Inside Sales Account Manager

ESSENTIAL PURPOSE OF THIS POSITION

The Inside Sales Account Manager serves as the primary inside-sales contact for assigned customers and supports Regional Sales Managers throughout the end-to-end Quote-to-Cash process. The role drives revenue growth, customer retention, and operational efficiency by identifying sales and upsell opportunities, interpreting technical requirements, managing pricing and quotations, coordinating follow-up, resolving issues, supporting training, and managing customer projects. In the wire and cable manufacturing industry, where product complexity, lead times, and customer specifications are critical, the Inside Sales Account Manager uses CRM data and a consultative approach to anticipate customer needs, coordinate internal resources, fulfill commitments, and build strong relationships at all organizational levels.

Success in this position is measured through profitable revenue growth, customer retention, quotation responsiveness, opportunity conversion, CRM data quality, timely issue resolution, and effective coordination with sales and cross-functional partners.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Reporting to the Sales Operations Manager, the Inside Sales Account Manager owns inside-sales responsibilities for assigned key accounts. These accounts may have a history of generating significant revenue, demonstrate strong revenue potential, or hold strategic importance to the business.

• Develop account-penetration strategies for assigned target and competitive accounts to retain and expand existing business, win new business, and maintain a balanced sales opportunity funnel.
• Analyze and prepare bids and requests for quotation in accordance with established guidelines. Evaluate inventory availability, market intelligence, competitive position, price validity, logistics, and fulfillment requirements. Partner with the Business Value Manager to support pricing decisions that maximize profitability, market share, and customer value.
• Maintain an accurate opportunity funnel, complete timely follow-up to advance and close opportunities, and analyze win-loss results to identify trends and improve future sales activity.
• Maintain complete and timely records of customer interactions, quotations, and follow-up activities in HubSpot CRM. Monitor deal stages, create and complete tasks, and manage pipelines to support consistent customer engagement and accurate reporting. Identify CRM workflow or automation improvements that strengthen visibility and follow-up.
• Serve as the primary customer contact for pricing, product recommendations, policy application, sample requests, inventory availability, lead times, order status, and value-added support. Coordinate with internal subject-matter experts as needed.
• Provide responsive support before, during, and after the sale. Monitor order fulfillment, identify service risks, and coordinate resolution of nonconformances and other customer issues with the appropriate internal teams.
• Build and maintain product, application, and industry knowledge; translate product features and benefits into solutions aligned with customer needs; and participate in relevant product and sales training.
• Manage manufacturer representatives within the assigned territory by establishing communication routines, providing product and process training, supporting account activity, and monitoring follow-through.
• Contribute customer, market, pipeline, and competitive insights to territory business planning, and participate in trade shows, customer visits, and sales meetings with manufacturer representatives or Regional Sales Managers as requested.
• Respond to customer inquiries accurately, promptly, and professionally. When an immediate resolution is not available, communicate status, ownership, and next steps to internal and external stakeholders.

EDUCATION AND EXPERIENCE REQUIREMENTS

• Bachelor's degree in a technical, business, or marketing discipline, or an equivalent combination of education and relevant experience.
• At least two years of inside sales, account management, or direct customer-selling experience, preferably in an industrial or business-to-business manufacturing environment. Experience should include opportunity development, consultative selling, negotiation, follow-up, and closing sales.
• At least one year of experience using HubSpot, Salesforce, or an equivalent CRM to support sales operations in a manufacturing or industrial business-to-business environment.

PREFERRED LICENSES OR CERTIFICATIONS

• Preferred certifications include HubSpot Sales Software, Marketing Software, CRM Implementation, or comparable CRM credentials.

SKILLS AND ABILITIES REQUIRED

• Demonstrated ability to prioritize competing customer and business needs, make sound independent judgments within established guidelines, and escalate decisions when appropriate.
• Strong written and verbal communication and interpersonal skills, with the ability to build productive relationships with customers, manufacturer representatives, and internal partners at all organizational levels.
• Demonstrated problem-solving and analytical skills, including the ability to interpret CRM data, identify sales and customer-retention trends, and recommend actions based on the findings.
• Ability to manage competing priorities, meet deadlines, and maintain accuracy in a fast-paced environment.
• Ability to collaborate effectively with Sales, Marketing, Engineering, Pricing, Planning, Manufacturing, Logistics, Finance, and Customer Service to move quotations, orders, and customer issues to resolution.
• Working knowledge of the requirements and challenges of manufacturer representatives, utilities, electrical distributors, engineers, and end users.
• Ability to develop working knowledge of the electrical industry, the company's product portfolio, and the applications and customer requirements relevant to assigned accounts.

COMPETENCIES REQUIRED

• Adaptability
• Applied Learning
• Collaboration
• Excellent communication skills
• Continuous Improvement
• Customer Focus
• Decision Making
• Managing Work
• Work Standards

COMPUTER EQUIPMENT AND SOFTWARE REQUIREMENTS

• Proficiency with ERP software and Microsoft Office applications, including the ability to retrieve order and inventory information, analyze data, prepare customer-facing documents, and communicate across internal teams.
• Proficiency with HubSpot CRM, including contact and company records, deal and pipeline management, task management, activity logging, reporting, and workflow automation.