Inside Sales Manager

Kingspan Light Air is an award-winning innovator of high-performance daylighting and ventilation solutions for building envelopes. Our translucent walls, skylights, canopies, and smoke vents are engineered to optimize the role that natural light and air play in the design of buildings and the health and well-being of its occupants.

To help us continue to grow, we are currently seeking an Inside Sales Operations Manager to join our team. The Inside Sales Operations Manager leads, develops, and optimizes the Inside Sales team to drive revenue growth, enhance customer engagement, and increase sales efficiency. This role will implement structured sales processes, improve pipeline management, and foster a proactive sales culture that focuses on business development, lead generation, and strategic sales execution.

The ideal candidate is a strategic thinker with a track record of driving sales performance, process improvement, and team development.

Benefits include a competitive salary, medical/dental/vision insurance with HSA plan, retirement plan with 4% company match, 10 days of Paid Time Off plus 10 paid company holidays, and upward advancement potential.

DUTIES AND RESPONSIBILITIES

1. Leadership & Team Development

• Lead, mentor, and develop a team of Inside Sales Representatives (ISRs) and Customer Service Representatives (CSRs).

2. Sales Strategy, Business Development & Process Optimization

• Develop and execute a sales strategy that focuses on improving close rates and expanding the pipeline through outbound sales efforts.
• Analyze sales data and market trends to identify new revenue opportunities and guide the team on effective business development tactics.
• Implement structured lead qualification, sales process improvements, and consultative selling approaches.
• Evaluate current sales behaviors and guide the team through strategic and behavioral changes to drive greater sales success.
• Collaborate with leadership to optimize Salesforce CRM utilization, ensuring accurate pipeline tracking and reporting.
• Partner with regional sales managers (RSMs) and the national sales manager to align internal sales efforts with broader business objectives.

3. Customer Engagement & Sales Growth

• Ensure inside sales representatives actively engage customers beyond transactional quoting, focusing on relationship-building and consultative sales.
• Guide the team in effectively qualifying leads and understanding customer budgets, timelines, and key decision-making factors.
• Oversee a structured quote follow-up and engagement process to maximize close rates.
• Identify opportunities to improve customer retention and upselling strategies within the inside sales function.
• Personally manage select key accounts to support revenue growth and model best practices for the team.

4. Performance Management & Collaboration

• Establish and track key performance indicators (KPIs) to measure sales effectiveness and team success.
• Continuously monitor sales pipeline health, conversion rates, and overall team performance, making data-driven adjustments as needed.
• Work cross-functionally with sales leadership, marketing, and product teams to align inside sales strategies with company objectives.
• Foster collaboration between inside sales and outside sales teams to ensure a seamless customer experience and greater market penetration.
• Establish a high-performance sales culture focused on proactive engagement, customer relationships, and continuous improvement.
• Provide coaching and professional development opportunities to enhance team selling capabilities.
• Set clear expectations, monitor performance, and ensure accountability across the team.
• Act as a hands-on leader, supporting the team with sales strategies, customer interactions, and key account management when needed.

QUALIFICATIONS:

• 5 years of inside sales leadership experience, preferably in building materials, construction, or manufacturing industries.
• Analytical mindset with the ability to interpret sales data, identify trends, and drive strategic action.
• Proven ability to develop and execute sales strategies that drive both business development and increased close rates.
• Experience leading and transforming inside sales teams into high-performance sales organizations.
• Strong knowledge of consultative sales methodologies, lead qualification, and sales process optimization.
• Hands-on experience with CRM systems (Salesforce preferred) for pipeline management and sales forecasting.
• Excellent coaching, mentoring, and team development skills, with a focus on performance management and accountability.

At Kingspan, we believe our employees are our greatest resource. Therefore, we offer a competitive salary, benefits, and vacation package for all full-time permanent positions. Kingspan is proud to be an equal opportunity employer.