Senior Director, Inside Sales

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.

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.

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

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.

• 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

• 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,…