Inside Sales Manager

White Cap•REMOTE GA 3 - Remotely Working in Georgia, GA

10d

About The Position

The Inside Sales Manager leads and develops an inside sales team and drives revenue growth through pipeline management, quoting discipline, and customer-focused account strategies. The role ensures consistent execution of sales playbooks, forecasting accuracy, and performance accountability while improving conversion rates, supporting marketing initiatives, and fostering employee engagement and skill development. The manager leads team performance and development, owns revenue growth for the inside sales segment, and improves account growth through cross-selling, upselling, and proactive customer management. The role establishes and improves sales playbooks and quoting standards, uses CRM and reporting tools to support visibility and accountability, and collaborates with Marketing on promotions and campaigns. It also maintains pipeline discipline and forecast accuracy, translates sales plans into targets, monitors results, takes corrective action, and reports trends, risks, and opportunities to sales leadership. The position involves managing a group or team of professional individual contributors and/or indirectly supervising support staff. Work is primarily in a comfortable indoor area, usually seated with frequent opportunity to move about. Rarely, the role may require moving or lifting light articles. Overnight travel is typically less than 10% of the time.

Requirements

Typically requires a BS/BA in a related discipline.
Generally requires 7 or more years of experience in a related field.
May require certification.
An advanced degree may offset less experience in some disciplines.

Nice To Haves

Five or more years of experience in inside sales or commercial sales roles.
Prior experience managing or leading sales teams.
Proven ability to drive performance through process, coaching, and accountability.
Experience working cross-functionally with Marketing.
A CRM-driven, metrics-oriented sales management approach.

Responsibilities

Lead, coach, and develop an inside sales team, setting clear expectations for performance, pipeline management, quoting, and customer engagement.
Recruit, onboard, and train team members, and drive accountability for execution and results.
Own revenue growth for the inside sales segment by expanding share of wallet, driving cross-sell and upsell opportunities, and providing proactive, customer-focused account management aligned to the company’s value proposition.
Develop, document, and continuously improve inside sales playbooks covering outreach, qualification, quoting, and account growth strategies.
Ensure consistent team execution and use CRM and reporting tools to drive visibility, accountability, and performance.
Establish and enforce quoting standards for quality, responsiveness, follow-up, and win-loss tracking.
Drive conversion rates through coaching, pricing discipline, and value-based selling, and monitor quote activity as a key performance indicator.
Collaborate with Marketing to execute targeted promotions and campaigns and drive adoption by the inside sales team.
Provide feedback on offer performance, customer response, and competitive insights, and equip sellers to present and close promotional opportunities.
Own forecasting accuracy and maintain pipeline discipline for the inside sales team.
Translate sales plans into actionable targets, monitor performance, and take corrective action as needed.
Report trends, risks, and opportunities to sales leadership.
Measure success through revenue target achievement, improved quote volume and conversion rates, disciplined execution of sales playbooks, stronger marketing impact, and employee engagement, retention, and skill development.