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The Enterprise Sales & Health Systems team is seeking a results-driven Inside Sales Manager to lead a high-performing team supporting large, complex Health System accounts.

Position Summary

The Inside Sales Manager is responsible for leading a high-performing team of 8–10 inside sales professionals focused on selling medical products to large Health Systems and Strategic Account customers. This role requires a leader who can operate with a strong sense of urgency while remaining adaptable in a dynamic, fast-paced environment—able to pivot quickly in response to evolving business needs and priorities.

This leader will oversee a significant and complex book of business, supporting some of the organization’s largest and most strategically important accounts. Success in this role requires the ability to balance execution, coaching, and strategic oversight to drive revenue growth, customer retention, and operational excellence.

Core responsibilities include driving sales performance, managing daily sales activity, executing customer retention strategies through contracts, and leveraging bundled product offerings to capture growth opportunities. The role also requires direct engagement with key customers, vendors, and internal partners to exceed revenue, profit, and retention goals.

In addition, the Inside Sales Manager is responsible for recruiting, developing, and retaining top talent, while fostering a culture of accountability, performance, and continuous improvement. The role utilizes digital tools and ordering technology to enhance efficiency, reduce costs, and create a competitive advantage.

Work Environment & Location Expectations

This is a hybrid position. While the team is hybrid with 1 day a week in the office post training, the Inside Sales Managers are expected to:

• Be onsite with their team in the Richmond, VA office every Thursday

• Participate in additional in-office leadership meetings, special projects, and team initiatives as needed

• Be present onsite for 4+ weeks at a time to support onboarding and training of new team members

Due to these expectations, preferred candidates willcurrently reside within Richmond, VA or within a 60-mile radius. Relocation assistance is not available for this role.

Key Responsibilities

• Provide strong leadership, direction, and daily guidance to a team of inside sales professionals

• Drive a high-performance culture through clear expectations, accountability, and consistent coaching

• Set and monitor productivity standards, call objectives, and core business metrics to achieve revenue and gross profit goals

• Coach and develop team members through structured training, role play, and ongoing feedback

• Manage and track progress toward becoming a primary supplier within assigned accounts

• Deliver accurate monthly sales forecasts and hold team accountable for forecast accuracy

• Partner cross-functionally to resolve account issues and maintain high levels of customer satisfaction

• Execute targeted call campaigns and support broader marketing and sales initiatives

• Analyze market trends, competitive activity, and customer feedback to inform strategy

• Strengthen communication between sales and internal support functions to drive efficiency and results

Minimum Requirements

• 6+ years of professional experience

• 0–2 years of supervisory and/or management experience

Critical Preferred Skills

• 6+ years of B2B sales experience

• Demonstrated track record of consistently exceeding sales goals

• Experience leading, developing, and motivating a sales team

• Strong ability to operate in a metrics-driven environment

• Strategic thinking and problem-solving capability

• Strong financial and business acumen

Additional Knowledge & Skills

• 2+ years of inside sales management experience strongly preferred

• Experience with CRM and ERP systems (Salesforce.com, CPQ)

• Proven sales coaching and talent development capability

• Excellent communication, interpersonal, and organizational skills

• Ability to navigate complex customer environments and large-scale accounts

• Strong problem-solving, negotiation, and conflict resolution skills

Education

• Bachelor’s degree required
• MBA preferred

Travel

10%: Annual National Sales Conference (typically in May)

Work Authorization

Must be authorized to work in the United States. Sponsorship is not available for this position.