Senior Director, Inside Sales

Fencing Supply Group; Atlanta (GA); On-site; USD 150,000 - 230,000; Full time

Job summary

Fencing Supply Group’s Director, Inside Sales in Atlanta leads the national inside sales strategy and operating model, driving revenue growth, gross profit, and consistent processes across regions. You will build and manage a 10+ person team, set standards, and partner with branches, marketing, pricing, and supply chain to execute initiatives.

You will balance hands-on sales leadership with scalable process design, coaching, and performance management to ensure disciplined execution and strong

Qualifications

• 7+ years of progressive inside sales or related leadership experience
• Proven success leading quota-carrying inside sales teams and pipeline management
• Strong coaching, analytics, CRM, and executive communication skills
• Willingness to travel to partner with branches and field teams

Responsibilities

• Develop and execute national and regional inside sales strategies aligned to growth and gross profit targets
• Lead 10+ inside sales representatives, including recruiting, onboarding, and development
• Own forecasting, KPI tracking, and performance reporting
• Collaborate with Operations, Supply Chain, Marketing, and Product teams to align priorities
• Ensure CRM discipline, pipeline hygiene, and consistent sales execution

Skills

Inside sales leadership

CRM proficiency

Sales analytics

Coaching & development

Executive communication

Travel willingness

Tools

CRM software

Inventory management systems

Job description

Location: Atlanta, GA Field Support Center / National Scope

Reports To: Vice President, Sales Operations (or applicable leader)

Who We Are

Fencing Supply Group (FSG) is the leading North American distributor of fencing products, serving professional contractors across residential, commercial, industrial, and infrastructure markets. Through national scale and strong local execution, FSG partners with customers to deliver reliable service, product availability, and growth solutions across more than 70 branches nationwide.

Inside Sales is a critical commercial channel for expanding customer reach, proactively engaging mid-tier and SMB contractors, converting inbound and outbound opportunities, and driving disciplined follow-up across core and emerging product categories.

Why This Role Matters

The Director, Inside Sales owns the national inside sales strategy, operating model, and execution discipline across FSG. This role is responsible for driving profitable growth through proactive customer outreach, customer acquisition and reactivation, lead conversion, quote follow‑up, digital and phone-based selling, and consistent sales processes that support branches, regions, and national commercial priorities.

Success in this role directly impacts:

Inside sales revenue growth, gross profit performance, and quote conversion

New customer acquisition, customer reactivation, customer coverage, and opportunity conversion

Consistency of inside sales processes, call disciplines, and CRM adoption across regions

Stronger branch support, customer engagement, and sales pipeline visibility

Position Summary

The Director, Inside Sales is responsible for developing and executing the inside sales strategy to achieve revenue, gross profit, quote conversion, customer acquisition, retention, and pipeline objectives. This leader will build the inside sales team, including recruiting, hiring, onboarding, and developing 10+ inside sales representatives focused on mid-tier and SMB contractors. The role builds and manages scalable inside sales processes and ensures consistent execution across lead management, outbound calling, quote follow‑up, customer reactivation, account growth, and CRM discipline.

The role partners closely with Branch Operations, Regional Sales Leadership, Marketing, Pricing, Supply Chain, and Customer Service to align sales priorities, product availability, pricing actions, customer campaigns, and follow-through. The Director serves as both a strategic leader and a hands-on sales operator, balancing process design with active coaching, performance management, and commercial execution.

What Success Looks Like

• Successful build‑out and development of a high‑performing inside sales team
• Consistent execution of outbound prospecting, inbound lead handling, customer reactivation, and quote follow‑up
• Clear sales activity standards, CRM usage, and accountability across the inside sales team
• Clear visibility into pipeline, customer activity, conversion rates, forecasts, and trends
• Strong alignment between inside sales, branches, regional leadership, marketing, and supply chain execution

Key Responsibilities

1. Inside Sales Strategy & Execution

• Develop and execute national and regional inside sales strategies aligned to company growth, gross profit, and customer coverage objectives.
• Translate growth targets into actionable sales plays, outbound call campaigns, lead management processes, and follow‑up routines for inside sales teams and regional partners.
• Drive new customer acquisition, customer reactivation, quote follow‑up, cross‑sell and upsell opportunities, and market share expansion.
• Monitor customer activity, pipeline trends, quote outcomes, lost‑sale reasons, and competitive activity to adjust strategy as needed.
• Own the inside sales operating cadence, including outbound prospecting, inbound lead routing, quote follow‑up, customer reactivation, and account coverage expectations.
• Partner with branch and regional leaders to prioritize high‑value opportunities, support key customer pursuits, and ensure timely resolution of pricing, service, and fulfillment issues.
• Establish clear standards for customer contact, response time, opportunity documentation, and follow‑through from first contact through close.
• Build, lead, coach, and develop a team of 10+ inside sales representatives, including recruiting, hiring, and onboarding talent while building a high‑accountability, customer‑focused sales culture.
• Set clear expectations for revenue and gross profit performance, activity levels, conversion rates, margin discipline, CRM usage, customer responsiveness, and accountability.
• Drive consistent sales disciplines, pipeline hygiene, forecasting, call coaching, coaching routines, and performance management.

4. Cross-Functional Alignment

• Partner with Operations, Supply Chain, Pricing, and Product teams to support product availability, pricing accuracy, quote competitiveness, and customer commitments.
• Collaborate with Marketing on lead generation, campaigns, customer outreach, product launches, and promotional follow‑up.
• Ensure inside sales strategies are operationally executable and aligned with branch workflows, field sales responsibilities, and customer service expectations.

5. Performance Management & Reporting

Own inside sales forecasting, performance reporting, and KPI tracking.

Analyze trends in revenue, gross profit, new customer acquisition, customer reactivation, quote conversion, contact rates, outbound activity, pipeline movement, customer retention, and campaign effectiveness.

Provide regular updates, insights, risks, and recommended actions to executive leadership.

Qualifications & Experience

Required:

• 7+ years of progressive experience in inside sales, customer acquisition, account management, or commercial sales leadership
• Proven success building and/or directly leading and developing quota‑carrying inside sales teams, sales processes, pipeline management routines, or customer coverage models
• Strong coaching, analytical, process design, CRM, and executive communication skills
• Experience leading and developing sales teams in a metrics‑driven environment with accountability for revenue and gross profit results
• Ability to travel as required to partner with branches, regional leaders, and field teams

Preferred:

• Experience in building materials, construction products, distribution, or related B2B sales environments
• Experience working with multi‑location or distribution‑based organizations; experience selling to or supporting small and mid‑sized contractor customers is a plus
• Familiarity with CRM, sales analytics, quote management, call management, and inventory management systems
• Strategic inside sales leadership
• Sales process discipline, outbound sales execution, and pipeline management
• Team development and performance coaching
• Cross‑functional influence and execution discipline

Success in This Role Looks Like

• Profitable, sustainable inside sales revenue and gross profit growth
• Improved customer acquisition, reactivation, quote conversion, and customer retention
• Disciplined sales execution across regions, branches, and inside sales teams
• Clear visibility and predictability in pipeline, activity, conversion, and performance