Sales Manager - Inside Sales

Ziegler CAT has an opening for an Inside Sales Rep Sales Manager who is responsible for leading and managing a team of Inside Sales Representatives (ISRs) who are primarily focused on promoting and selling our BCP (Building Construction Products). This role requires a deep understanding of customer needs and industry dynamics, particularly within the agriculture and general construction segments. The manager will drive team development, foster a culture of continuous improvement, and ensure the team meets or exceeds business objectives. Success in this role hinges on the ability to grow the ISR team’s capabilities, align sales strategies with customer expectations, and deliver measurable results across targeted markets.

Responsibilities:

• Team Leadership & Development

  • Manage and mentor a team of ISRs, setting clear performance goals and expectations

  • Provide regular coaching, feedback, and development opportunities

  • Reduce non-sales-related tasks to maximize ISR productivity

• Sales Strategy & Execution

  • Set and track sales targets aligned with company objectives

  • Monitor sales metrics and implement improvements in sales processes

  • Coordinate with marketing and product teams to ensure brand consistency and lead generation

• Customer Engagement

  • Oversee ISR coverage of 600–800 retail and small core accounts per territory

  • Ensure ISRs maintain accurate CRM records and customer profiles

  • Promote dealership services including parts, service plans, and Customer Value Agreements (CVAs)

• Operational Excellence

  • Use CRM systems to log PAR calls, manage customer data, and track performance.

  • Prepare monthly, quarterly, and annual sales forecasts

  • Collaborate with other departments to ensure smooth sales operations and customer satisfaction

Qualifications:

• High School diploma or GED required; Bachelor’s degree in Business, Sales, or related field preferred

• 7-10+ years of sales or sales management experience required

• Strong understanding of sales administration and CRM tools (e.g., SalesLink, Iquote, Microsoft Dynamics 365)

• Excellent interpersonal, coaching, and organizational skills

• Ability to analyze data and drive strategic decisions

• Mechanical aptitude preferred

• Experience with account management and customer segmentation preferred

• Familiarity with Caterpillar product lines and service offerings preferred

• Must have and maintain a clean driving record

Travel:

• Up to 40% travel may be required for team development and customer engagement