Job Overview
The Inside Sales Manager will lead a team of inside sellers supporting customers across multiple business segments, driving revenue growth, customer retention, and pipeline development through high-velocity, data-driven selling. This leader will build, coach, and develop a high-performing inside sales organization that delivers a consistent, value-driven experience to customers at every stage of the buying journey. The role is responsible for executing the inside sales strategy, aligning team structure and territory coverage to maximize productivity, and ensuring the inside sales function complements and accelerates the broader field sales effort.
Working closely with the Segment leaders and the Sales Enablement team, the Inside Sales Manager will implement initiatives that improve seller productivity, call quality, and conversion rates across all stages of the funnel. Collaboration with Marketing, Operations, Category Management, Customer Service, and Business Intelligence is essential to drive lead generation, category penetration, own brand expansion, and to deliver a seamless customer experience across segments.
This role requires a strong operational and data-driven mindset, leveraging CRM analytics, activity metrics, and pipeline insights to coach the team and continuously refine the inside sales playbook. By staying close to customer trends, segment dynamics, and seller performance, the Inside Sales Manager will play a pivotal role in scaling the inside sales engine and positioning the organization for long-term, profitable growth.
Key Responsibilities
- Lead, coach, and develop a team of inside sales representatives selling across multiple business segments, fostering a culture of accountability, urgency, and customer focus. Assess and develop talent against established sales and leadership competency models.
- Execute the inside sales strategy and align team structure, territory coverage, and account assignments to maximize coverage of key customer verticals and revenue opportunities across segments.
- Drive daily sales execution by setting clear activity, pipeline, and revenue expectations, conducting regular one-on-ones, call coaching, and team huddles to maintain performance and momentum.
- Partner with the Segment leaders, and the Sales Enablement team to implement initiatives that enhance productivity, call quality, conversion, and overall effectiveness across the inside sales funnel.
- Establish key performance metrics and sales targets for the inside sales team, ensuring rigorous tracking, reporting, and continuous improvement against quota, activity, and pipeline goals.
- Strengthen customer relationships and expand wallet share through a consultative, value-driven inside sales approach, including proactive outbound, cross-sell, up-sell, win-back, and retention motions across business segments.
- Collaborate with Marketing to optimize lead generation, lead routing, and follow-up SLAs, ensuring inside sellers are working a healthy and well-qualified pipeline.
- Partner with Operations, Category Management, Customer Service, and Finance to drive cross-functional alignment and deliver a seamless, segment-appropriate customer experience.
- Stay ahead of market trends, competitive dynamics, and customer needs within each segment to inform talk tracks, campaigns, and account strategies.
- Champion a data-driven sales culture, leveraging CRM, generative AI, Power BI, and L&D platforms to coach the team, drive adoption of productivity-enhancing tools, and translate analytics into actionable performance improvements.
Qualifications
Education & Experience:
- Bachelor’s degree in business, sales, marketing, or a related field.
- 7+ years of sales experience, including 3+ years leading an inside sales, business development, or account management team.
- Experience managing inside sellers covering multiple business segments, verticals, or product lines.
- Experience in B2B distribution, manufacturing, or a similar complex sales environment preferred.
- Demonstrated success building and scaling an inside sales function, including hiring, onboarding, ramping, and developing inside sales representatives.
- Proficiency in CRM platforms, sales engagement tools, data analytics, and sales enablement technologies.
Skills & Competencies:
- Proven track record of leading inside sales teams to consistently meet or exceed revenue, pipeline, and activity targets.
- Strong people leadership skills with the ability to hire, coach, and develop sellers at varying experience levels.
- Operational mindset with the ability to design cadences, playbooks, and territory models that drive predictable results.
- Strong analytical skills, with the ability to translate CRM and pipeline data into clear coaching priorities and business decisions.
- Outstanding communication, collaboration, and influencing skills across sales, marketing, and operations functions.
- Customer-centric mindset with a focus on delivering value-driven, segment-appropriate solutions.
- Ability to work in a fast-paced, results-driven environment with multiple priorities and competing stakeholders.
Performance Metrics
- Revenue and Profitability Growth: Achieve annual and quarterly revenue and margin targets across the inside sales book of business and supported segments.
- Sales Effectiveness: Improve inside sales productivity as measured by activity levels, conversion rates, win rates, deal cycle times, and quota attainment.
- Pipeline Health: Maintain a qualified, well-covered pipeline with healthy stage progression and accurate forecasting across segments.
- Customer Engagement and Retention: Enhance customer satisfaction, retention, and wallet share through improved inside sales processes and account management.
- Team Development: Improve team performance, ramp time, and retention through structured coaching, training, and career development initiatives.
Compensation: $90,000 to $110,000 - plus 20% bonus
Bunzl Canada Inc. (bunzlcanada.ca) provides the food and retail packaging, cleaning and hygiene products and equipment, safety and industrial supplies which keep over 58,000 Canadian businesses running optimally, every day. We bring our customers the advantage of global sourcing, product innovation and national scale combined with responsive local service and deep category expertise. Bunzl Canada is a certified Great Place to Work®. We are committed to creating an inclusive, equitable and positive working environment for all employees so that they experience a strong sense of belonging, while developing individually and professionally. Bunzl Canada is an operating company of Bunzl plc (BNZL.L), a FTSE100 company listed on the London Stock Exchange. With 27,000 employees in over 30 countries, our global presence spans the Americas, Europe, Asia Pacific, and the UK and Ireland. At Bunzl, you’ll find Unlimited Potential… Your Career - - Our Future!
Bunzl Canada has a tradition of commitment to equal employment opportunity. It is our established policy to attract and retain the best qualified people without regard to race, colour, religion, national origin, sex/gender (including pregnancy), sexual orientation, age, disability or veteran status as provided by law.
