Manager, Pipeline Creation, Digital Sales Performance

🕒 5 dias atrás

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Justrite Safety Group

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 1906

🤝 B2B

🔧 Hardware

🛍️ Comércio Eletrônico

B2B • Hardware • eCommerce

O Justrite Safety Group é um fabricante e fornecedor de equipamentos de segurança no trabalho e de manuseio de materiais perigosos. A empresa oferece latas e recipientes de segurança, armários para armazenamento de materiais inflamáveis e perigosos, chuveiros de segurança e estações lava-olhos, sistemas de contenção de vazamentos e contenção secundária, equipamentos de manuseio de cilindros de gás, soluções para reciclagem de latas de aerossol e acessórios relacionados. A Justrite vende por meio de distribuidores e uma plataforma de e-commerce, oferece orientação sobre conformidade, levantamento de segurança no local e soluções engenheiradas para instalações industriais, laboratoriais, de construção e comerciais, e enfatiza muitos produtos fabricados nos EUA.

Descrição

• Own the inside sales revenue target for assigned digital lead and quote activity, and be accountable for improving lead response, quote conversion, pipeline contribution, customer follow-up, and repeat customer growth through stronger workflows, rep adoption, and digital selling discipline. • Manage, coach, and develop one digital inside sales representative and three customer service agents who support customer inquiries, order-related needs, and small quote opportunities. • Spend approximately 10% of time directly working inbound leads, quote follow-up, customer conversations, and select sales opportunities to stay close to the customer, product questions, and process friction. • Cultivate and maintain a strong pipeline across assigned digital lead, quote, prospecting, and customer growth activity to support attainment of revenue targets. • Build, improve, and drive adoption of the digital lead-to-order process, including lead routing, needs assessment, digital quoting, Salesforce tracking, follow-up standards, email templates, automation-supported outreach, and conversion reporting. • Partner with business-unit and distribution-focused inside sales teams to improve digital lead handling, quote-to-order conversion, Salesforce activity standards, structured follow-up, and intent-informed outreach. • Use first-party data, third-party data, ZoomInfo or similar sales intelligence tools, customer history, quote activity, site behavior, Salesforce activity, and intent signals to support targeted outreach, prospecting lists, and pipeline creation. • Partner with Sales Operations and cross-functional teams to reduce manual process gaps and define business requirements for Salesforce visibility, reporting, automation, quote tracking, call activity, and workflow improvements. • Support retain-and-grow programs by identifying first-time buyers, lapsed customers, repeat purchase opportunities, high-potential accounts, and cross-sell opportunities, while sharing voice-of-customer insights to improve content, follow-up materials, FAQs, and buying guidance. • Identify practical ways to use AI tools to improve prospect research, account prioritization, personalization, follow-up quality, workflow efficiency, documentation, and reporting.

🎯 Requisitos

• 5+ years of experience in inside sales, customer service leadership, sales development, account management, e-commerce sales, or a related B2B sales role • 2+ years of experience coaching, managing, or leading a sales, customer service, or lead response team • Proven ability to convert inbound leads, follow up on quotes, prospect new accounts, build pipeline, and grow customer relationships. • Hands-on Salesforce experience, including lead, contact, account, activity, opportunity, and reporting management. • Strong Excel skills, including the ability to organize, analyze, and interpret customer, sales, quote, and activity data. • Experience using ZoomInfo or similar sales intelligence tools, HubSpot or similar email marketing automation platforms, and customer or intent data to support outreach, lead nurturing, prospecting, and pipeline quality. • Ability to help sales teams adopt digital selling workflows, structured follow-up, CRM discipline, and data-informed outreach. • Strong phone, email, and customer-facing communication skills, with the ability to learn technical or industrial products and explain them clearly to customers and team members. • Strong organizational skills and ability to work independently in a remote environment while maintaining clear communication, accountability, and follow-through. • AI-forward mindset, with the ability to identify practical ways to use AI tools to improve team efficiency, customer follow-up, reporting, documentation, and process consistency.

🏖️ Benefícios

• comprehensive medical, dental, and vision coverage • flexible hours and alternative work arrangements • 401K plan with company match • company-paid short and long-term disability insurance • generous paid time off • personal days • robust employee wellness program