Inside Sales Manager, Equipment

Accountabilities

• • Manage the day-to-day performance of the Inside Sales Equipment team, using KPIs and daily management practices to consistently achieve sales objectives and implement corrective actions when needed.
  • Own team performance against revenue, bookings, pipeline generation, lead conversion, and activity targets.
  • Lead employee performance management through goal setting, evaluations, coaching, feedback, and individual development planning.
  • Coach and develop quota-carrying inside sales representatives to strengthen sales effectiveness, conversion rates, and overall team performance.
  • Conduct regular call coaching, deal reviews, pipeline reviews, and performance feedback sessions to identify opportunities and improve win rates.
  • Partner cross-functionally with marketing, outside sales, pre-sales, digital specialists, and other inside sales teams to identify, qualify, nurture, and close equipment opportunities.
  • Remove operational and performance obstacles while developing team capabilities and improving sales effectiveness.
  • Build and implement standardized CRM processes for lead and activity management, pipeline visibility, forecasting, and performance tracking.
  • Analyze sales funnels, conversion metrics, productivity trends, and other performance data to identify opportunities and implement targeted improvements.
  • Lead the team through organizational and process changes while fostering a culture of engagement, accountability, empowerment, and continuous improvement.
  • Develop and execute new sales strategies and creative solutions that improve commercial performance and customer outcomes.

  Requirements

  • Bachelor’s degree or equivalent professional experience.
  • 4+ years of experience in sales leadership, with experience managing quota-carrying inside sales representatives in a high-volume outbound environment.
  • Experience in dental, healthcare, medical technology, or a related industry is strongly preferred.
  • Demonstrated success leading teams of direct reports and consistently delivering sales results against measurable targets.
  • Strong experience coaching, mentoring, and developing high-performing sales professionals.
  • Ability to inspire teams and effectively lead through transformational change.
  • Strong analytical and problem-solving skills, with the ability to interpret sales data and adjust tactics based on market and performance insights.
  • Experience working with CRM, ERP, and eCommerce systems, as well as Microsoft Office applications.
  • Strong written and verbal communication skills, with the ability to work effectively across organizational levels and within a matrix environment.
  • Ability to operate independently, take ownership of initiatives, and deliver new sales strategies with limited direction.
  • Customer-focused mindset with a demonstrated ability to develop practical solutions both independently and collaboratively.
  • Experience building new sales teams, establishing standardized processes, or scaling sales operations is preferred.
  • 2+ years of B2B sales management experience, particularly within capital equipment, is a plus.
  • Proven ability to develop creative solutions, solve complex sales challenges, and drive continuous improvement.
  • Willingness to travel approximately 10% annually.

  Benefits

  • Salary: Target market salary range of $95,000–$110,000, with actual compensation determined by factors such as location, experience, education, skills, certifications, and organizational needs.
  • Variable compensation: Target compensation includes a variable component tied to performance.
  • Potential additional compensation: Eligibility for an annual performance bonus and other applicable compensation programs.
  • Healthcare: Medical, dental, and vision benefits.
  • Retirement: 401(k) plan with employer matching.
  • Work arrangement: Remote-based position within the United States.
  • Career development: Opportunity to lead and grow a sales organization while developing expertise in performance management, sales strategy, and operational improvement.
  • Cross-functional exposure: Collaboration with marketing, pre-sales, outside sales, digital specialists, and other commercial teams.
  • Leadership impact: High-visibility opportunity to shape sales processes, develop talent, and directly influence revenue growth and team performance.