Associate Manager, Inside Sales

Location: Amherst, NY

About the role

We are seeking a results-driven inside sales professional to join a dynamic and collaborative North American inside sales team. This individual will play a critical role in driving the performance, development, and scalability of the Inside Sales functions. The role serves as the primary owner of onboarding, training, and coaching for Sales Development of Clinical SDCs, and assists with Technical Account Manager Development to ensure consistent execution of outbound campaigns, lead qualification, customer engagement strategies, and opportunity development/winning where applicable. By translating sales strategy into structured daily execution, reinforcing best practices, and supporting ongoing skill development, this position enables the Inside Sales team to improve productivity, strengthen pipeline generation, and contribute to revenue through growth, retention, and recapture activities.

Responsibilities

• Management (with people reporting responsibilities):
  • Create and maintain a safe, secure, diverse, inclusive, engaged, and compliant work environment that empowers employees to achieve departmental and company results.
  • Adhere to the corporate code of conduct.
  • Plan, organize, and maintain department control in support of executing corporate and departmental business objectives that ensure productivity, goal achievement, budget and forecast adherence, and effective and efficient operations.
  • Recruit, select, onboard, and train new employees.
  • Lead and execute performance management activities, including performance improvement plans that support employee development.
  • Commit to and foster adherence to the company's quality management system and timely execution of tasks assigned within it.
  • Work together with fellow managers in a professional, respective, and collaborative manner.
• Sales Enablement & Training (Clinical & Technical):
  • Assist with the design, implementation, and continuous improvement of the department onboarding program.
  • Deliver structured training in:
    • Sales fundamentals (call strategy, objection handling, qualification).
    • Product knowledge and application.
    • CRM and campaign workflows.
  • Identify skill gaps and develop targeted training plans to accelerate ramp time.
  • Maintain ongoing training materials and ensure consistency across Clinical and Technical Teams.
• Sales Development Coordinators (Direct Reports to this role) – Coaching & Performance Development:
  • Provide ongoing coaching through:
    • Call reviews and feedback.
    • Role play facilitation and reinforcement sessions.
    • Real-time performance coaching.
  • Partner with Inside Sales leadership to identify performance gaps and recommend development actions.
  • Reinforce standards for:
    • Quality conversations and engagement.
    • Opportunity identification and qualification.
    • Customer interaction best practices.
• IS Department Sales Execution & Campaign Support (Technical & Clinical):
  • Support rollout and execution of Inside Sales campaigns (growth, retention, and recapture).
  • Ensure clarity of:
    • Campaign objectives.
    • Target customers and prioritization.
    • Messaging and product focus.
  • Monitor execution consistency and provide feedback to improve campaign performance.
• Process and Playbook Development:
  • Maintain and update Inside Sales Department playbooks, including:
    • Call frameworks and talk tracks.
    • Qualification criteria.
    • Campaign execution guidelines.
  • Ensure consistent adoption of sales processes across the SDC team.
  • Translate sales strategy into repeatable, scalable workflows.
• Cross-Functional Coordination:
  • Partner with Marketing, Education, Sales Operations, and Field Sales to:
    • Align campaign messaging and priorities.
    • Support lead follow-up workflows (MQLs, education attendees).
  • Serve as a key point of coordination for resolving execution-related issues impacting the SDC team.
  • Provide feedback to cross-functional teams to improve lead quality and campaign effectiveness.
• Performance Insights and Continuous Improvement:
  • Monitor activity and performance trends (calls, conversations, opportunities, orders).
  • Identify execution gaps and recommend improvements to training, campaigns, and processes.
  • Support Inside Sales leadership with insights that connect daily activity to business outcomes.
  • Help drive consistency and reduce variability in performance across the team.
  • Maintain reporting for campaigns and sales initiatives as needed.

Requirements

• 5 years of sales experience.
• 2 years of experience with coaching, mentoring, or equivalent leadership experience.
• Bachelor’s degree in Business, Marketing, Communications, or related field (preferred).
• Excellent written and verbal communication skills.
• Highly organized with strong attention to detail.
• Proficiency in Microsoft Excel, PowerPoint, and Google Workspace.
• Collaborative mindset and a service-oriented attitude.

Skills

• Bonus Skills:
  • Experience with order entry/ERP systems (e.g., SAP, NetSuite).
  • Familiarity with technical products or solutions-based selling.

Benefits

• Be part of a global leader with a legacy of innovation in dentistry.
• Lead impactful marketing strategies that drive business growth.
• Collaborate with talented professionals across North America and around the world.
• Make a meaningful contribution to improving oral health and supporting dental professionals.
• Join an international family business with a long-term perspective, where employees are key to success.

Pay

The salary range for this position is between $64,000 - $73,000 annually, depending on experience, qualifications, and location. Final compensation will be determined during the interview process.