Inside Sales Manager

WHO WE ARE
Gast and Airtech are part of the IDEX Performance Pneumatics Group, delivering innovative solutions for vacuum, pressure, and flow control across critical industries worldwide.

Gast is a trusted leader in designing and manufacturing high-quality air-moving products, including compressors, vacuum pumps, and accessories. For decades, Gast has powered essential applications in medical, industrial, and environmental sectors with reliability and precision.

Airtech specializes in custom-engineered vacuum and pressure systems, offering advanced solutions for complex applications in life sciences, electronics, and industrial automation. Known for flexibility and technical expertise, Airtech partners with customers to solve unique challenges and deliver tailored systems that meet demanding performance requirements.

Together, Gast and Airtech combine engineering excellence, customer focus, and global reach to enable technologies that keep industries moving and improve everyday life.

Position Summary 

The Inside Sales Manager will lead and manage the inside sales team responsible for driving revenue growth through proactive customer engagement, technical support, quoting, and lead conversion for industrial products such as compressors and air blowers. This role focuses on maintaining strong customer relationships, ensuring timely responses to inquiries, and supporting the field sales team to achieve overall business objectives. The Insides Sales Manager will work cross-functionally with sales, engineering, product management, and customer service to provide best in class customer, distributor, and sales support. The ideal candidate must be passionate about customer engagement, leading and developing a team, and commercial processes. The position will be accountable for meeting/exceeding sales targets, funnel growth through lead conversion, and customer satisfaction. 

Essential Duties & Responsibilities: 

This position is accountable for the following key responsibilities: 

Team Leadership & Development 

• Lead, manage, and mentor a team of Inside Sales Engineers/Representatives to enhance individual and team performance 

• Provide training on product knowledge, sales strategies for lead conversion, and sales tools (CRM) 

• Foster a positive, collaborative, and high-performance sales culture built on accountability and results 

Sales Execution for 80s and 20s Customers 

• Develop and implement plans to protect our core customer accounts and revenue, while evaluating opportunities to growth from existing 80s and 20s accounts. 

• Set clear, measurable individual and team sales targets aligned with company objectives. 

• Monitor progress toward goals and adjust strategies as needed to ensure success. 

• Prepare accurate sales forecasts, pipeline reports, and performance analyses for senior management. 

Leads Conversion – Process Management 

• Oversee the entire inside sales process, ensuring efficiency, consistency, and compliance with defined processes, or adjust/develop required processes to meet team and business objectives. 

• Collaborate with marketing to maintain a steady flow of qualified leads and optimize lead conversion. 

• Continuously evaluate and improve sales practices, tools, and procedures to maximize productivity. 

Customer Relationship Management 

• Serve as the escalation point for complex customer issues, ensuring timely and satisfactory resolution. 

• Maintain accurate and up-to-date records of leads, opportunities, and sales activities in CRM systems. 

• Identify opportunities for upselling and cross-selling within existing accounts to increase revenue. 

Performance Monitoring 

• Track and analyze key performance indicators (KPIs) and sales metrics to measure success, including regular cadence of 20s and select 80s account reviews 

• Conduct regular pipeline reviews and implement corrective actions to address gaps. 

• Provide constructive feedback and actionable insights to team members to drive continuous improvement. 

Skills & Attributes:  

Leadership Presence - Inspires confidence and motivates the team to achieve and exceed goals. 

Customer Focused Mindset - Prioritizes building strong relationships and delivering exceptional customer experiences; always starts with customer in mind 

Accountability - Takes ownership of results and ensures team members are responsible for their performance. 

Servant Leadership – Ability to prioritize the needs of the team to foster growth, collaboration, and success. 

Adaptability - Thrives in dynamic environments and manages multiple priorities in a fast-paced environment. 

Data-Driven Mindset - Uses analytics and KPIs to guide decisions and improve performance.  

Resilience & Composure - Maintains focus and positivity under pressure, especially during challenging sales cycles and customer interactions. 

Cross-Collaboration - Works effectively across departments (sales, marketing, operations, finance) to achieve shared goals. 

Integrity & Professionalism - Demonstrates high ethical standard and builds trust internally and externally. 

Continuous Improvement Orientation - Always looking for ways to enhance processes, tools, and team capabilities. 

Behaviors/Competencies:  

Leadership Behaviors: 

• Empowers Others: Delegates effectively and builds confidence within the team.  

• Visionary Thinking: Communicates a clear vision and aligns team efforts toward strategic goals.  

• Accountability: Holds self and team members responsible for commitments and results.  

• Influence and Inspire: Motivates through trust, respect, and positive reinforcement. 

Drive Results  

• Maintains focus on achieving targets and motivates the team to deliver consistent performance. 

Communicate Effectively 

• Shares information clearly and timely with team members and stakeholders. 

Collaborate Across Functions 

• Works seamlessly with marketing, operations, and other departments to achieve shared goals. 

Adapt and Respond Quickly 

• Adjusts strategies and priorities in response to changing market conditions or business needs. 

Customer-Focused Decision Making 

• Prioritizes customer satisfaction and long-term relationship building in all interactions. 

Problem-Solving Orientation 

• Identifies challenges early and implements practical, effective solutions. 

Continuous Improvement Mindset 

• Seeks opportunities to enhance team performance, processes, and outcomes. 

Education & Experience:  

• Bachelor’s Degree in Engineering, Business Administration, Marketing, Sales, or a related field. 

• Preferred:  

• MBA or advanced degree in business or management (optional but advantageous). 

• Must have at least 7+ years of sales experience, with at least 3+ years in a leadership or supervisory role managing a team. 

• Proven track record of:  

• Meeting or exceeding sales targets. 

• Developing and implementing sales strategies and commercial processes. 

• Experience with CRM and ERP systems (e.g., MS Dynamics and JD Edwards/Oracle). 

• Experience in:  

• Coaching and developing sales representatives. 

• Process improvement and account/pipeline management. 

• Working cross-functionally with marketing, sales, and operations. 

PHYSICAL DEMANDS: The physical demands described here are represented 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 duties of the job, employee is required to move around and be still; use hands to handle objects, tools, or controls; reach with hands and arms; talk and hear. 

• Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.  

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. 

• Noise level is minimal with intervals of spikes. 

• Office working environment with occasional visits to the factory floor. 

• Required to wear safety glasses and utilize other safety equipment as required while present on shop floor.