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.