The Sales Manager – Inside Sales leads a team of Inside Sales Specialists within assigned geographic territories. This leadership role is pivotal in driving outbound sales strategies, managing customer relationships, and achieving revenue growth through strategic execution. The Sales Manager is accountable for coaching and performance management, ensuring healthy pipeline activity, and facilitating collaboration across departments.

Sales Team Leadership

• Manage and develop Inside Sales Specialists.
• Lead recruitment, onboarding, and training initiatives.
• Foster an accountable and collaborative team culture.

Sales Strategy & Execution

• Oversee outbound outreach and opportunity development.
• Guide deal qualification, pricing strategy, and closing efforts.
• Ensure proactive territory engagement and target achievement.

Pipeline & Forecast Management

• Ensure accurate forecasting via CRM (e.g., Salesforce).

• Monitor pipeline progression, coverage, and close rates.
• Deliver weekly forecast updates and lead business reviews.

Operational Discipline

• Track key sales metrics (calls, meetings, opportunities).
• Uphold process adherence and data hygiene.
• Optimize sales cadences, scripts, and playbooks.

Cross-functional Collaboration

• Work with Marketing on lead generation strategies.
• Partner with Field Sales, Asset Management, and Operations.
• Provide customer insights to product and strategy teams.

Territory Optimization & Growth

• Analyze territory data to allocate resources effectively.
• Identify whitespace and cross-sell opportunities.
• Drive vertical-specific growth (e.g., aerospace, semiconductors, energy).

People Management

• Manage performance, development, and succession planning for direct reports and high-potential talent.
• Conduct regular one-on-ones, quarterly performance reviews, and career planning sessions.
• Oversee timecard, travel, and expense approvals using HRMS and Concur systems.
• Ensure compliance with organizational policies, promoting a culture of accountability and excellence.

   

  Performance Measurement & KPIs

  • Drive pipeline creation and progression across assigned territories.
  • Maintain CRM discipline and accurate forecasting.
  • Achieve team revenue targets and activity benchmarks.
  • Support new business generation and customer retention.
  • Optimize outbound effectiveness and territory resource alignment.

Required Qualifications

• Bachelor’s degree in Business, Engineering, or related field.
• 7+ years of B2B sales experience; 3+ years in a leadership role.
• Proficiency in outbound inside sales, ideally in capital equipment or tech.
• Proven ability to lead high-performing sales teams by setting clear goals, fostering professional development, and driving accountability to exceed revenue targets and enhance team performance.
• Established track record of exceeding sales targets and accelerating pipeline activity.
• Experience with Salesforce and tools like Outreach or ZoomInfo.
• Excellent communication, analytical, and coaching abilities.

Preferred Qualifications

• Excellent communication and interpersonal skills
• Ability to influence at all levels
• Familiarity of verticals such as aerospace, semiconductors, automotive, energy, and/or telecommunications
• Experience in the test equipment rental or capital equipment industry
• Demonstrated ability to lead high-performing teams and support employee development
• Analytical skills with the ability to interpret data to drive decision-making

Compensation

• Competitive base salary with performance-based bonus.
• Comprehensive benefits (medical, dental, vision, 401(k)).
• Access to leading-edge test equipment and global OEM partnerships.
• Growth opportunities in a global technology solutions company.