Inside Sales Manager
About The Position
Inside Sales Manager Build the Team. Run the Numbers. Make Revenue Predictable. ABOUT THIS ROLE AICA Orthopedics runs a high-volume inside sales operation that converts inbound calls from accident victims and injury patients — and calls coordinated through legal offices on their behalf — into scheduled patient appointments. The function works. The opportunity is to make it consistently excellent — through better hiring, tighter training, and daily management discipline that turns individual effort into predictable revenue. This role owns that outcome. You'll lead a team of Inside Sales Representatives (currently under 10, scaling toward 20), report directly to the EVP, and be accountable for the metrics that connect call volume to booked appointments to organizational revenue. You're a player-coach who can run a morning huddle, diagnose a rep's conversion drop by listening to calls, and present a weekly performance summary to senior leadership — all in the same day.
Requirements
- 5+ years managing an inside sales or inbound call center team with measurable conversion accountability
- Demonstrated ability to hire, onboard, and develop sales reps from selection through quota attainment
- Hands-on coaching style — you listen to calls, you role-play objections, you sit next to reps when it matters
- Strong command of sales metrics: conversion rate, handle time, follow-up rate, pipeline velocity
- Experience building or improving training programs, not just inheriting them
- Proficiency with CRM systems; Salesforce and NextGen experience a plus
Nice To Haves
- Background in healthcare, personal injury, medical intake, or legal services
- Experience scaling a team from small to mid-size (10-20 reps)
- Comfort presenting performance data directly to senior leadership
Responsibilities
- Team Performance
- Drive daily, weekly, and monthly conversion metrics across the team — appointment booking rate is the primary number
- Monitor rep-level performance in real time; identify variance early and intervene before it becomes a trend
- Run daily huddles, weekly 1:1s, and monthly performance reviews with clear expectations and documented outcomes
- Listen to calls regularly — use them as coaching material, not just QA
- Hiring & Onboarding
- Own the hiring process for Inside Sales Representatives — sourcing, screening, selection, and offer
- Build and maintain an onboarding track that gets new reps converting within their first 30 days
- Set the bar for who belongs on this team and hold it
- Training & Development
- Design and deliver ongoing sales training — intake scripting, objection handling, empathy-to-conversion sequencing
- Identify skill gaps at the individual and team level; build targeted training responses, not generic ones
- Develop reps who can handle emotionally complex calls — injury patients, accident victims, and calls coordinated through legal offices — with both competence and care
- Revenue Predictability
- Build and maintain reporting cadences that give leadership visibility into pipeline, conversion trends, and capacity
- Forecast appointment volume based on call volume, conversion rates, and staffing — and be accountable to that forecast
- Partner with the EVP to translate sales performance into revenue projections
- Identify and close gaps between current performance and target before they affect the bottom line
Benefits
- Competitive salary + performance bonus tied to team conversion metrics
- Full benefits — medical, dental, vision, 401(k), PTO
- Direct access to EVP — decisions get made, not deferred
- A function that already works, with real room to make it excellent
- 21-location network across metro Atlanta and growing
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
Number of Employees
11-50 employees
