Inside Sales Director

80/20; Columbia City (IN); Sur place; USD 120 000 - 190 000; Plein temps

Résumé du poste

80/20 is seeking a Director of Inside Sales to lead and develop the Inside Sales organization, driving revenue growth and stronger customer relationships. The role defines strategy, structure, and performance expectations aligned with the broader commercial plan.

The Director will build a metrics-driven team focused on acquisition, account growth, lead conversion, retention, and pipeline development, partnering with Field Sales, Marketing, and Operations to maximize market opportunities.

Qualifications

• 8+ years of progressive sales experience with leadership responsibilities.
• Experience building or transforming Inside Sales teams in manufacturing or B2B environments.
• Proven record of revenue growth, multi-channel sales, and CRM analytics.
• Strong coaching, accountability, and performance-management capabilities.
• Ability to align Inside Sales with Field Sales, Marketing, and Operations.

Responsabilités

• Develop and execute Inside Sales strategy aligned to revenue growth.
• Set goals for revenue, acquisition, retention, and pipeline development.
• Lead, coach, and develop Inside Sales leaders and teams.
• Establish roles, career paths, and succession plans within Inside Sales.
• Partner with HR and Sales Training for onboarding and development programs.
• Drive CRM utilization, forecasting, and data-driven performance reviews.
• Collaborate with Field Sales, Marketing, and Operations to deliver a seamless customer experience.

Connaissances

Leadership

Inside Sales

CRM analytics

Forecasting

Cross-functional collaboration

Formation

Bachelor's degree in Business, Marketing, Sales, Engineering, or related field

Outils

CRM systems (e.g., Salesforce)

Description du poste

The Director of Inside Sales is responsible for leading and developing the Inside Sales organization to drive profitable revenue growth, strengthen customer relationships, and improve sales effectiveness. This role will establish the strategy, structure, processes, and performance expectations for the Inside Sales team while ensuring alignment with the broader commercial strategy.

The Director will develop a high-performing, metrics-driven sales organization focused on customer acquisition, account growth, lead conversion, retention, and sales pipeline development. This position will partner closely with Field Sales, Business Development, Marketing, Customer Service, Operations, and Revenue Operations to create a seamless customer experience and maximize market opportunities.

Essential Duties and Responsibilities

Sales Strategy & Growth

• Develop and execute the Inside Sales strategy in alignment with company revenue and growth objectives.
• Establish clear goals for revenue growth, customer acquisition, account penetration, retention, and pipeline development.
• Identify opportunities to expand business within existing accounts and develop new customers and markets.
• Develop customer segmentation and coverage strategies to ensure appropriate sales resources are aligned with market opportunities.
• Partner with commercial leadership to define the appropriate balance between Inside Sales, Field Sales, Business Development, and other sales channels.
• Translate company growth strategies into actionable Inside Sales initiatives and priorities.

Leadership & Team Development

• Lead, coach, and develop Inside Sales leaders and team members to achieve individual and organizational performance goals.
• Build a culture of accountability, ownership, collaboration, and continuous improvement.
• Establish clear roles, responsibilities, expectations, and career paths within the Inside Sales organization.
• Develop succession plans and strengthen the leadership pipeline.
• Partner with Human Resources and Sales Training to develop onboarding, product knowledge, sales skills, and ongoing professional development programs.
• Recruit and retain high-performing sales talent as the organization grows.
• Establish and monitor key performance indicators, including:
• Revenue and gross margin
• Sales pipeline and pipeline conversion
• New customer acquisition
• Lead response and conversion
• Sales activity and productivity
• Forecast accuracy
• Conduct regular performance reviews and sales pipeline discussions with the team.
• Use data and analytics to identify trends, performance gaps, and opportunities for improvement.
• Develop standardized sales processes, expectations, and best practices across the Inside Sales organization.
• Drive consistent CRM utilization, opportunity management, and sales activity documentation.
• Ensure the Inside Sales team develops a strong understanding of customer applications, manufacturing environments, products, and solutions.
• Build strategies to increase customer engagement and expand relationships within targeted accounts.
• Support the development of strategic and high-potential customers.
• Monitor customer and market trends and provide insights to commercial leadership.
• Ensure timely and professional follow-up on inbound leads, marketing-generated opportunities, and customer inquiries.

Cross-Functional Leadership

• Partner with Field Sales to establish clear account ownership, lead handoffs, communication expectations, and rules of engagement.
• Collaborate with Marketing on campaigns, lead generation, market segmentation, and conversion strategies.
• Work closely with Revenue Operations to improve CRM effectiveness, reporting, forecasting, sales processes, and analytics.
• Partner with Operations, Engineering, Technical Services, and Customer Service to ensure customer expectations can be successfully delivered.
• Serve as a key member of the commercial leadership team and contribute to broader go-to-market strategy.
• Identify opportunities to improve sales productivity through technology, automation, standardized processes, and analytics.
• Evaluate the effectiveness of sales tools, systems, and resources.
• Develop scalable processes that support organizational growth.
• Benchmark Inside Sales performance and practices against industry standards and best practices.

Qualifications

Education

• Bachelor's degree in Business, Marketing, Sales, Engineering, or related field preferred.
• Equivalent combination of education and relevant experience will be considered.

Experience

• 8+ years of progressive sales experience, preferably within manufacturing, industrial products, engineered products, distribution, or a B2B environment.
• 5+ years of sales leadership experience with responsibility for developing and leading high-performing teams.
• Demonstrated success building or transforming an Inside Sales organization preferred.
• Proven experience achieving revenue growth and sales performance targets.
• Experience working within a multi-channel sales organization that includes Inside Sales, Field Sales, distributors, or channel partners.
• Strong experience with CRM systems, sales analytics, forecasting, and pipeline management.
• Experience working in a private equity-backed or high-growth manufacturing environment is a plus.

Knowledge, Skills & Abilities

• Strategic and commercially focused leadership mindset.
• Strong understanding of B2B and industrial sales processes.
• Ability to develop both people and scalable sales processes.
• Strong coaching and performance-management capabilities.
• Ability to use data to make decisions and drive accountability.
• Excellent communication, presentation, and relationship-building skills.
• Strong financial and business acumen.
• Ability to work effectively across Sales, Marketing, Operations, Engineering, Finance, and Human Resources.
• Comfortable leading organizational change and developing new ways of working.
• Strong customer focus with the ability to balance customer needs with business objectives.