Job Summary

The Inside Sales Manager is responsible for owning and executing the overall inside sales strategy for CITGO Lubricants, including customer retention, lead generation performance, revenue growth, and achievement of team sales objectives. This role leads, coaches, and develops a team of Inside Sales Account Managers focused on growing sales through proactive phone, email, video, and digital customer engagement.
The Inside Sales Manager drives business results by establishing strategic priorities, defining performance expectations, managing prospecting and pipeline execution, improving customer retention, and ensuring effective Salesforce CRM utilization. This role collaborates closely with field sales, marketing, customer service, product management, and channel partners to expand market share, improve customer profitability, and strengthen long-term customer relationships.

Minimum Qualifications

•    5+ years of sales experience, preferably within lubricants, fuels, chemicals, industrial products, automotive aftermarket, or related industries.
•    3+ years of sales leadership or inside sales management experience.
•    Demonstrated success leading, coaching, and developing high-performing sales teams.
•    Experience with Salesforce CRM and sales pipeline management.
•    Strong prospecting and lead generation experience utilizing LinkedIn, ZoomInfo, and other sales intelligence platforms.

The minimum years of required job related experience required are a Bachelor's Degree and 5 years experience

Job Duties

1. Sales Leadership, Business Planning, and Inside Sales Strategy Ownership: Own the overall inside sales strategy, operating cadence, and performance expectations for the Inside Sales Account Manager team. Establish sales priorities, develop annual and quarterly business plans, allocate team resources, and set performance goals aligned with Lubricants business objectives, revenue targets, customer retention priorities, and lead generation requirements. Recruit, train, onboard, coach, and develop a team of Inside Sales Account Managers. Conduct regular one-on-one coaching sessions, call reviews, and performance evaluations. Create development plans to improve product knowledge, sales skills, prospecting effectiveness, and customer engagement. Foster a high-performance culture focused on accountability, customer satisfaction, revenue growth, business ownership, and continuous improvement.

2. Prospecting, Lead Generation Performance, and Business Development: Develop, manage, and continuously improve prospecting and lead generation strategies to generate qualified opportunities, accelerate pipeline growth, and support revenue objectives. Own lead generation performance metrics, including activity levels, conversion rates, pipeline contribution, opportunity progression, and closed-won results. Train Inside Sales Account Managers to identify and engage prospective customers through Salesforce CRM, LinkedIn Sales Navigator, ZoomInfo, trade associations, digital marketing leads, referral programs, market research resources, and industry databases. Drive new customer acquisition and current customer retention efforts across strategic market segments and channels. Ensure the team effectively engages existing and prospective customers through phone calls, email campaigns, and virtual meetings. Assist with pricing discussions, product recommendations, program implementation, and customer retention initiatives that protect and grow profitable revenue.

3. Cross Functional Collaboration: Partner with marketing on lead generation campaigns and nurturing programs. Work closely with customer service and supply chain teams to support customer needs and ensure a positive customer experience. Coordinate with field sales personnel to facilitate account transitions, prospect handoffs, and growth initiatives. Provide market feedback, customer insights, and competitive intelligence to sales leadership and product management. Work with Key and Sr. Account Managers to coordinate customer outreach and territory development activities.
4. Performance Management, Revenue Growth, and Team Objectives: Monitor key performance indicators aligned with business unit strategic objectives, including revenue growth, retention performance, lead generation effectiveness, pipeline health, sales activity, conversion rates, CRM adoption, and team productivity. Analyze sales performance data and develop action plans to improve results, close performance gaps, and achieve team objectives. Ensure team members can effectively communicate product features, benefits, applications, value propositions, and competitive differentiators. Partner with technology and marketing teams to maintain current product knowledge and selling tools. Prepare and present business reviews, sales reports, and performance updates to senior leadership, including progress against revenue targets, retention goals, lead generation objectives, and sales team performance expectations. 

5. Salesforce CRM Management: Ensure accurate and timely documentation of leads, opportunities, customer contacts, sales activities, pipeline stages, forecasts and customer communications. Monitor data quality, CRM adoption, and reporting accuracy. Utilize Salesforce dashboards and analytics to identify trends, opportunities, and areas requiring coaching or intervention. Work with Sales Operations to develop and maintain standardized sales processes and workflows within Salesforce.

Job Duties II