Business Development and Inside Sales Leader

About Us:

We are a leading distributor and manufacturer of essential, non-cyclical products, with over 14 years of consistent growth. We serve over 30,000 customers nationwide, including Fortune 500 companies. With the backing of an institutional-grade private equity firm, we are positioned to increase our revenue to $50 million by 2029. We are looking for a driven sales leader to help us achieve that goal.

The Opportunity:

We seek an experienced, hands-on, Business Development and Inside Sales Leader to drive revenue growth directly with B2B clients, through OEM channel sales partners, and via inbound lead generation. Your initial focus will be on closing existing proposed business in our sales pipeline, engaging and expanding existing client and OEM channel sales partner new business sales, as well as managing and mentoring an inside sales team to deliver consistent performance against revenue goals. You will play a critical role in scaling our future growth and success and will be rewarded with uncapped financial incentives.

The ideal candidate will be a proven top performer and motivated hunter/farmer who has successfully scaled a private equity-backed company’s revenues by 2X or more over a 3–5-year period.

Key Responsibilities:

Revenue Growth & Account Management:

• Follow-up and close prospective warm lead opportunities in our current sales pipeline of quoted deals over the last 12 months, totaling $60 million .
• Engage existing and past clients with a goal of expanding relationships into other parts of their business and ultimately growing revenue.
• Focus on new business development efforts, engaging existing and developing new OEM reseller partnership relationships with industrial product and services contractors, property managers, and wholesale distributors.
• Leverage a database of 30,000 B2B customers and prospects to identify potential new business opportunities.
• Work with a marketing agency and in-house marketing support staff to implement online/inbound campaigns designed to increase qualified lead generation for the inside sales team while building brand awareness among target prospects in key markets.

Strategic Sales Management:

• Assess current sales and go-to-market strategies and recommend changes to achieve optimal product, market, and sales prospect segmentation.
• Develop and execute sales strategies with a mix of short and long sales cycles:
• Volume transactional quick wins – deals <$100K
• Deals >$100K that may require participation in an RFP or formal proposal/budget approval process
• Effective and strategic use of a sales CRM tool for sales pipeline and activity tracking, forecasting, and reporting – NetSuite, Salesforce, HubSpot, or other.
• Assess current sales CRM (NetSuite), activity tracking, and reporting processes and make recommendations for changes as needed to improve the overall efficiency of the sales team.

Sales Team Leadership & Coaching:

• Hands-on sales leader who has demonstrated experience achieving personal and team performance goals with uncapped financial incentives aligned to promote a collective win.
• Focus on identifying and closing deals ranging from $10K to $300K or more, with a goal of consistent monthly deal closures.
• Manage and mentor a team of 4 experienced inside sales representatives who have deep product knowledge and are responsible for managing the qualification and closing of inbound leads as well as order processing.
• Foster a high-performance sales culture with clear goals, KPIs, activity, and sales performance tracking and reporting in the company sales CRM.

Required Qualifications:

• 8 years of B2B sales experience, particularly in industrial or consumer product sales.
• At least 3 years of inside sales team management experience as a mentor/coach, driving the team to achieve and exceed individual and company revenue goals.
• Proven success in driving revenue growth, preferably within private equity-backed companies growing through acquisition or reseller sales channels.
• Ability to close high-value deals and expand business within existing accounts.
• Proficiency with CRM tools (Salesforce, HubSpot, or similar systems).
• Strong sales leadership, communication, and interpersonal skills.
• Experience writing and winning formal proposals and RFPs for larger volume deals ($100K or more).

Personal Attributes:

• Self-motivated, results-driven with a focus on closing deals and driving revenue.
• Motivated by financial incentives/earning potential and achieving personal, team, and company sales goals.
• Energetic and passionate about developing a high-performing inside sales team.
• Strong coaching and mentoring abilities, with a focus on performance improvement.

What We Offer:

• Compensation: Competitive base salary with uncapped commission potential, enabling total annual earnings potential in the first year of $250,000 . Must be comfortable with a lower base salary and higher uncapped incentive compensation.
• Career Growth: Opportunities to advance as our business grows.
• Team Support: Work alongside a skilled team and benefit from dedicated marketing resources to support sales efforts.