Inside Sales Team Lead

Position Summary

The Technical Inside Sales Team Lead is an experienced level inside sales role responsible for driving revenue growth through technically informed selling, opportunity qualification, and commercial leadership within an industrial B2B environment.

Key Responsibilities

• Own and manage a portfolio of inbound and outbound sales opportunities, from initial qualification through order closure.
• Act as the technical sales lead for complex or high-value opportunities requiring application knowledge or customization.
• Support and collaborate with field sales, distributors, and channel partners to advance opportunities and close business.
• Identify upsell and cross-sell opportunities based on customer applications, installed base, and usage trends.
• Prepare accurate, timely quotations and ensure compliance with pricing, margin, and commercial policies.
• Maintain accurate and timely CRM data for opportunities, quotes, and customer interactions.

Team Leadership & Coaching

• Provide day-to-day guidance, coaching, and technical support to Inside Sales Representatives.
• Review quotes, opportunities, and deal strategy for quality, accuracy, and win probability.
• Assist in onboarding, training, and ramp-up of new inside sales team members.
• Serve as first-level escalation for technical, commercial, and customer issues.
• Reinforce sales process discipline, CRM usage, and best practices across the team.

Performance & Process Ownership

• Support inside sales capacity planning, workload prioritization, and territory coverage.
• Partner with sales management to identify skill gaps and training needs.
• Lead continuous improvement initiatives related to response time, conversion rates, and customer experience.
• Provide input into performance evaluations and incentive effectiveness (without direct HR authority unless assigned).

• Own the most complex, strategic, or technically demanding inside sales opportunities.
• Serve as the internal subject-matter expert for products, applications, and competitive positioning.
• Support field sales and distributors on pre-sales technical qualification and solution development.
• Contribute to pricing strategy, product feedback, and win/loss analysis.
• Influence peers through expertise and best practice sharing rather than direct supervision.

Required Qualifications

• Bachelor’s degree in Engineering, Technical Discipline, Business, or equivalent experience.
• 5+ years of inside sales or technical sales experience in an industrial B2B environment.
• Strong technical aptitude with the ability to understand and explain engineered or configurable products.
• Proven track record of meeting or exceeding sales and order targets.
• Experience working with CRM systems (e.g., Salesforce, Dynamics, HubSpot).
• Strong communication, negotiation, and problem-solving skills.

Preferred Qualifications

• Background in industrial automation, sensors, instrumentation, controls, capital equipment, or engineered components.
• Experience supporting distributors or hybrid direct/distributor sales models.
• Prior experience mentoring or leading peers in a sales environment.
• Familiarity with ERP systems and order management processes.

Key Performance Indicators (KPIs)

• Revenue and order intake vs. target
• Quote-to-order conversion rate
• Average quote response time
• Gross margin performance
• CRM data accuracy and forecast reliability
• Customer satisfaction and retention metrics