Inside Sales Team Lead - Federal

Headquarters
Virginia Beach, VA 23452, USA

ADS, Inc. began more than 20 years ago by outfitting Navy SEALS with quality dive equipment, and today we're proud to manage 3,000 supplier partnerships and over 50,000 products.

Please watch this video to learn more about ADS Inc! (Use the "Apply for this Job" box below)./

Job Title:
Inside Sales Team Lead - Federal

Location:
ADS Headquarters (Virginia Beach, VA) - Remote Locations NOT Considered

The Inside Sales Manager (Team Lead) is responsible for leading and developing a high performing inside sales team through effective planning, coaching, and operational oversight. This role includes interviewing and hiring prospective Inside Sales Representatives, conducting monthly one-on-one performance reviews, and establishing clear expectations while tracking and documenting individual and team performance. The manager is responsible for territory planning to ensure full market coverage, identifying whitespace opportunities, and managing sales pipelines by supporting reps in understanding and advancing opportunities.

They also lead consistent team meetings, oversee workload distribution, and adjust responsibilities as needed to optimize efficiency and results.

A key focus of the role is coaching and development, including providing daily on-the-job training, executing structured training plans, and delivering constructive feedback to help team members improve both strengths and weaknesses. The manager ensures that all coaching efforts align with broader organizational training initiatives while continuously identifying opportunities for growth during daily sales activities. In addition, the role requires active involvement in deal strategy for major opportunities, maintaining awareness of market dynamics such as products, vendors, competitors, and customer needs, and analyzing win/loss data to drive better outcomes across the team.

From an operational standpoint, the Inside Sales Manager ensures efficient day-to-day execution by prioritizing activities, overseeing accurate Salesforce data entry, and guiding team members on best practices. They review and approve quotes, assist with pricing strategies, and maintain organized, timely communication across email and internal channels. The role also involves analyzing reports using tools like AWS and Salesforce to evaluate sales activity, historical performance, and pipeline opportunities within the assigned Sales vertical, ensuring data-driven decision-making and continuous improvement.

• Provide daily OTJ training to team members and ensure training plans are executed
• Provide clear expectations for performance, measure, review and document activity and performance. Provide constructive feedback.
• Execute development plans and training for team members, developing for both strengths & weaknesses
• Coach team members -- identify & maximize training and development opportunities during daily work activities
• Ensure coaching and training is in line w/overall training initiatives

• Actively engage in deal strategy for all major deals
• Maintain and develop situational awareness relative to market: proactively understand products, vendors, competitors' customers, contracts, etc.
• Track and understand win/loss history - be able to apply & share knowledge
• Responsible for high standards of customer service - follow up on any customer issues, complaints, etc.
• Maintain in-depth knowledge about contract vehicles
• Manage after-sale processes to ensure clients can track and close out orders
• Ensure all export compliance rules are being properly followed
• Work with other departments to overcome internal bottlenecks

• Assist with daily prioritization and follow up
• Enter sales activity notes and provide guidance via Salesforce to team members
• Review and approve quotes, assist with pricing strategy if needed
• Read, sort and respond to email- maintain organized and timely communication
• Review reports- use Excel and Salesforce pull data and analyze activity, history, or opportunities related to the International

A bachelor’s degree is preferred; however,…