Inside Sales Manager (ISM)

JOB DESCRIPTION: INSIDE SALES MANAGER (ISM)LOCATION: ASHBURN, VIRGINIA Who We Are Janitza North America is the US based arm of Janitza electronics GmbH, a leading German manufacturer of electrical power monitoring hardware and software. A family-owned business, we make hardware and software to measure and analyze power quality measures for our data centers, mission critical facilities, and industrial manufacturing customers. With our tools, companies can take action to reduce energy costs, improve uptime, and decrease their carbon footprint. Who You Are Reporting to the Director of Sales, the Inside Sales Manager (ISM) is responsible for leading, coaching, and scaling the Inside Sales team to deliver consistent, predictable revenue results. This role is centered on people leadership, process discipline, and performance management, with accountability for team outcomes rather than individual quota alone. The ISM ensures that inside sales representatives are enabled to sell effectively through structured onboarding, ongoing coaching, clear expectations, and strong cross‑functional alignment with Marketing, Sales Engineering, Operations, and Outside Sales. The ideal candidate will have relative experience in sales of technical electronic equipment related to low voltage power distribution, metering concepts, networking, PLC/HMI integration and industrial communication protocols. What You'll DoPeople Leadership & DevelopmentHire, onboard, train, and ramp inside sales representativesProvide ongoing coaching through call reviews, deal reviews, and pipeline inspectionsSet clear expectations for performance, behaviors, and career progressionAddress performance issues promptly and manage development plans when neededFoster a culture of accountability, continuous improvement, and professional growth Sales Execution & Performance ManagementSet team goals and activity quotas in alignment with sales leadershipMonitor KPIs, pipeline health, conversion metrics, and forecasting accuracyEnsure consistent execution of the sales process across the teamDrive predictable pipeline creation and monthly closed deal performanceMaintain strong CRM discipline and data integrityProcess, Tools & Cross Functional CollaborationEnforce standardized sales processes, outreach cadences, and qualification criteriaPartner closely with Marketing on lead flow, campaigns, and messagingCollaborate with Sales Engineering and Operations to support technical sales cyclesAct as a bridge between Inside Sales and Outside Sales to ensure smooth handoffsContinuously refine processes to improve efficiency, visibility, and results What the Team Does (Through Your Leadership)Proactively engage target customers via phone, email, LinkedIn, and other channelsQualify inbound and outbound leads and identify new business opportunitiesSchedule meetings and support opportunity progression through the funnelMaintain accurate customer and opportunity data in the CRMStay current on Janitza products, solutions, and market positioning What You'll BringQualifications include:Proven experience leading and coaching inside sales teams, with ownership of team performance and outcomesStrong command of pipeline management, forecasting, KPIs, and CRM discipline to drive predictable resultsDemonstrated ability to hire, onboard, develop, and manage performance across a sales teamBackground in technical sales (electrical, industrial, data center, or similar environments) with credibility coaching reps selling complex solutionsTrack record of enforcing structured sales processes while enabling consistent, repeatable executionEffective cross‑functional leader who partners closely with Marketing, Sales Engineering, Operations, and Outside Sales