Inside Sales Manager

Northern Safety Co.; Columbus (OH); On-site; USD 90,000 - 130,000; Full time

Job summary

Northern Safety Co. in Columbus, OH seeks an experienced Sales Leader to own Inside Sales revenue, gross profit, and customer growth. You will set team goals, coach reps, and build a proactive culture focused on outbound engagement and sustained revenue growth.

You will lead pipeline management, drive new-customer acquisition, and collaborate across Field Sales, National Accounts, Marketing, and Supply Chain to optimize pricing and margin while delivering measurable results.

Qualifications

• 5+ years of progressive B2B sales leadership experience.
• Proven ability to grow revenue and develop salespeople.
• Experience managing sales performance via CRM, BI and analytics.
• Strong coaching, communication, and leadership skills.
• Familiarity with HubSpot, SAP, Power BI or similar tools.

Responsibilities

• Own Inside Sales revenue, gross profit dollars, gross margin percentage, and customer-growth objectives.
• Establish clear sales goals and hold the team accountable for achieving them.
• Develop a proactive, outbound-driven sales culture focused on month-over-month revenue growth.
• Increase share of wallet with existing customers and penetrate new locations.
• Drive new-customer acquisition and reactivate inactive customers.
• Build and maintain a healthy sales pipeline with regular reviews.
• Coach reps through identification, quotation, close, and revenue activation.
• Ensure reps actively seek business and understand buying barriers.
• Lead cross-functional collaboration with Field Sales, Marketing, Supply Chain, and others.
• Provide daily hands-on leadership and regular performance coaching.

Skills

Inside sales leadership

Revenue growth mastery

CRM proficiency

Data-driven selling

Team coaching

Cross-functional collaboration

Prospecting knowledge

Tools

HubSpot

SAP

Power BI

AI-enabled prospecting platforms

Job description

ESSENTIAL DUTIES AND RESPONSIBILITIES

Sales Leadership & Revenue Growth

• Own Inside Sales revenue, gross profit dollars, gross margin percentage, and customer-growth objectives.
• Establish clear individual and team sales goals and hold the organization accountable for achieving them.
• Develop a highly proactive sales culture centered on outbound customer engagement rather than reactive order taking and drive consistent month-over-month and year-over-year revenue growth.
• Increase share of wallet within existing customers through category expansion, cross-selling, upselling, and penetration of additional locations and departments.
• Build a disciplined new-customer acquisition strategy focused on converting prospects into active, recurring buying customers and identify inactive, declining, and underpenetrated customers and develop targeted strategies to reactivate and grow them.
• Drive transactional opportunities that generate incremental revenue.

Pipeline & Opportunity Management

• Build and maintain a healthy, actionable Inside Sales pipeline and conduct regular pipeline reviews focused on opportunity quality, next actions, expected close dates, probability, and revenue potential.
• Coach representatives to aggressively move opportunities from identification through quotation, close, and revenue activation and ensure Closed Won opportunities translate into actual customer purchases and sustainable revenue.
• Identify opportunities where revenue can be accelerated or brought forward.
• Develop strategies to convert outstanding quotes and proposals into purchase orders.
• Ensure representatives consistently ask for the business and understand what is preventing a customer from buying.

Customer Acquisition & Development

• Build structured prospecting programs targeting potential customers within defined markets and verticals.
• Leverage customer data, market intelligence, lead lists, digital tools, AI capabilities, and prospecting platforms to identify opportunities.
• Establish expectations for outbound calling, prospecting, customer meetings, follow-up, and opportunity creation.
• Develop campaigns around targeted products, verticals, customer segments, promotions, and excess inventory.
• Coach the team on effective discovery, value-based selling, objection handling, negotiation, and closing.
• Ensure representatives understand customer operations and identify opportunities beyond the customer's historical purchasing patterns.

Sales Management & Coaching

• Provide hands-on daily leadership, coaching, and performance management and conduct regular one-onones, call coaching, pipeline reviews, and performance discussions.
• Develop individual 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 and reward strong performance while quickly addressing performance gaps.
• Recruit, onboard, develop, and retain high-performing Inside Sales talent.
• Create clear career-development opportunities within Inside Sales and across the broader commercial organization.

CRM, Data & Sales Technology

• Establish strong CRM discipline and ensure customer interactions, opportunities, activities, and next steps are accurately captured.
• Use CRM and BI reporting to manage the business based on facts and actionable data.
• Monitor leading and lagging indicators, including outbound activity, customer contacts, quote activity, pipeline creation, conversion rates, sales, margin, new customers, and customer 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 that enable effective sales management.

Commercial & Cross-Functional Leadership

• Partner closely 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 sales representatives from closing or activating business.
• Ensure seamless customer transitions between Inside Sales, Field Sales, and National Accounts when account needs or potential warrant a different coverage model.
• Provide leadership with regular insights into customer trends, competitive activity, lost‑business reasons, pipeline quality, and emerging market opportunities.

Key Performance Indicators: Success will be measured through a balanced set of commercial and activity metrics, including:

• Revenue growth
• Gross profit dollar growth
• Gross margin percentage
• New buying customers
• Existing customer growth and share-of-wallet expansion
• Customer retention and reactivation
• Closed Won revenue activation
• New customer acquisition
• Outbound sales activity and customer engagement
• Sales productivity per representative

EDUCATION, QUALIFICATIONS, SKILLS & ABILITIES

Qualifications

• 5+ years of progressive B2B sales experience, preferably within industrial distribution, MRO, Safety/PPE, Metalworking, manufacturing, construction, or a related industry.
• 3+ years of inside sales leadership or sales management experience preferred.
• 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 decisionmaking.
• Experience managing sales performance through CRM, BI, and sales analytics.
• Strong coaching, communication, leadership, and change-management capabilities.
• Experience with HubSpot, SAP, Power BI, AI-enabled prospecting platforms, or similar technologies is highly desirable.

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.