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.