Inside Sales Manager (ISM)

Janitza•Ashburn, VA

12d•Onsite

About The Position

Janitza North America is seeking an Inside Sales Manager (ISM) to lead, coach, and actively contribute to the Inside Sales team, ensuring consistent and predictable revenue results. This is a working manager role, requiring a balance of individual selling responsibilities and team leadership, with accountability for both personal performance and overall team outcomes. The ISM will drive results through hands-on selling, structured coaching, and disciplined execution. This role ensures Inside Sales representatives are enabled to sell effectively through structured onboarding, ongoing coaching, clear expectations, and strong cross-functional alignment with Marketing, Sales Engineering, Operations, and Outside Sales. The ideal candidate will have experience in technical electronic equipment sales related to low voltage power distribution, metering concepts, networking, PLC/HMI integration, and industrial communication protocols. This role has the potential to transition into a full-time people manager as the team grows.

Requirements

Proven experience leading and coaching inside sales teams while maintaining direct selling responsibility and accountability for both individual and team performance.
Strong command of pipeline management, forecasting, KPIs, and CRM discipline to drive predictable results.
Demonstrated ability to hire, onboard, develop, and manage performance across a sales team, while reinforcing expectations through hands-on involvement.
Background in technical sales (electrical, industrial, data center, or similar environments) with credibility coaching reps selling complex solutions.
Track record of enforcing structured sales processes while enabling consistent, repeatable execution.
Effective cross-functional leader who partners closely with Marketing, Sales Engineering, Operations, and Outside Sales, informed by frontline selling experience.
Relative experience in sales of technical electronic equipment related to low voltage power distribution, metering concepts, networking, PLC/HMI integration and industrial communication protocols.

Responsibilities

Lead, coach, and actively contribute to the Inside Sales team to deliver consistent, predictable revenue results.
Balance individual selling responsibilities with team leadership, maintaining accountability for both personal performance and overall team outcomes.
Drive results through hands-on selling, structured coaching, and disciplined execution.
Ensure Inside Sales representatives are enabled to sell effectively through structured onboarding, ongoing coaching, clear expectations, and strong cross-functional alignment.
Hire, onboard, train, and ramp inside sales representatives while modeling effective selling behaviors through direct participation.
Provide ongoing coaching through call reviews, deal reviews, and pipeline inspections.
Set clear expectations for performance, behaviors, and career progression, reinforcing standards through both leadership and personal example.
Address performance issues promptly and manage development plans when needed.
Foster a culture of accountability, continuous improvement, and professional growth.
Set team goals and activity quotas in alignment with sales leadership while also managing and delivering against an individual book of business.
Monitor KPIs, pipeline health, conversion metrics, and forecasting accuracy, through team oversight and hands-on management.
Ensure consistent execution of the sales process across the team.
Drive predictable pipeline creation and monthly closed deal performance at both a team and individual level.
Maintain strong CRM discipline and data integrity through personal adherence and team enforcement.
Enforce standardized sales processes, outreach cadences, and qualification criteria while using them in day-to-day selling.
Partner closely with Marketing on lead flow, campaigns, and messaging.
Collaborate with Sales Engineering and Operations to support technical sales cycles.
Act as a bridge between Inside Sales and Outside Sales to ensure smooth handoffs.
Continuously refine processes to improve efficiency, visibility, and results.
Proactively engage target customers via phone, email, LinkedIn, and other channels.
Qualify inbound and outbound leads and identify new business opportunities.
Schedule meetings and support opportunity progression through the funnel.
Maintain accurate customer and opportunity data in the CRM.
Stay current on Janitza products, solutions, and market positioning.