Technical Inside Sales Team Lead

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).

Additional Responsibilities – Senior Individual Contributor (IC) Lead

Advanced Technical & Commercial Focus

• 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

Competencies & Attributes

• Consultative, solution-oriented sales mindset
• Strong technical curiosity and learning agility
• High attention to detail and process discipline
• Ability to prioritize and manage multiple opportunities simultaneously
• Collaborative team player with informal leadership capability

Physical Requirements

• Primarily sedentary work (sitting at a desk).

• Occasionally standing, walking, bending, or reaching.
• Ability to lift up to 10–20 pounds.
• Manual dexterity required for daily office work.
• Ability to see, hear, and communicate effectively.

Other Duties