Inside Sales Manager

A position at White Cap isn’t your ordinary job. You’ll work in an exciting and diverse environment, meet interesting people, and have a variety of career opportunities.

The White Cap family is committed to Building Trust on Every Job. We do this by being deeply knowledgeable, fully capable, and always dependable, and our associates are the driving force behind this commitment.

Job Summary

Responsible for creating a best-in-class order fulfillment and customer service experience for Account Managers and customers. The Inside Sales Manager (ISM) leads a team of 10-20+ Inside Sales Specialists and optimizes customer satisfaction, sales strategy execution, team productivity, order entry speed, and order accuracy. The ISM drives sales strategies (e.g., cross-sell, pricing overrides, etc.) by coaching their team on implementation and change management. They leverage data and their own expertise to build their team’s capabilities and manage performance. 

Major Tasks, Responsibilities and Key Accountabilities

• Oversees the inside sales process to include reviewing sales orders, quotes, cross sell, pricing overrides, inquiries about product availability, and other sales/service-related questions. Direct order traffic and ensure all orders are entered in a timely manner.

• Adapts to drive new sales initiatives (e.g., driving growth in a particular product category). Ensure team has clear objectives and necessary coaching to execute on sales strategies. Track initiative progress to manage performance.

• Drives exceptional individual and team performance through 1:1 coaching, team meetings, call shadowing and team training. Ensure team is knowledgeable on White Cap products, applications, and industry trends.

• Manages staffing model to efficiently process order volume; enter orders with team in extreme demand surges. Maintain profitability through report analysis, identification of trends, issue resolution and implementing solutions.

• Supports team with challenging orders (e.g., special orders, sourcing non-stock products).  Tracks overrides and special-order pricing to drive margin excellence.

• Leads problem resolution throughout the Inside Sales process (e.g., quotes, order entry, order follow-ups) to ensure the highest levels of Account Manager and customer satisfaction.

• Leverages sales and productivity metrics to track performance and identify opportunities for improvement.

• Manage order status and communicate delays to Account Managers and customers.

Nature and Scope

• Solutions require analysis and investigation.

• Achieves planned results by decisions and actions based on professional methods, business principles, and practical experience.

• Manages a group or team of professional individual contributors and/or indirectly supervises support staff.

Work Environment

• Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable.

• Most of the time is spent sitting in a comfortable position and there is frequent opportunity to move about. On rare occasions there may be a need to move or lift light articles.

• Typically requires overnight travel less than 10% of the time.

Education and Experience

• Typically requires BS/BA in a related discipline. Generally 7+ years of experience in a related field. May require certification. Advanced degree may offset less experience in some disciplines.

Preferred Qualifications

• Bachelor’s degree in Sales, Business Administration or related field preferred.

• 3-5 years of Inside Sales or customer care experience in commercial construction supply distribution with strong past performance.

• Experience leading and coaching a team to drive performance management and capability building.

• Strong communication skills with experience working with cross-functional teams.

• Strong analytical skills with proficiency in Oracle, PowerBI and Excel.  Experience with CRM or related software (e.g., SalesForce).

If you’re looking to play a role in building America, consider one of our open opportunities. We can’t wait to meet you.