Head of Inside Sales

Glaston; Finland; Hybrid; EUR 140,000 - 190,000; Full time

Benefits offered by this job

Flexible working hours

Hybrid work model

Health and wellbeing initiatives

Job summary

Glaston is building a new Inside Sales team to reach deeper into the installed base and improve uptime, quality and productivity for glass processing customers worldwide. As Head of Inside Sales, you will build and lead a high-performing team, shape our Inside Sales approach, and collaborate with sales, service and marketing to turn opportunities into sustained value.

You will define the operating model, manage customer engagement, and ensure effective CRM usage with a data-driven approach.

Qualifications

• Must have B2B sales experience in industrial equipment or services.
• Experience leading Inside Sales or Sales Development teams.
• Strong data-driven approach; convert pipeline insights into action.
• Proficient in Salesforce or similar CRM.
• Excellent English communication.

Responsibilities

• Build and lead Glaston's Inside Sales team across EMEA, APAC and North America.
• Coach your team weekly, join customer calls and lead by example.
• Develop a customer success mindset to drive upgrades, parts, service contracts and new lines.
• Define operating model, target segments, contact plans and qualification criteria.
• Close opportunities together with your team and handover to regional sales and services.

Skills

B2B sales experience

Inside Sales leadership

Analytical mindset

Salesforce proficiency

English communication

Cross-cultural collaboration

Travel willingness

Industrial/manufacturing experience

Tools

Salesforce CRM

Job description

Thousands of Glaston machines run in glass processing plants around the world. Behind each one is a customer who needs their line to perform: uptime, quality and productivity now, and the right upgrades, services and investments for the future. Alongside our sales and service teams, who actively support our customers today, we are building a new Inside Sales team. Our Inside Sales team will be reaching further into our installed base, systematically and at scale, to help customers improve performance and return on their investment. As Head of Inside Sales, you will build and lead a high-performing team and shape how we proactively stay in contact with customers. You will define our Inside Sales approach, work closely with sales, service and marketing teams, and stay close to customers through direct interactions. Your main focus will be on building a strong operating model, a winning team and lasting results.

This is what your work is about

• Build and lead Glaston's Inside Sales team across EMEA, APAC and North America.
• Coach your team every week, join customer calls and lead by example.
• Bring a customer success mindset by helping our installed base customers get the most out of Glaston technology, while identifying opportunities for upgrades, spare parts, service agreements and new lines.
• Define the Inside Sales operating model, including target customer segments, contact plans, call guides, qualification criteria and handover rules.
• Quote and close lifecycle business opportunities together with your team
• Agree clear ways of working with regional sales, services, sales engineering and marketing, ensuring every opportunity gets followed up
• Create a new communication concept for customer decision makers
• Make our CRM work for you: activities, pipeline, results and a shared dashboard

This is the background we are looking for

• Experience in B2B sales, ideally with industrial equipment, aftermarket or service sales
• Experience in building or leading an Inside Sales, Sales Development or Customer Service Sales team
• A hands-on, results driven approach combined with strong analytical skills. You enjoy engaging with customers directly and know how to turn data, conversion rates and pipeline insights into action.
• Good knowledge of Salesforce (or other CRM) with willingness to develop functionality.
• Technical curiosity and the ability to communicate effectively with a range of stakeholders, from maintenance managers to purchasing directors and plant owners.
• Excellent communication skills in English. Additional languages are an advantage.
• Ability to work across countries, cultures and organisations, building trust with sales and service colleagues, and willingness to travel occasionally to meet and support your team and customers.
• Experience from the glass, machinery or manufacturing industry is a plus.
• Above all, we value your drive to build something new and see it through.

What we offer

• A unique chance to build a new function in a global technology leader and shape how Glaston works with its customers.
• An international team and close cooperation with sales, service and product experts around the world.
• Attractive working conditions, flexible working hours, initiatives to promote health and wellbeing at work and hybrid work model.
• Location is flexible but ideally close to one of our main Glaston offices in Finland or Germany.

Do you want to work with the best experts in the field in a highly dynamic environment? Choose a career with us. Together we can build a stronger role for the use of glass in the future.

For more information, please contact Robert Jenks, EVP Services, at [e-mail] or call [phone] on Friday 13th November between 10.00-12.00 CET or Friday 20th November between 10.00-11.00 CET.