Job Description
Key Responsibilities - Own and manage a portfolio of inbound and outbound sales opportunities, from initial qualification through order closure.
- Act as the technical sales lead for complex or high-value opportunities requiring application knowledge or customization.
- Support and collaborate with field sales, distributors, and channel partners to advance opportunities and close business.
- Identify upsell and cross-sell opportunities based on customer applications, installed base, and usage trends.
- Prepare accurate, timely quotations and ensure compliance with pricing, margin, and commercial policies.
- Maintain accurate and timely CRM data for opportunities, quotes, and customer interactions.
Team Leadership & Coaching - Provide day-to-day guidance, coaching, and technical support to Inside Sales Representatives.
- Review quotes, opportunities, and deal strategy for quality, accuracy, and win probability.
- Assist in onboarding, training, and ramp-up of new inside sales team members.
- Serve as first-level escalation for technical, commercial, and customer issues.
- Reinforce sales process discipline, CRM usage, and best practices across the team.
Performance & Process Ownership - Support inside sales capacity planning, workload prioritization, and territory coverage.
- Partner with sales management to identify skill gaps and training needs.
- Lead continuous improvement initiatives related to response time, conversion rates, and customer experience.
- Provide input into performance evaluations and incentive effectiveness (without direct HR authority unless assigned).
Additional Responsibilities - Senior Individual Contributor (IC) Lead Advanced Technical & Commercial Focus - Own the most complex, strategic, or technically demanding inside sales opportunities.
- Serve as the internal subject-matter expert for products, applications, and competitive positioning.
- Support field sales and distributors on pre-sales technical qualification and solution development.
- Contribute to pricing strategy, product feedback, and win/loss analysis.
- Influence peers through expertise and best practice sharing rather than direct supervision.
Required Qualifications - Bachelor's degree in Engineering, Technical Discipline, Business, or equivalent experience.
- 5+ years of inside sales or technical sales experience in an industrial B2B environment.
- Strong technical aptitude with the ability to understand and explain engineered or configurable products.
- Proven track record of meeting or exceeding sales and order targets.
- Experience working with CRM systems (e.g., Salesforce, Dynamics, HubSpot).
- Strong communication, negotiation, and problem-solving skills.
Preferred Qualifications - Background in industrial automation, sensors, instrumentation, controls, capital equipment, or engineered components.
- Bilingual in Spanish and English preferred.
- Experience supporting distributors or hybrid direct/distributor sales models.
- Prior experience mentoring or leading peers in a sales environment.
- Familiarity with ERP systems and order management processes.
Key Performance Indicators (KPIs) - Revenue and order intake vs. target
- Quote-to-order conversion rate
- Average quote response time
- Gross margin performance
- CRM data accuracy and forecast reliability
- Customer satisfaction and retention metrics
Competencies & Attributes - Consultative, solution-oriented sales mindset
- Strong technical curiosity and learning agility
- High attention to detail and process discipline
- Ability to prioritize and manage multiple opportunities simultaneously
- Collaborative team player with informal leadership capability
Physical Requirements - Primarily sedentary work (sitting at a desk).
- Occasionally standing, walking, bending, or reaching.
- Ability to lift up to 10-20 pounds.
- Manual dexterity required for daily office work.
- Ability to see, hear, and communicate effectively.
Other Duties Performs additional tasks as needed to support department and company objectives.
Job Tags
Permanent employment, Work at office,