Director, Inside Sales

From apartments in New York to hospitals and stadiums in Dallas, libraries at prestigious universities to creating modern retail experiences, our teams contribute architectural glass and building products to projects that shape the way people live, work, heal, learn, and play. At OBE, the work of our employees truly matters. With over 6,500 employees, we operate more than 80 manufacturing and distribution facilities in five countries.

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OBE is seeking an experienced and results-driven Inside Sales Manager to lead and develop a team of Inside Sales Representatives supporting the sale of both OBE and CRL products throughout the Southeast region. This role is responsible for driving regional revenue growth, managing daily sales operations, developing territory-specific sales strategies, and partnering closely with outside sales leadership to maximize market opportunities.

The Inside Sales Manager will oversee a combination of remote and onsite team members while fostering a high-performance sales culture focused on customer satisfaction, account growth, profitability, and cross-selling opportunities across OBE's glass, aluminum, and architectural products, as well as CRL's hardware, glazing, and specialty product lines. The successful candidate will provide coaching, performance management, sales pipeline oversight, and strategic account support to ensure the team achieves both revenue and customer retention objectives.

• Lead, coach, and develop a team of Inside Sales Representatives supporting the Southeast region.
• Establish sales objectives, KPIs, and performance expectations aligned with regional growth goals.
• Conduct regular performance reviews, coaching sessions, and sales training.
• Support the team with closing strategies, objection handling, and customer negotiations.
• Develop succession plans and ongoing career development opportunities for team members.
• Foster a culture of accountability, collaboration, and continuous improvement.

• Develop and execute sales strategies designed to increase revenue and market share across the Southeast region.
• Analyze sales performance, customer trends, and pipeline data to identify growth opportunities.
• Partner with Regional Sales Managers and Territory Sales Representatives to support strategic accounts and key customer initiatives.
• Assist the sales team in identifying, qualifying, and converting new business opportunities.
• Drive programs that promote cross-selling, upselling, and customer retention.
• Serve as a resource for escalated customer concerns and complex sales opportunities.
• Build relationships with key customers, distributors, glazing contractors, fabricators, and other industry stakeholders.
• Maintain awareness of industry trends, competitive products, pricing, and market conditions throughout the Southeast.
• Support customers through product recommendations, technical solutions, and service recovery efforts when needed.
• Ensure CRM compliance and maintain accurate sales forecasting, opportunity tracking, and pipeline management.
• Monitor team activity levels, lead conversion rates, and customer engagement metrics.
• Maintain customer databases and ensure data integrity within CRM platforms.
• Prepare and present regional sales performance reports and business reviews to senior leadership.
• Collaborate with Marketing on lead generation campaigns, promotions, and customer outreach initiatives.

• Train and coach the inside sales team on product knowledge, new product introductions, pricing updates, and promotions.
• Ensure the team can effectively communicate CRL's value proposition and differentiate products from competitors.
• Equip the sales team with effective sales messaging, competitive intelligence, and market insights.

• Minimum of 5 years of experience managing a sales team of five or more representatives.
• Proven success driving revenue growth and achieving sales objectives.
• Experience leading inside sales teams in a customer-focused environment.
• Strong experience utilizing CRM systems for sales management and forecasting.
• Demonstrated ability to coach, motivate, and develop high-performing sales professionals.
• Excellent verbal, written, presentation, and relationship-building skills.

• Experience with in the architectural glass, glazing, building products, construction materials, or related industries.
• Experience supporting customers throughout the Southeast United States.
• Experience collaborating with field sales teams across a multi-state territory.
• Strategic Planning & Execution
• Customer Relationship Management
• Coaching & Employee Development
• Business Acumen
• Negotiation & Closing Skills
• Communication & Influence
• Problem Solving
• Cross-Functional Collaboration
• Data Analysis & Decision Making

• Bachelor’s degree in Business, Marketing, Sales, or…