Inside Sales Manager Job Columbus area,Ohio USA,Sales

Job Description & How to Apply Below

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…