/San and Breakroom sales-including janitorial paper and dispensers, cleaning chemicals and supplies, hand soaps and sanitizers, safety supplies, breakroom products, and total coffee programs-to increase customer share of wallet, profitable sales, and margin growth.

• People Leadership: Lead and develop Senior Inside Account Executives through regular coaching, opportunity and pipeline funnel reviews, and performance feedback using live, recorded, and digital interactions.

• Complex Deal Leadership: Guide and support complex, multi-stakeholder opportunities through structured opportunity reviews from qualification through negotiation and execution.

• Pipeline & Forecasting Discipline: Maintain pipeline health, deal quality, KPI attainment, and forecasting accuracy through consistent funnel inspection.

• Coaching & Capability Building: Coach consultative selling, strategic thinking, digital dexterity, value articulation, and negotiation through real deal and call scenarios.

• Talent Development: Proactively strengthen team capability by aligning performance feedback, developmental assignments, and career paths with current and future business needs.

• Digital Selling Leadership: Personally model, teach, and reinforce effective use of CRM, analytics, and digital selling tools.

• Selling Partner Alignment: Collaborate with account teams and sales leaders to align on account strategy, coverage, and execution across opportunities.

• Cross-Functional Partnership: Partner with pricing, merchants, operations, and enablement teams to shape solutions and support execution.

• Customer Focus: Reinforce customer-centered problem-solving and value creation through deal strategy, coaching, and pipeline decisions.

What You Bring to the Table

• Consultative Selling: Ability to coach sellers to uncover customer needs, articulate value, and deliver solution-based outcomes.

• Digital Dexterity: Proficiency using and coaching CRM, analytics, and digital enablement tools to inform opportunity and pipeline decisions.

• Customer Obsession: Strong focus on solving customer problems and delivering long-term value.

• Developing Others: Demonstrated capability to coach, provide feedback, and build seller readiness through live, recorded, and digital interactions.

• Problem-Solving: Ability to navigate complexity and guide strategic decisions within opportunity and pipeline reviews.

• Action-Oriented: Takes initiative, prioritizes effectively, and converts plans into results

• Grit: Demonstrates accountability, persistence, and sustained effort while staying focused on results in the face of challenges, setbacks, and evolving priorities.

• Collaboration: Ability to align selling partners and cross-functional stakeholders during deal strategy and execution.

• Inclusion: Inclusive leadership approach that values diverse perspectives and experiences.

• Self-Development: Commitment to continuous learning and personal growth.

Basic Qualifications
• 5+ years of B2B sales experience, including 3+ years of sales leadership experience or equivalent relevant experience.
• High School Diploma or GED.

Preferred Qualifications
• Experience leading and developing sales professionals through virtual and digital coaching.
• Demonstrated success driving profitable sales and margin growth.
• Experience managing complex, multi-stakeholder opportunities.
• Strong business, financial, and analytical acumen.
• Experience supporting Facility Solutions categories, including Jan/San and Breakroom.
• Full sales-cycle and pricing strategy experience.
• Proficiency with CRM and digital selling tools.

We Offer:

• Inclusive culture with associate-led Business Resource Groups
• Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays)
• Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more