Inside Sales Manager
Location: Cincinnati, Ohio
Reports to: VP Global Sales
About the Role
We are seeking a well-rounded, detail-oriented Inside Sales leader with experience in leading a high-performing team in the Industrial Manufacturing space, who wants to join a winning company. You will drive revenue growth by providing support of technical sales cycles by ensuring timely and accurate technical, commercially sound, and compliant quotations aligning with sales strategies and in conjunction with other company functional leaders.
Responsibilities
- Team Leadership – Recruit, onboard, train, and mentor a team of Inside Sales Specialists and administrative staff members. Establish clear roles, responsibilities, and performance expectations aligned with company KPIs. Foster a culture of accountability, technical excellence, and customer-centricity. Conduct regular performance reviews, coaching sessions, and skills development programs. Drive continuous improvement in product knowledge, application engineering, and commercial acumen.
- Revenue Growth & Sales Support –
- Support outside sales and channel partners in complex technical sales cycles, from inquiry through order acquisition.
- Ensure all quotations are:
- Technically accurate and compliant with specifications.
- Commercially sound and aligned with pricing strategy and margin targets.
- Delivered within defined turnaround times.
- Act as an escalation point for critical opportunities and strategic accounts.
- Contribute to pricing strategy, bid positioning, and win strategies.
- Optimize Commercial Operations – Refine existing and develop new Inside Sales processes and analytics to track pipeline opportunities, forecasting, customer satisfaction, and quotation consistency. Implement best practices for:
- RFQ management and prioritization.
- Quote accuracy and consistency.
- Lead times and response times.
- Cross-Functional Collaboration – Partner closely with outside sales, exclusive channel partners, product management, engineering, and operations to ensure quote accuracy, compliance, and seamless customer delivery.
- Manage Complex Sales – Provide support for high-level technical and commercial negotiations, project management, and opportunity funnel.
What Success Looks Like
- Increased quote-to-order conversion rates and overall sales effectiveness.
- Development of a highly engaged, accountable, and technically proficient Inside Sales team.
- Consistent achievement of departmental KPIs related to response time, quote quality, customer satisfaction, and order conversion.
- Improved customer and channel partner experience through proactive communication and responsive support.
- Standardized processes that improve scalability, consistency, and operational efficiency.
Requirements
- 7 years of B2B Inside Sales experience (valves or process control equipment preferred).
- 3+ years of leadership experience managing a team in an industrial or technical environment.
- Strong technical understanding of:
- Industrial valves (control valves, isolation valves, pressure relief, etc.).
- Process control systems and applications.
- P&IDs (Piping & Instrumentation Diagrams) and technical specifications.
- Ability to interpret customer specifications and translate them into viable technical/commercial solutions.
- Proven track record in:
- Negotiating complex contracts and commercial terms.
- Balancing margins, risk, and customer requirements.
- Problem-solving in a fast-paced, multi-project environment.
- Bachelor’s degree in a related engineering field or business.
- Strong technical acumen – ability to understand and clearly communicate technical specifications, process control data, and PIDs.
- Familiarity with CRMs and operating platforms, developing dashboards to track quotes, pricing, conversion rates, response time, and customer satisfaction.
- Spanish speaking is a bonus.
Why This Role?
- Lead and shape a critical function that directly impacts revenue growth, customer satisfaction, and operational performance.
- Build and develop a high-performing Inside Sales team while creating scalable processes for future growth.
- Partner closely with customers and channel partners to solve complex technical challenges.
- Play a visible leadership role supporting strategic opportunities across a diverse range of industrial markets.
- Influence customer experience, forecasting, and business performance through data-driven decision-making.
- Join a profitable and growing company that invests in its people, products, and long-term success.
- Work with a talented team committed to excellence and continuous improvement.
- Be part of a company that gives back to the community through philanthropy and service.
About the Company
Richards Industrials, founded in 1961, is a manufacturer of pressure regulators, control valves, and other fluid control products, known by our customers for high-quality products, great customer service, and fast and reliable deliveries. Our products are marketed under a series of distinct brands, each of which is used in unique applications that require precise technical attributes. The company serves a range of end markets, including pharmaceutical, food & beverage, chemical, petrochemical, and various industrial segments.
The company has two locations, Cincinnati, OH, and Fletcher, NC, and a global headcount of 190. Equipped with an experienced, passionate team, Richards focuses on driving profitable growth through operational excellence, opening new channels to market, and investing in new products.
Core Values
- Empowerment: Employees are our most valuable asset.
- Collaboration: Together we achieve more.
- Pioneering Spirit: Curiosity and innovation are our driving forces.
- Service Mindset: Never stop advocating for the customer.
Our purpose is to solve tomorrow’s demanding fluid control problems, today.