Director of Inside Sales

Job Title: Director of Inside Sales

Location: Indianapolis, IN (In-Office)

Reports To: Vice President-level Commercial Leader

Direct Reports: Inside Sales Representatives (initial team of 4, with responsibility to scale)

Position Overview

A leading industrial distribution and services organization is seeking a Director of Inside Sales to build, lead, and scale a high-performing inside sales function supporting industrial manufacturing customers across the United States.

This role is responsible for managing inbound customer service, eCommerce order management, and proactive outbound sales activities, with a strong emphasis on customer retention, reactivation, and account expansion.

The initial scope will focus on a core distribution and service business, with a clear mandate to design scalable processes, systems, and talent that can ultimately support a larger, multi-business organization.

The ideal candidate is a hands-on leader with experience managing inside sales teams in an industrial distribution environment, balancing operational excellence in customer service with disciplined outbound sales execution.

Key Responsibilities

Inside Sales Leadership & Team Development

• Lead, coach, and develop an inside sales team beginning with 4 direct reports, with responsibility to scale the team into a larger unit that supports the broader organization over time.
• Establish clear performance expectations, KPIs, and accountability across inbound and outbound sales activities.
• Recruit, onboard, and train inside sales talent with a strong foundation in industrial distribution and customer service.

Inbound Customer Service & Order Management

• Oversee inbound customer interactions across phone, email, website, and ERP systems.
• Ensure fast, accurate, and professional order entry, quoting, and issue resolution.
• Partner with operations, service, and warehouse teams to deliver a seamless customer experience.
• Continuously improve processes to increase efficiency, accuracy, and customer satisfaction.

eCommerce & Digital Order Support

• Own inside sales engagement with eCommerce orders, including customer support, order management, outreach, and adoption.
• Drive increased utilization of digital tools while maintaining high service levels for customers transitioning to online ordering.
• Provide feedback to leadership on eCommerce opportunities, gaps, and customer behavior.

Outbound Sales & Customer Growth

• Build and manage a structured outbound sales model using phone and email outreach.
• Drive initiatives focused on:
• Converting new customers into repeat buyers
• Reactivating dormant or inactive customers
• Expanding share of wallet within existing accounts
• Develop call cadences, messaging, and playbooks aligned to industrial manufacturing customers.
• Partner with field sales, service teams, and marketing to coordinate account coverage and campaigns.

Strategy, Reporting & Scale

• Design scalable inside sales processes that can be deployed across multiple business units.
• Analyze sales and customer data to identify growth opportunities and performance trends.
• Report on team performance, pipeline activity, customer retention, and revenue impact.
• Serve as a key contributor to the company’s broader commercial strategy.

Qualifications & Experience

Required

• 5 years of experience in industrial distribution with exposure to industrial manufacturing customers.
• 3 years of experience managing inside sales and/or customer service teams.
• Proven experience overseeing both inbound customer service and outbound selling.
• Demonstrated success building outbound sales programs focused on customer retention, reactivation, and expansion.
• Experience working with ERP systems and CRM tools in a distribution environment.
• Strong leadership, coaching, and change-management skills.
• Ability to work in-office in Indianapolis, IN.

Preferred

• Experience in MRO or technical product distribution.
• Experience scaling inside sales teams across multiple business units or locations.
• Familiarity with eCommerce platforms in an industrial distribution setting.

Key Attributes for Success

• Customer-first mindset with a strong bias for execution
• Data-driven and process-oriented
• Comfortable operating both strategically and hands-on
• Strong communicator who can align sales, service, and operations
• Builder mentality with the ability to scale people and processes

Compensation

• Base Salary Range: $125,000 – $140,000, commensurate with experience
• Variable Compensation: 20% of base salary