Inside Sales Manager

Company Description: Sterling Site Access Solutions, LLC is a national vertically integrated site access service provider to the North American Energy Infrastructure Marketplace. An Illinois based company, with facilities located across the country, including regional construction offices, distribution centers and world class manufacturing facilities. As a data driven company, Sterling provides complete turnkey ground protection products and services to the transmission & distribution, renewables, civil and oil & gas markets. Sterling is committed to developing our employees, providing best in class customer service and being responsible stewards of the environment. Position Summary: The Inside Sales Manager will lead, build, and directly contribute to a high performing inside sales team responsible for driving sales of new and used access mats and structural panels nationwide. This "player-coach" role combines strategic leadership with hands-on selling - owning key customer relationships while developing the systems, people, and processes that will scale revenue growth. The ideal candidate has previously built an inside sales engine from the ground-up, understanding industrial or B2B sales cycles, and knows how to leverage CRM, marketing automation, and data analytics to generate and convert leads. In addition to direct revenue responsibilities, this role will also build and manage pre-sales and lead qualification motions to support the company's Structural (Mass Timber) team. This position will implement scalable prospecting, lead nurturing, and appointment-setting processes to generate high-quality opportunities for the external Structural Sales team. Supervisory Responsibility: This position has supervisory responsibilities. Travel Requirements: Overnight travel may be required for up to 10-20%. Essential Functions: Lead day-to-day inside sales operations for new and used mat sales across multiple regions and customer segments. Personally manage a portfolio of high-value customers while mentoring and developing inside sales reps. Build and refine inside sales playbooks, including call cadences, lead qualification frameworks and follow-up standards. Standardize best practices across the team for consistency and scalability. Collaborate with marketing to drive inbound lead flow, digital campaigns, and outbound prospecting lists. Establish CRM discipline and reporting - monitor pipeline activity, deal conversion rates, and sales velocity. Partner with other members of management to develop pricing strategies and deal structures aligned with asset availability and yield targets. Recruit, onboard, and train new inside sales representatives as the team scales. Foster a culture of accountability, collaboration, and continuous learning. Coordinate with operations, logistics, and finance teams to ensure seamless order-to-cash execution. Deliver weekly and monthly sales forecasts, metrics, and KPI reports to executive leadership. Resolve escalated customer issues, concerns, and inquiries ensuring customer satisfaction. Represent the company professionally in customer interactions and industry events. Build inside pre-sales program to identify, qualify, and nurture leads for the Structural (Mass Timber) sales team. Partner closely with marketing and Structural leadership team to define ideal customer profiles (ICPs), industry segments, and campaign targets. Use CRM workflows and marketing automation to manage the top of funnel: inbound lead response, outbound sequencing, and appointment scheduling. Establish clear lead handoff criteria (MQLàSQL) and ensure smooth transition to Structural team. Monitor and report lead-to-opportunity conversion metrics and feedback loops to continuously improve quality and targeting. Train inside sales staff to confidently engage architects, GCs, and developers with awareness of mass timber value propositions - without requiring deep technical knowledge. Coordinate messaging and collateral with marketing and product teams to ensure pre-sales scripts and campaigns reflect current project capabilities and differentiators. Additional responsibilities or duties may be assigned to align with the growth and direction of the role and market. This position offers the opportunity to play a critical role in shaping the future growth agenda of Sterling. Minimum Qualifications: Bachelor's degree in Business, Marketing, or related field (or equivalent experience) 7+ years of B2B sales experience, with at least 3 years in an inside sales leadership or player-coach role. Proven success building and scaling an inside sales team from startup phase to sustained growth. Experience designing or managing pre-sales or sales development programs that generate qualified leads for complex B2B offerings (Structural) Demonstrated ability to use CRM systems (preferably Microsoft Dynamics and HubSpot) to manage pipelines, optimize performance, and support cross-vertical lead flow. Strong understanding of lead generation, marketing automation, and digital prospecting tools. Excellent communication, negotiation, and team leadership skills. Experience in industrial products, construction materials, equipment rental, or related sectors preferred Entrepreneurial mindset with a passion for growth and a high-performing culture. Benefits include: Health Insurance: Medical, Dental, Vision Spending Accounts: H.S.A. and F.S.A. options. Life Insurance: $25k Employer Benefit Voluntary Benefits: Life, Disability, Pet Paid Time Off: Holidays, Vacation, Personal, Parental 401k with 3% Employer Contribution Full-time annual salary $97,000 - $115,000 dependent upon experience, and qualifications. Disclaimer: This job description is not designed to cover or contain a comprehensive listing of activities, duties, and/or responsibilities that are required of the employee for this position. EEO Statement: Sterling Site Access Solutions, LLC ( "Sterling ") is an equal opportunity employer and prohibits discrimination and harassment of any kind. All employment decisions at Sterling are based on business needs, job requirements and individual qualifications without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations where we operate.