Inside Sales Manager

Leadership & Team Management

• Lead, mentor, and develop the inside sales team to achieve individual and team revenue targets. 
• Provide ongoing sales training, coaching, and skill development to improve performance and consistency. 
• Foster a positive, collaborative, and high‑performance sales culture. 
• Establish clear expectations, KPIs, and accountability for inside sales representatives. 
• Ensure the team consistently follows established sales processes, communication standards, and CRM requirements. 

Sales Activity Discipline & Performance Management

• Establish and enforce disciplined daily sales activity standards, including outreach volume, follow‑up cadence, bid tracking, and CRM documentation with inside sales team. 
• Monitor team performance to ensure consistent execution of required sales behaviors, including timely lead follow‑up, proactive outreach, and structured pipeline management. 
• Use CRM dashboards and activity reports to track engagement levels, identify gaps, and drive accountability across the team. 
• Provide coaching, corrective guidance, and ongoing support to ensure all team members maintain strong sales discipline and adhere to established processes. 
• Reinforce a culture of consistency, professionalism, and high‑quality client engagement in every interaction. 

Lead Management & CRM Excellence

• Serve as the first point of contact for all incoming leads within the EHS group, ensuring each lead is reviewed and assigned to an owner in the CRM within the same business day, and no later than 12-24 hours after the lead enters the system. 
• Ensure the Inside Sales Team or assigned Sales Representative makes initial contact with every new lead within the first 24 hours to maximize engagement and conversion potential. 
• Track and report on all first‑week lead communication activities, including outreach attempts, engagement outcomes, and missed opportunities. Provide weekly summaries to Sales Leadership highlighting response times, conversion potential, and areas for improvement. 
• Monitor lead flow, assignment accuracy, and response times to maintain a high‑quality customer experience and strong pipeline performance. 
• Drive accountability across the inside sales team by enforcing timely follow‑up, complete CRM documentation, and consistent lead progression. 
• Use CRM insights to identify bottlenecks, improve lead routing, and support continuous improvement of the lead management process. 

Revenue Growth, Bid Management & Relationship Development

• Generate new revenue by proactively identifying, pursuing, and converting opportunities within state, and local government sectors from bid tools. 
• Develop strong, long‑term relationships with municipalities, state agencies, other agencies (excluding federal), procurement officers, contracting specialists, and key decision‑makers. 
• Manage all GovSpend‑sourced bids and opportunities, ensuring timely review, qualification, and follow‑up to maximize win potential (collaboration with sales support team as needed) 
• Directly manage all bids valued over $50,000, overseeing approximately 100 high‑value opportunities annually. 
• Collaborate with regional Sales Managers to support strategy, pricing, and client engagement for complex or strategic bids over $1M. 
• Lead internal kick‑off meetings for awarded projects and ensure a seamless handoff to Operations and Project Management teams. 
• Conduct discovery sessions with both qualified and unqualified government leads to assess needs, compliance requirements, and alignment with SGS capabilities. 
• Track, monitor, and analyze bid outcomes to refine strategy, improve win rates, and identify new revenue channels. 
• Represent SGS professionally and ethically in all government interactions, ensuring compliance with procurement rules and industry standards. 
• Build a strong network of government and industry contacts to support long‑term growth and recurring revenue opportunities. 

Client Engagement & Internal Communication 

• Respond to client inquiries promptly and professionally. 
• Build instant rapport with clients over the phone and through email communication. 
• Develop a strong internal network with the Sales and Operations team.  
• Clearly articulate SGS capabilities, features, benefits, and service offerings. 
• Answer client questions and provide supporting documentation as needed. 
• Contact prospective and existing customers to discuss needs, opportunities, and solutions. 
• Practice active listening to understand client challenges and identify potential opportunities. 

Professional Growth & Industry Engagement 

• Continually develop personal selling skills and expand industry knowledge. 
• Broaden expertise in environmental service offerings and apply this knowledge to client conversations. 
• Maintain a strong network of industry contacts to support long‑term business development.