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. Sales Execution & Performance • Establish and monitor key performance indicators, including: • Revenue and gross margin • Sales pipeline and pipeline conversion • New customer acquisition • Account growth • Lead response and conversion • Customer retention • 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. Customer & Market Development • 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. Continuous Improvement • 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.