Inside Sales Manager

The Inside Sales Manager is responsible for leading, coaching, and scaling a team of Account Managers who support and grow a high-volume portfolio of non-VMI customer accounts. This role is accountable for delivering profitable revenue growth, customer retention, and sales productivity through a disciplined inside sales operating model.

This leader drives results through clear metrics, standardized processes, and continuous improvement ensuring consistent execution across inbound and outbound sales activities. The position focuses on process excellence, data-driven performance management, and operational efficiency, rather than direct ownership of customer accounts.

Own and drive team performance against key metrics, including revenue growth, gross margin, customer retention, call activity, conversion rates, pipeline coverage, and average response time.

Establish weekly, monthly, and quarterly performance targets aligned with regional and company goals.

Lead structured pipeline reviews and performance discussions using CRM data and sales analytics to identify trends, gaps, risks, and opportunities within the account portfolio.

Monitor leading and lagging indicators to proactively identify risks and growth opportunities.

Design, implement, and continuously refine standardized inside sales processes for inbound inquiry handling, outbound outreach, and opportunity management.

Drive a culture of continuous improvement by identifying workflow inefficiencies, reducing handoffs, and improving cycle time.

Partner with Sales Operations and Marketing to improve CRM utilization, data quality, reporting accuracy, and lead generation follow-through.

Ensure consistent and accurate documentation of customer interactions, opportunities, and account details within CRM systems.

Recruit, onboard, coach, and develop Account Managers to achieve consistent, measurable performance.

Conduct regular coaching sessions focused on activity quality, conversion effectiveness, and customer outcomes.

Use objective performance data including revenue growth, retention rates, and call activity to support recognition, development planning, and employee relations.

Establish clear performance expectations and provide structured feedback through formal and informal channels.

Ensure efficient account segmentation and coverage models to allocate team time and resources based on business impact.

Develop and drive outbound sales strategies, including targeted outreach to lapsed customers, low-activity accounts, and new opportunities.

Identify opportunities to grow existing accounts through cross-sell, upsell, and reactivation efforts.

Support pricing discipline and product mix optimization aligned with company margin expectations.

Collaborate cross-functionally with operations and procurement to resolve customer issues and support sales execution.

Ensure compliance with all company policies and applicable regulations (OSHA, ISO, etc.)

Stay informed on industry trends, customer needs, and internal capabilities to support team effectiveness.

Strong understanding of inside sales and account management principles, particularly within high-volume customer portfolios.

Ability to drive performance through metrics, coaching, and structured processes.

Strong analytical skills with the ability to interpret leading and lagging indicators and translate data into actionable insights.

Excellent communication and leadership skills, with the ability to coach, influence, and develop team members.

Ability to manage multiple priorities and drive consistency in a fast-paced, dynamic environment.

Effective problem-solving skills and ability to navigate customer and operational challenges.

Ability to collaborate cross-functionally and build strong internal partnerships.

Ability to balance customer needs with pricing and margin expectations to support profitable growth.

Self-motivated with a strong sense of ownership and accountability.

High attention to detail and organizational skills.

Proficiency with Microsoft Office products and CRM systems.

Fastener and other class C product knowledge are a plus.

Associate degree in Marketing, Business, or equivalent preferred.

5+ years of progressive experience in sales, account management, or customer-facing roles.

2+ years of leadership experience in a sales or service environment.

Demonstrated history of exceptional leadership and team-building capabilities, effectively overseeing and developing teams for measurable success.

Experience recruiting and onboarding sales team members preferred.

Valid driver's license required.

This job operates primarily in an office environment, with occasional visits to customer locations as needed.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to sit; stand; walk; use hands to finger, handle, or feel; and reach with hands and arms. The employee must lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

Frequent local travel to customer locations may be required; occasional overnight travel may also be necessary.