Inside Sales Director

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.

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.