Director of Inside Sales

Description

The Director of Inside Sales is responsible for leading and developing a team of inside sales representatives to achieve revenue, productivity, and customer acquisition goals. This role focuses on coaching, performance management, pipeline execution, and process discipline while ensuring an exceptional customer experience through phone, email, and digital channels.

Key Responsibilities

• Lead, coach, and manage a team of 6-12 inside sales representatives handling inbound and outbound sales activity.
• Set clear performance expectations and hold team members accountable to daily, weekly, and monthly KPIs.
• Monitor call activity, pipeline health, conversion rates, and close performance.
• Conduct regular one-on-one coaching, call reviews, and team training sessions.
• Recruit, onboard, and train inside sales talent.
• Drive consistent use and accuracy of CRM and sales tools.
• Develop and improve inside sales processes, scripts, and workflows.
• Collaborate with Marketing on lead qualification, campaigns, and follow-up strategies.
• Partner with Operations and Customer Service to ensure smooth order execution and customer satisfaction.
• Prepare sales forecasts, performance reports, and management dashboards.
• Ensure compliance with pricing guidelines, sales policies, and ethical standards.

Requirements

• Bachelor’s degree in Business, Marketing, or related field (or equivalent experience)
• 4+ years of inside sales or B2B sales experience
• 2+ years of sales leadership or team-lead experience
• Proven ability to coach salespeople to consistent performance
• Strong understanding of sales metrics and pipeline management
• Excellent communication, listening, and coaching skills
• Proficiency with CRM systems (WhiteCup, Salesforce, HubSpot, Microsoft Dynamics, etc.)

Preferred Qualifications

• Experience managing high-volume inbound and outbound sales teams
• Experience selling industrial B2B products directly to end-users
• Experience in a call center or inside sales environment
• Familiarity with sales enablement tools and dialer platforms
• Experience working with compensation plans tied to KPIs and revenue

Key Performance Indicators (KPIs)

• Revenue and gross margin attainment
• Conversion rates and close ratios
• Call volume and activity levels
• Pipeline accuracy and forecast reliability
• Team productivity and turnover

Working Conditions

• Office-based (Fortville, IN)
• Standard business hours (M-F 8 a.m. – 5 p.m.)
• Minimal travel required (<10% of time)

Benefits:

• Medical, Dental, and Vision Insurance.
• 401(k) Plan.
• Paid Time Off
• Paid Holidays.
• Company Paid Life Insurance.
• Company Paid Short-Term Disability.
• Company Paid Long-Term Disability.
• Employee Assistance Program.

About SurfacePrep

Founded in 1956, SurfacePrep is North America’s leading provider of surface enhancement solutions, with over 60 facilities across the United States, Canada, and Europe. With decades of experience, we deliver reliable equipment, consumables, and technical expertise that help manufacturers enhance performance, efficiency, and finishing quality across their operations.

At SurfacePrep, we understand the importance of dependable and effective surface enhancement solutions. Our team partners with trusted manufacturers to provide comprehensive process improvements, hands-on technical support, and high-quality products across a wide range of applications — including coated and bonded abrasives, abrasive air and wheel blasting, mass finishing, paint and powder coating, additive manufacturing post-processing, and turnkey production services that help customers eliminate risk, protect uptime, and maintain consistent quality.

Our national footprint combines local expertise with a robust network of resources, ensuring consistency, responsiveness, and innovation for customers across aerospace, automotive, medical, defense, general manufacturing, and more. 

By partnering with SurfacePrep, customers gain more than products — they gain a collaborative team committed to delivering results beyond the surface.