Inside Sales Manager

Inside Sales Manager

Western Steel Buildings is one of the most respected names in the Steel Buildings industry, and we are growing. We are looking for a driven, experienced Inside Sales Manager to lead our inside sales team, own the customer experience from first call to signed contract, and play a key role in the continued growth of our national sales operation.

This is a player-coach role. You will lead, develop, and hold accountable a team of Inside Sales Specialists while personally staying active in the sales process. If you thrive in a fast-paced, high-accountability environment and have a passion for building relationships, developing people, and winning business, we want to hear from you. We are building a team of high performers, not individuals satisfied with average compensation, average activity, or average outcomes. The expectation is clear: Maximum effort. Relentless drive. Full execution.

Western Steel Buildings designs, supplies, and supports Steel Building projects across the country, serving clients in industrial, commercial, agricultural, aviation, and municipal markets. Our mission is simple: to be a highly successful company by providing superior products, outstanding service, and the greatest value in the steel building industry. We respectfully engage and challenge each other to continuously improve and perform at the highest level, while embracing the positive feedback needed to assess our performance openly. Our deep commitment to growth, development, and personal responsibility enables us to deliver superior value to everyone associated with our company.

As Inside Sales Manager, you will oversee the full inside sales function at Western Steel Buildings. You will manage and develop your team, drive revenue from direct-to-end-user projects, and ensure that every customer who reaches us through the inside channel is met with expertise, responsiveness, and a genuine commitment to finding the right solution. You will work closely with our Estimating group, Structural Engineering, and our VP of Sales & Operations.

What You Will Do

• Lead, coach, and develop a team of Inside Sales Specialists; set performance standards, run pipeline reviews, and drive consistent results.
• Personally manage and convert direct-to-end-user inquiries, modeling best-in-class sales behavior for your team.
• Own the lead routing process, ensuring inbound calls and web inquiries are handled promptly and directed to the right place.
• Build and maintain the team's sales playbook, including call cadences, follow-up processes, objection handling, and quoting workflows.
• Own the team's use of Zoho CRM, ensuring pipeline data is accurate, and reporting is timely and meaningful.
• Report to the VP of Sales & Operations on team performance, pipeline health, and market trends
• Conduct weekly 1-on-1s with each team member, focused on performance accountability, reviewing what was accomplished, and planning actions to increase pipeline and close business.
• Manage and monitor team performance dashboards, ensuring transparency of individual metrics tied to revenue impact.
• Ensure the team meets or exceeds high-performance activity benchmarks and holds themselves to the highest standard of execution.
• Manage and maintain project profitability by monitoring margins, ensuring pricing discipline, and driving results that meet or exceed company goals.
• Conduct all internal and external communication through Dialpad, ensuring one clear, reliable system of record for calls, messaging, and all communication activity.
• Leverage Dialpad's AI-driven capabilities to capture conversations, auto-generate CRM notes and summaries, create new CRM records from calls, produce AI scorecards for continuous improvement, and schedule follow-ups.
• Ensure all client conversations, pre-sale and post-sale, are followed up with a written summary email on the same business day, including key discussion points, timelines, deliverables, projected cost impacts, and projected schedule impacts.
• Drive and enforce consistent follow-up cadence, including weekly client touchpoints, Friday pipeline reviews with updated notes and clear next steps, and daily follow-ups on open estimating and procurement items until resolution.
• Uphold the company's mission in all aspects of the role.

High-Performance Expectations

At Western Steel Buildings, activity without outcomes is noise. We measure actions tied to revenue impact. As Inside Sales Manager, you will hold your team accountable to the following minimum performance behaviors:

Daily Activity 1520 intentional calls per day Talk Time 1.52.5 hours of real talk time daily Conversations 510 meaningful client conversations per day Follow-Up 48 opportunity/project follow-up calls per day Client Meetings 48 virtual or in-person client meetings per week Video Mailers 510 Video Mailer requests completed per week to qualified prospects Quote Requests: 5+ new qualified quote requests completed each week

You will be expected to uphold these behaviors while coaching your team. Each team member should prioritize direct client communication during business hours, leverage time zone differences, focus on high-quality targets, and build long-term relationships that drive repeat business rather than price-based transactions.

Communication & Follow-Up Standards

At Western Steel Buildings, communication is not optional; it is the foundation of how we win business, retain clients, and outperform the competition. Every interaction matters, and how we follow up defines who we are.

Dialpad as the System of Record: All internal and external communication must be conducted through Dialpad. This includes calls, messaging, and any communication activity the platform is designed to capture. Dialpad, combined with AI, captures conversations, auto-generates notes and summaries directly into the CRM, creates new CRM records from calls, provides AI-driven scorecards for continuous improvement, and helps schedule follow-ups. Western has made a significant investment in this system and expects full adoption and engagement from every team member.

Same-Day Client Follow-Up: All client conversations, pre-sale and post-sale, whether in person, by phone, or otherwise, must be followed up with a written summary email on the same business day. At a minimum, every summary must include: a recap of key discussion points and projected schedule impacts. Pre-sale, companies that respond first often win. Post-sale, consistent follow-through protects earned trust and drives long-term client relationships.

These standards are not something to acknowledge, they must be embraced. There is a meaningful difference between understanding a process and fully committing to it. Consistency during stable periods drives our culture of proactivity and maximum effort. As the company grows, so do roles. That means more responsibility, more opportunity, and more upward mobility for every team member.

What We Are Looking For

• 5+ years of inside sales experience, with at least 3 years managing or supervising a sales team.
• A background in construction, building products, or the steel building industry is strongly preferred.
• Proven ability to meet and exceed revenue targets, both personally and through a team.
• Track record of managing project profitability, maintaining healthy margins, and consistently exceeding company goals.
• Strong coaching instincts and the ability to develop salespeople at different skill levels.
• Excellent communication skills; professional, persuasive, and responsive in every interaction, with a demonstrated commitment to same-day follow-up and disciplined follow-up cadence.
• Willingness to fully adopt and embrace Dialpad as the primary communication platform, leveraging its AI-driven features to maximize productivity and maintain a single system of record.
• CRM proficiency and comfort using data to manage performance; Zoho experience is a plus.
• A high-accountability mindset; you hold yourself to the same standards you hold your team to.
• The drive to create opportunities rather than wait for them, and the urgency to proactively attack the market.
• Ability to speak intelligently about current and past projects to establish credibility with clients.
• An unmatched work ethic and deep personal commitment to the role; you lead by example by being the first one in and the last one out, setting the tone for what maximum effort looks like every single day.

Why Western Steel Buildings

• Competitive base salary plus performance-based incentives.
• Comprehensive benefits package including health, dental, vision, and life insurance
• 401(k) with company match.
• A collaborative, mission-driven team that invests in your growth.
• Real autonomy and ownership in a high-visibility role with a direct line to senior leadership.
• An industry with stability, complexity, and room for a skilled sales leader to make a meaningful impact.
• A winning sales culture where maximum effort is both expected and rewarded.

Ready to lead a winning team? We would love to meet you. Western Steel Buildings is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin,