Inside Sales Manager

About the Opportunity

A Group Purchasing Organization is looking for an Inside Sales Manager to lead a team of Inside Sales Representatives. The company helps private and public sector organizations transform their procurement operations - unlocking category value, reducing costs, and simplifying supplier relationships across MRO, facilities, packaging, construction, business solutions, and HR services.

You will manage a team of Inside Sales Representatives, carry a portion of the account book yourself, and drive the cadences and accountability standards that keep the team performing at a high level. Your team's job is proactive outreach to prospective and lapsed members, qualifying organizations for the program, and moving the right relationships forward to senior account leadership.

• Team Leadership and Coaching
  • Manage, coach, and develop a team of ISRs from onboarding through full productivity
  • Run a weekly structured team meeting: scorecard review, pipeline review, action items, and issue resolution
  • Review call recordings weekly and deliver rep-level coaching tied to the sales playbook
  • Own the weekly scorecard to your direct manager: accounts touched, conversations held, pipeline advanced, handoffs made
  • Set and hold the team to a consistent daily operating standard
• Personal Book Management
  • Carry a personal book of accounts alongside your management responsibilities
  • Model high daily outbound call activity and demonstrate the cadence you expect of the team
  • Follow up on open conversations and pending qualifications using CRM-driven prioritization
  • Escalate complex or high‑value opportunities to senior account leadership at the right moment
• Technology and Process
  • Establish and enforce same‑day CRM logging as a non‑negotiable team standard
  • Build pipeline aging reports as the team's primary daily prioritization signal
• Playbook and Program Building
  • Contribute to the ISR playbook: call openers, objection responses, escalation triggers, and win patterns
  • Build onboarding documentation so new ISRs can reach productivity faster
  • Document what is working in real time - your cadences, talk tracks, and conversion patterns become the standard

• Proven track record managing an inside sales team in a B2B environment
• Personal outbound calling experience - you set the pace, you don't delegate it
• Experience building or enforcing a daily call cadence and CRM logging discipline within a team
• Demonstrated ability to build trust with senior account leadership and manage a clean handoff process
• Strong working knowledge of CRM systems as a personal workflow tool, not just a reporting layer
• Must be authorized to work in the United States without visa sponsorship now or in the future
• Must be based in or willing to relocate to the Nashville area - this is an in‑office role

• Experience in procurement, group purchasing, B2B services, or a consultative inside sales environment
• Prior experience in a player‑coach inside sales manager role where you carried your own book while developing a team
• Background in a B2B environment where inside sales runs alongside a field or relationship‑driven sales motion

• Competitive base salary for the Nashville market
• In office at Nashville HQ
• Culture and values assessment required as part of the hiring process