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 VP of Sales and Marketing, the Inside Sales Manager (ISM) is responsible for leading, coaching, and actively contributing to the Inside Sales team to deliver consistent, predictable revenue results. This is a working manager role, balancing individual selling responsibilities with the team leadership, maintaining accountability for both personal performance and overall team outcomes.

The ISM drives results through a combination of hands-on selling, structured coaching, and disciplined execution. This role 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. This role has the potential to transition into a full-time people manager as the team grows from 2 individuals to more.

What You'll Do

People Leadership & Development

Hire, onboard, train, and ramp inside sales representatives while modeling effective selling behaviors through direct participation
Provide ongoing coaching through call reviews, deal reviews, and pipeline inspections
Set clear expectations for performance, behaviors, and career progression, reinforcing standards through both leadership and personal example
Address performance issues promptly and manage development plans when needed
Foster a culture of accountability, continuous improvement, and professional growth

Sales Execution & Performance Management

Set team goals and activity quotas in alignment with sales leadership while also managing and delivering against an individual book of business
Monitor KPIs, pipeline health, conversion metrics, and forecasting accuracy, through team oversight and hands-on management
Ensure consistent execution of the sales process across the team
Drive predictable pipeline creation and monthly closed deal performance at both a team and individual level
Maintain strong CRM discipline and data integrity through personal adherence and team enforcement

Process, Tools & Cross Functional Collaboration

Enforce standardized sales processes, outreach cadences, and qualification criteria while using them in day-to-day selling
Partner closely with Marketing on lead flow, campaigns, and messaging
Collaborate with Sales Engineering and Operations to support technical sales cycles
Act as a bridge between Inside Sales and Outside Sales to ensure smooth handoffs
Continuously refine processes to improve efficiency, visibility, and results

What the Team Does

Proactively engages target customers via phone, email, LinkedIn, and other channels
Qualifies inbound and outbound leads and identifies new business opportunities
Schedules meetings and support opportunity progression through the funnel
Maintains accurate customer and opportunity data in the CRM
Stays current on Janitza products, solutions, and market positioning

What You'll Bring

Qualifications include:

Proven experience leading and coaching inside sales teams while maintaining direct selling responsibility and accountability for both individual and team performance
Strong command of pipeline management, forecasting, KPIs, and CRM discipline to drive predictable results
Demonstrated ability to hire, onboard, develop, and manage performance across a sales team, while reinforcing expectations through hands-on involvement
Background in technical sales (electrical, industrial, data center, or similar environments) with credibility coaching reps selling complex solutions
Track record of enforcing structured sales processes while enabling consistent, repeatable execution
Effective cross‑functional leader who partners closely with Marketing, Sales Engineering, Operations, and Outside Sales, informed by frontline selling experience

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