Overview

SUMMARY:  

The Inside Sales Director is a strategic leader responsible for driving revenue growth through the management and optimization of the inside sales team. This role focuses on developing and executing effective sales strategies that align with the organization’s objectives while ensuring a high level of customer engagement and satisfaction. The director will lead and mentor a team of inside sales professionals, fostering a culture of excellence, accountability, and continuous improvement. By leveraging data-driven insights and market analysis, the Inside Sales Director will identify opportunities for growth, enhance sales processes, and implement best practices. Collaborating closely with marketing and operations, the director will ensure seamless alignment in lead generation and customer outreach efforts, ultimately positioning the organization for sustained success in a competitive landscape.

Responsibilities

ESSENTIAL DUTIES AND RESPONSIBILITIES include but are not limited to the following. The Company reserves the right to add to, delete, change or modify the essential duties and responsibilities at any time.   All work is to be completed with minimum supervision and in accordance with Company standards.  Other duties may be assigned.

• Develop and implement strategic inside sales plans to achieve revenue targets and drive customer acquisition.
• Lead, mentor, and manage a high-performing inside sales team, fostering a culture of collaboration, accountability, and continuous improvement.
• Monitor team performance against key performance indicators (KPIs), providing coaching and support to enhance individual and team results.
• Collaborate with marketing to align lead generation efforts, ensuring a steady flow of qualified leads for the sales team.
• Analyze sales data and market trends to identify opportunities for growth and areas for improvement in the sales process.
• Establish and maintain strong relationships with key clients, ensuring exceptional customer satisfaction and retention.
• Oversee the development and implementation of sales training programs to enhance the skills and effectiveness of the sales team.
• Drive the adoption of sales technologies and tools (e.g., CRM systems) to improve efficiency and track performance.
• Conduct regular sales meetings and performance reviews, providing feedback and strategies for success.
• Prepare and present sales forecasts and reports to senior management, highlighting progress, challenges, and opportunities.

COMPETENCY:

To perform the job successfully, an individual should demonstrate the following competencies:

• Problem Solving - identifies and resolves problems in a timely manner; develops alternative solutions.
• Customer Service - manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; meets commitments.
• Interpersonal - focuses on solving conflict, not blaming; maintains confidentiality; keeps emotions under control; remains open to others' ideas and tries new things.
• Oral Communication - speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills.
• Written Communication – demonstrates proficiency in writing clear and concise proposals and technical documents.
• Business Acumen - understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition.
• Technical knowledge – demonstrates technical proficiency within industry segment; continually develops skills and competencies necessary to fulfill job requirements.
• Diversity - shows respect and sensitivity for cultural differences; promotes a harassment-free environment.
• Ethics - treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.
• Dependability - takes responsibility for own actions; commits to long hours of work when necessary to reach goals.
• Initiative - takes independent actions and calculated risks; looks for and takes advantage of opportunities; asks for and offers help when needed.
• Judgment - displays willingness to make timely decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in decision-making process.
• Motivation - demonstrates persistence and overcomes obstacles; measures self against standard of excellence; takes calculated risks to accomplish goals; demonstrates a passion for the business.
• Professionalism - approaches others in a tactful manner; reacts well under pressure; accepts responsibility for own actions.                                       

Qualifications

QUALIFICATIONS: 

• Industry Experience: Strong past/present experience within finished lubricant and/or like-industry will provide valuable insights into market dynamics and customer needs.
• Sales Experience: Proven track record of 5-10 years in sales, with at least 3-5 years in an inside sales leadership role.
• Leadership Skills: Strong experience in managing, mentoring, and developing sales teams, fostering a high-performance culture.
• Strategic Thinking: Ability to develop and implement effective sales strategies that drive revenue growth and align with organizational goals.
• Analytical Skills: Proficiency in data analysis and sales metrics, with the ability to leverage insights to inform decision-making and optimize sales processes.
• CRM Proficiency: Familiarity with CRM systems and sales automation tools, ensuring efficient management of sales activities and pipeline tracking.
• Communication Skills: Excellent verbal and written communication skills, capable of effectively engaging with clients and collaborating with internal teams.
• Customer-Centric Approach: Strong focus on understanding customer needs and delivering exceptional service to enhance client satisfaction and retention.
• Adaptability: Ability to thrive in a fast-paced environment, managing multiple priorities and adapting to changing market conditions.
• Training and Development: Experience in designing and implementing training programs to enhance team performance and sales skills.

EDUCATION/EXPERIENCE:

Bachelor’s degree in Business Administration, Marketing, Communications, or a related field. Military experience and/or an equivalent business related acumen will be considered as well. 

LANGUAGE SKILLS:  

Ability to read, analyze, and interpret common technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.  Ability to write proposals and technical documents that conform to prescribed style and format. 

MATH ABILITY:

Ability to work with mathematical concepts such as probability and statistical inference; to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume; and apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

REASONING ABILITY:

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. Ability to read and understand journal entries and the flow of information through a general ledger. Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

COMPUTER SKILLS:

To perform this job successfully, an individual should have demonstrated experience using Microsoft Excel, Microsoft Word, and PowerPoint. Salesforce is preferred.

WORK ENVIRONMENT: 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the office work environment is usually quiet.

PHYSICAL DEMANDS: 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job, the employee is regularly required to sit; talk or hear and use hands to finger, handle, or feel.  The employee is occasionally required to reach with hands and arms and stoop, kneel, or crouch.  The employee must regularly lift and/or move up to 10 pounds.  Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

EOE.