Job Description
The MMOM (Major Market Operating Model) Inside Sales Manager is responsible for leading and developing the inside sales team serving multiple locations across industrial construction, commercial construction, and OEM accounts for a Major Market. This role ensures all standard quotes and inside sales activities are executed with precision, profitability, and professionalism — aligning with customer RFQs/RFPs, internal pricing standards, and project delivery expectations. The manager will oversee the full standard quotation and order management cycle: from RFP acknowledgment and vendor engagement through quote delivery and customer follow-up. The position emphasizes margin management, process discipline, customer responsiveness, and collaboration with purchasing, project management, and outside sales teams to drive consistent, profitable growth.
What You'll Do:
Leadership & Team Development
- Lead and mentor a team of inside sales specialists focused on industrial and commercial construction and OEM customers
- Provide clear direction, expectations, and coaching to ensure high-quality, on-time, and accurate quotations
- Establish measurable performance goals tied to responsiveness, accuracy, margin performance, and customer satisfaction
- Conduct regular team training on quoting processes, product knowledge, vendor engagement, and customer communication standards
- Foster a culture of accountability, proactive communication, and continuous improvement
Quotation & Proposal Management
- Oversee the complete quoting process from RFP acknowledgment through submission and follow-up
- Ensure the team promptly acknowledges receipt of RFPs/RFQs, communicates expected response dates, and sets clear customer expectations
- Assign and track quote requests, ensuring ISOTIF performance (In-Spec, On-Time, In-Full) on all submittals
- Guide sales reps in reviewing RFP/RFQ requirements to confirm product specifications, scope, and compliance with customer documentation
- Validate that each quotation accurately reflects project scope, delivery schedule, terms, and commercial conditions
- Ensure competitive and compliant quote packages are professionally formatted and submitted by deadline
Vendor & Internal Resource Coordination
- Coordinate with key manufacturers, OEM partners, and purchasing teams to obtain pricing, lead times, and technical documentation
- Leverage relationships with vendor representatives to secure competitive terms and ensure timely quote turnaround
- Collaborate with internal engineering, logistics, and project management to align pricing and delivery with operational capability
- Manage bid calendars, quote logs, and tracking systems to maintain visibility across all active quotes and proposals
Margin Analysis & Pricing Control
- Review and approve all pricing overrides, discounts, and margin exceptions to ensure alignment with company profitability goals
- Provide ongoing margin analysis, quote-to-order conversion metrics, and variance reporting for leadership review
- Implement tools and dashboards for monitoring quote volumes, hit rates, and profitability by customer, product line, and salesperson
- Support the development and enforcement of pricing strategy, including escalation review processes for competitive or high-value bids
- Educate team members on balancing competitiveness with profitability through informed pricing decisions
Process Standardization & Compliance
- Establish and enforce consistent quoting and documentation standards to ensure accuracy and compliance with customer and company requirements
- Maintain process flow documentation covering RFP acknowledgment and communication, vendor engagement and pricing request protocols, internal resource coordination and lead-time, quote preparation, review, and approval ISOTIF quote submission Follow-up and feedback capture
- Drive the use of CRM, ERP, and quoting systems (e.g., SAP, Epicor, Salesforce, or BidMan) for all sales activity tracking
- Audit quotes for completeness, compliance, and accuracy, ensuring professional and consistent customer-facing documentation
Customer Engagement & Follow-Up
- Maintain strong relationships with key customer contacts, project managers, and procurement personnel
- Ensure every quote is followed up with customers to confirm receipt, clarify questions, and capture feedback or next steps
- Support Outside Sales in strategic pursuits, bid reviews, and post-bid clarifications
- Collaborate with project execution and order management to ensure a smooth transition from quote to order fulfillment
- Other duties as assigned
Must-Have Skills, Experience, and Education:
What You'll Need
- 7+ years of inside sales leadership experience in the industrial distribution, industrial construction, or OEM markets
- Proven experience managing or leading a quotation or inside sales team
- Strong background in industrial electrical products (switchgear, cable, drives, lighting, controls, etc.) and project-based sales
- Familiarity with EPC and large contractor bid environments, including project documents, specifications, and bid forms
- 4 Year / Bachelor's Degree - Required
- Business, Electrical Engineering, Supply Chain, or related field preferred
Knowledge, Skills & Abilities
- Proficient in ERP and CRM systems (e.g., SAP, Epicor, JD Edwards, Salesforce)
- Advanced Excel and data analysis skills for margin analysis and pricing review
- Strong understanding of quoting tools, vendor portals, and e-procurement systems
- Excellent written and verbal communication skills with attention to technical accuracy
- Strategic thinker with the ability to balance customer satisfaction and profitability
- Exceptional organizational, time management, and leadership skills
- Confident decision-maker with strong problem-solving and negotiation abilities
- Detail-oriented with a focus on precision and accountability
- Customer-centric mindset with professional communication style
Additional Information
Physical Demands:
- Sit: Must be able to remain in a stationary position - Frequently – 21% to 50%
- Walk: Must be able to move about inside/outside office or work location - Frequently – 21% to 50%
- Use hands to finger, handle, or feel: Operates a computer and other office machinery - Frequently – 21% to 50%
- Talk, hear, taste, smell: Must be able to use senses to effectively communicate with co-workers and clients and detect hazardous conditions - Frequently – 21% to 50%
Weight and Force Demands:
- Up to 10 pounds - Occasionally – up to 20%
Working Environment:
- Travels to offsite locations - Occasionally – up to 20%
Our Benefits Include:
- Medical, Dental, and Vision Insurance
- Life Insurance
- Short-Term and Long-Term Disability Insurance
- 401K with Employer Match
- Paid vacation and sick time
- Paid company holidays plus flexible personal days per year
- Tuition Reimbursement
- Health & Wellness Programs
- Flexible Spending Accounts
- HSA Accounts
- Commuter Transit Benefits
- Additional Optional Insurance such as Pet Insurance, Legal Assistance, Critical Illness, Home and Auto Insurance to name a few.
- Employee Discount Programs
- Professional Training & Development Programs
- Career Advancement Opportunities – We like to promote from within
