Inside Sales Manager

Würth MRO, Safety, & Metalworking•Prairie Township, OH

13d

About The Position

The Inside Sales Manager leads Inside Sales revenue growth, gross profit, margin, customer acquisition, and customer development. The role establishes individual and team goals, builds a proactive outbound sales culture, expands existing customer relationships, acquires new customers, and reactivates or grows inactive, declining, and underpenetrated accounts. The manager develops and oversees sales pipelines, helping representatives advance opportunities from prospecting and quotation through close and revenue activation. The role provides hands-on daily leadership, coaching, performance management, recruitment, onboarding, and development of Inside Sales talent. It establishes CRM discipline and uses CRM, business intelligence, analytics, AI, automation, and sales-enablement tools to improve productivity and manage performance. The manager partners with Field Sales, National Accounts, Sales Operations, Pricing, Category Management, Supply Chain, Marketing, Customer Service, Solutions, and other teams to support customers, maintain pricing and margin discipline, address sales barriers, and ensure appropriate account transitions. Success is measured through commercial and activity indicators, including revenue and gross profit growth, gross margin, new and existing customer growth, retention and reactivation, Closed Won revenue activation, outbound engagement, and sales productivity per representative.

Requirements

At least 5 years of progressive B2B sales experience, preferably in industrial distribution, MRO, Safety/PPE, metalworking, manufacturing, construction, or a related industry.
Demonstrated success leading an Inside Sales, business development, or high-velocity B2B sales organization.
Proven ability to grow revenue, develop salespeople, build pipeline, acquire new customers, and expand existing accounts.
Strong understanding of pricing, gross margin, quoting, customer segmentation, and commercial decision-making.
Experience managing sales performance through CRM, BI, and sales analytics.
Strong coaching, communication, leadership, and change-management capabilities.

Nice To Haves

At least 3 years of inside sales leadership or sales management experience is preferred.
Experience with HubSpot, SAP, Power BI, AI-enabled prospecting platforms, or similar technologies is highly desirable.

Responsibilities

Own Inside Sales revenue, gross profit dollars, gross margin percentage, and customer-growth objectives.
Set individual and team sales goals and hold the organization accountable for results.
Develop a proactive outbound sales culture and drive consistent revenue growth.
Grow share of wallet through category expansion, cross-selling, upselling, and penetration of additional customer locations and departments.
Build new-customer acquisition strategies and targeted plans to reactivate or grow inactive, declining, and underpenetrated customers.
Drive transactional opportunities that generate incremental revenue.
Build and maintain an actionable sales pipeline; conduct regular reviews of opportunity quality, next steps, close dates, probability, and revenue potential.
Coach representatives to advance opportunities from identification through quotation, close, and revenue activation.
Identify opportunities to accelerate revenue and convert outstanding quotes and proposals into purchase orders.
Ensure representatives ask for the business and identify barriers to customer purchase.
Create structured prospecting programs for potential customers in defined markets and verticals.
Use customer data, market intelligence, lead lists, digital tools, AI capabilities, and prospecting platforms to identify opportunities.
Set expectations for outbound calls, prospecting, customer meetings, follow-up, and opportunity creation.
Develop campaigns for targeted products, verticals, customer segments, promotions, and excess inventory.
Coach the team in discovery, value-based selling, objection handling, negotiation, and closing.
Help representatives understand customer operations and find opportunities beyond historical purchasing patterns.
Provide daily leadership, coaching, and performance management, including one-on-ones, call coaching, pipeline reviews, and performance discussions.
Develop performance plans based on sales results, activity, pipeline development, conversion rates, customer growth, and margin performance.
Listen to customer calls and provide real-time coaching and feedback.
Recognize strong performance and address performance gaps promptly.
Recruit, onboard, develop, and retain high-performing Inside Sales talent; create career-development opportunities within Inside Sales and the broader commercial organization.
Establish CRM discipline and ensure customer interactions, opportunities, activities, and next steps are accurately recorded.
Use CRM and BI reporting to manage the business using actionable data.
Monitor sales activity and results, including outbound activity, customer contacts, quote activity, pipeline creation, conversion rates, sales, margin, new customers, and retention.
Leverage AI, automation, market intelligence, and sales-enablement technologies to improve productivity and selling effectiveness.
Identify opportunities to automate non-selling activities so representatives can spend more time engaging customers.
Partner with Sales Operations and BI to develop dashboards and reporting for effective sales management.
Partner with Field Sales, National Accounts, Sales Operations, Pricing, Category Management, Supply Chain, Marketing, Customer Service, Solutions, and other functions.
Maintain pricing and margin discipline while ensuring the organization remains competitive and responsive.
Help resolve barriers preventing representatives from closing or activating business.
Ensure seamless customer transitions among Inside Sales, Field Sales, and National Accounts when account needs or potential warrant a different coverage model.
Provide leadership with insights into customer trends, competitive activity, lost-business reasons, pipeline quality, and emerging market opportunities.