The Inside Sales Manager is responsible for leading and developing a team of inside sales representatives to drive revenue growth, pipeline development, and customer acquisition. This role sets sales strategy for inbound and outbound efforts, ensures disciplined execution, and partners closely with marketing and field sales teams. A key focus of this role is continuous process improvement, structured communication rhythms, and building a high-performing, accountable sales culture through coaching and development.
Key Responsibilities
Team Leadership, Development & Coaching
- Lead, coach, and develop a team of inside sales representatives to meet and exceed revenue targets
- Establish clear performance expectations, KPIs, and accountability measures
- Build and execute individualized development plans for each team member, focused on skill growth and career progression
- Conduct regular 1:1s, pipeline reviews, and performance evaluations
- Hire, onboard, and train new team members
Daily Management & Communication Rhythm
- Run daily sales huddles to review priorities, performance, pipeline activity, and key wins/challenges
- Create a culture of accountability, transparency, and continuous improvement
- Reinforce consistent execution of sales plays, outreach strategies, and follow-up cadences
Pipeline & Revenue Management
- Own pipeline creation through outbound prospecting
- Forecast sales performance and provide accurate, regular updates to leadership
- Implement strategies to improve win rates and shorten sales cycles
- Partner with marketing to align on lead generation, campaigns, and lead quality
- Ensure timely and effective follow-up on marketing-generated leads
- Provide feedback on messaging, campaigns, and target segments
- Support account-based and targeted outreach initiatives
Process Improvement & Operational Excellence
- Identify, implement, and continuously refine processes to streamline sales efforts and improve efficiency
- Standardize workflows, outreach sequences, and qualification criteria
- Partner with Marketing, IT, Sales, and Operations to improve tools, automation, and data quality
- Eliminate bottlenecks and drive best practices across the team
Reporting & Performance Management
- Develop and maintain consistent reporting on team performance, pipeline metrics, and activity levels
- Track and analyze KPIs, including lead response time, conversion rates, and revenue contribution
- Translate data into actionable insights to improve team effectiveness and outcomes
Customer & Market Engagement
- Oversee outreach strategies, including calls, email campaigns, and digital engagement
- Ensure the team delivers a high-quality customer experience throughout the sales process
- Gather and share market feedback, customer insights, and competitive intelligence
Qualifications Required
- Bachelor’s degree in Business, Marketing, or related field (or equivalent experience)
- 5+ years of sales experience, including 1–3 years in a leadership role
- Proven track record of achieving or exceeding sales targets
- Experience managing inside sales or sales teams
- Strong proficiency with CRM systems (e.g., Salesforce) and sales tools
Preferred
- Experience in B2B services, field service, or technical/service-based industries
- Experience driving process improvements and implementing sales best practices
- Familiarity with marketing automation and lead management processes
- Experience in multi-location or scaled sales organizations
Key Competencies
- Strong leadership, coaching, and talent development skills
- Process-oriented mindset with a focus on efficiency and scalability
- Data-driven decision-making and analytical capabilities
About Smart Care
Smart Care is a national repair and service provider for commercial foodservice, refrigeration, and cold storage equipment. Our offering of comprehensive mechanical services includes hot side cooking equipment, stand-alone refrigeration, specialty coffee and beverage, complex rack refrigeration and HVAC.
Smart Care is an Equal Employment Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other protected class status. All qualified individuals are encouraged to apply. If you need a reasonable accommodation with respect to Smart Care’s application or hiring process due to a disability, please contact the Human Resources department at HR@smartcaresolutions.com.
