Inside Sales Representative

IDI: Insulation Distributors Inc.; Norton (MA); On-site; USD 57,000 - 70,000; Full time

Benefits offered by this job

Health coverage

401(k) with company match

Paid time off

Disability insurance

Employee assistance program

Job summary

IDI is seeking an inside sales professional in the Norton, MA area to learn the IDI way and build a path to outside sales. You’ll hunt for new business, qualify prospects, and set appointments while supporting the outside team. Growth into a territory-based role is expected based on performance.

You’ll learn the full insulation product range, maintain CRM data, and contribute to a fast-moving pipeline. A defined career path awaits top performers.

Qualifications

• 2 to 4 years of sales or customer-facing experience.
• Insulation or building-products experience is a plus, not a requirement.
• Organized and disciplined enough to keep your pipeline and records clean.
• Comfortable on the phone and quick over email; not afraid of a cold call.

Responsibilities

• Hunt for new business: research territory, build target lists, and keep the funnel full.
• Make cold calls and outreach to new prospects daily; qualify and set appointments.
• Find growth within current customer base and work with outside reps to win more business.
• Log every lead and opportunity in HubSpot; maintain accurate CRM records.

Skills

Sales experience

CRM familiarity

Phone and email outreach

Organized pipeline management

Tools

HubSpot CRM

Job description

Compensation: $57,000 - $70,000

Go get new business, learn to sell the IDI way, and earn your way to an outside territory of your own.

You’ll spend your days finding new business: building target lists, working the phones, qualifying prospects, and setting appointments that turn into accounts. You’ll get your feet under you selling insulation to contractors, learn from the reps who do it best, and prove you can fill a pipeline. Do that, and the next step is outside sales.

If you’re hungry, competitive, and want a clear path to a bigger role, keep reading.

Where This Role Leads

We built this position to develop our next outside sales reps. Every inside sales rep is on a path to outside sales, and we’ll tell you up front what it takes to get there.

• Build the foundation: Learn the products, the customers, and the territory. Generate leads, make the calls, and build a track record of qualified prospects and appointments set.
• Move up when you’re ready: Step into an outside sales rep role with your own territory and accounts. Timing depends on your results and on territory openings, and the reps who produce are first in line.

What You’ll Do

Hunt for new business

• Work the territory. Research it, build target lists, and keep the top of the funnel full.
• Make cold calls and outreach to new prospects every day. Qualify them and set appointments for outside reps to close, or close smaller ones yourself.
• Find growth inside our current customer base. Spot accounts that are light in a category, like accessories, and work with the outside reps to win more of their business.

Win the inbound

• Be the first voice every new lead hears. Fast, expert answers and steady follow‑up until it’s won or routed.
• Know a real opportunity when you hear one. When a call is a contractor or a larger account, get it to the right outside rep with the context they need to close it.
• Handle orders and product questions from homeowners and one‑time customers. Close them yourself and keep the outside reps free for bigger deals.

Learn to sell the IDI way

• Learn our products inside and out: the full range of insulation we carry, how it’s used on a job, and why customers choose IDI over the other guys.
• Help the outside reps build quotes and set pricing on larger accounts, so you learn how deals get put together before you’re running your own.

Keep the pipeline honest

• Log every lead, call, and opportunity in HubSpot. Your outside reps and your manager should be able to see exactly where the region’s pipeline stands at any time.
• Keep the region’s CRM records accurate, complete, and current, and work with the outside reps to make sure their activity gets logged too.
• Close out one‑time‑customer transactions directly in HubSpot.

How Success Is Measured

• New prospects: A steady flow of new qualified prospects and appointments into the funnel, month after month.
• Inbound response: Every inbound lead gets a fast, expert response and reliable follow‑up.
• Pipeline accuracy: The region’s HubSpot data stays accurate, complete, and current.

What We’re Looking For

• You want to go get new business and you’re motivated by a clear path to a bigger sales role.
• Coachable, with the humility to learn the IDI way of selling from people who’ve done it for years.
• Comfortable on the phone and quick over email. You’re not afraid of a cold call.
• 2 to 4 years of sales or customer‑facing experience. Insulation or building‑products experience is a plus, not a requirement.
• Organized and disciplined enough to keep your pipeline and records clean.
• Comfortable in a CRM, or a fast learner who’ll get there quickly.
• A customer‑first instinct and the judgment to know when to handle something yourself and when to bring in an outside rep.

Compensation & Details

• Base salary of $57,000 to $70,000, depending on experience.
• Bonus tied to KPIs you control: outreach activity, appointments set, and opportunities created. (Specific KPIs and any quarterly spiffs to be finalized.)
• Reports to the closest District Manager or Regional Sales Director, depending on location.
• Based in and operating out of your assigned region, ideally at a busier branch to get up to speed faster.

About IDI

IDI is one of the country’s largest distributors of insulation and insulation materials. We built that position by caring about our customers, about the industries we serve, and about the people who work here. It shows up in how we operate every day.

We’re family‑owned, and we run the business that way. We take a long‑term view and keep bureaucracy out of good decisions. The relationships we build, inside the company and with customers, are what make us who we are. Our founder, Joe Novogratz, built IDI on a simple principle: “If you commit to me, I’ll commit to you.” That commitment runs through the whole organization, and it defines how we show up for the contractors who count on us.

Why IDI

Ask any contractor who’s bought from us for years why they keep coming back, and you’ll hear the same word: trust. We’re in their corner, and they know it. That’s not a tagline. We hear it every day.

The same holds inside the building. Being family‑owned means no bureaucracy between a good idea and getting it done, and no shareholders pulling the business away from what matters. You’ll have a team that shows up for each other and a company that’s been doing this right for 47 years.

If you want to sell for a company that stands behind its product and its people, and you want a real shot at growing into outside sales, IDI is where you belong.

One of the core values at IDI is Family, and it shows in our benefits!

From health coverage (medical, dental, vision) to a 401(k) with a company match, we take care of our team members. Enjoy paid time off for vacation and holidays, plus perks like life and disability insurance and an employee assistance program to support you when you need it most. We know that benefits are an important part of your compensation package, so we’ll share full details on eligibility and benefits during the hiring process.