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Inside Sales Manager (ISM)

Job DescriptionJob Description

JOB DESCRIPTION: INSIDE SALES MANAGER (ISM)

LOCATION: ASHBURN, VIRGINIA

Who We Are

Janitza North America is the US based arm of Janitza electronics GmbH, a leading German manufacturer of electrical power monitoring hardware and software. A family-owned business, we make hardware and software to measure and analyze power quality measures for our data centers, mission critical facilities, and industrial manufacturing customers. With our tools, companies can take action to reduce energy costs, improve uptime, and decrease their carbon footprint.

Who You Are

Reporting to the Director of Sales, the Inside Sales Manager (ISM) is responsible for leading, coaching, and scaling the Inside Sales team to deliver consistent, predictable revenue results. This role is centered on people leadership, process discipline, and performance management, with accountability for team outcomes rather than individual quota alone.

The ISM ensures that inside sales representatives are enabled to sell effectively through structured onboarding, ongoing coaching, clear expectations, and strong cross‑functional alignment with Marketing, Sales Engineering, Operations, and Outside Sales.

The ideal candidate will have relative experience in sales of technical electronic equipment related to low voltage power distribution, metering concepts, networking, PLC/HMI integration and industrial communication protocols.

What You'll Do

People Leadership & Development

  • Hire, onboard, train, and ramp inside sales representatives
  • Provide ongoing coaching through call reviews, deal reviews, and pipeline inspections
  • Set clear expectations for performance, behaviors, and career progression
  • Address performance issues promptly and manage development plans when needed
  • Foster a culture of accountability, continuous improvement, and professional growth

Sales Execution & Performance Management

  • Set team goals and activity quotas in alignment with sales leadership
  • Monitor KPIs, pipeline health, conversion metrics, and forecasting accuracy
  • Ensure consistent execution of the sales process across the team
  • Drive predictable pipeline creation and monthly closed deal performance
  • Maintain strong CRM discipline and data integrity

Process, Tools & Cross Functional Collaboration

  • Enforce standardized sales processes, outreach cadences, and qualification criteria
  • Partner closely with Marketing on lead flow, campaigns, and messaging
  • Collaborate with Sales Engineering and Operations to support technical sales cycles
  • Act as a bridge between Inside Sales and Outside Sales to ensure smooth handoffs
  • Continuously refine processes to improve efficiency, visibility, and results

What the Team Does (Through Your Leadership)

  • Proactively engage target customers via phone, email, LinkedIn, and other channels
  • Qualify inbound and outbound leads and identify new business opportunities
  • Schedule meetings and support opportunity progression through the funnel
  • Maintain accurate customer and opportunity data in the CRM
  • Stay current on Janitza products, solutions, and market positioning

What You'll Bring

Qualifications include:

  • Proven experience leading and coaching inside sales teams, with ownership of team performance and outcomes
  • Strong command of pipeline management, forecasting, KPIs, and CRM discipline to drive predictable results
  • Demonstrated ability to hire, onboard, develop, and manage performance across a sales team
  • Background in technical sales (electrical, industrial, data center, or similar environments) with credibility coaching reps selling complex solutions
  • Track record of enforcing structured sales processes while enabling consistent, repeatable execution
  • Effective cross‑functional leader who partners closely with Marketing, Sales Engineering, Operations, and Outside Sales