Midmark

Compensation

Full Description

The Role We are seeking a Senior Inside Sales Manager to develop, lead and scale Midmark's Inside Sales team within a newly created Inside Sales Center of Excellence. Reporting to the Vice President of Medical Sales, this role is responsible for overseeing a high-performing team of inside sales professionals, ensuring execution of sales strategies, CRM utilization, and cross-functional alignment. You'll be empowered with a high degree of latitude and will collaborate across departments to support growth, efficiency, and customer success across territories. Location The preferred locations for this position are Versailles (OH), Columbus (OH), Cleveland (OH), Chicago (IL), Indianapolis (IN), Lexington/Louisville (KY), or Pittsburgh (PA). For any location outside of Versailles, this is a remote eligible position. Primary Responsibilities Sales Leadership & Strategy • Create SOPs, best-practice playbooks, and tools for inside sales scalability and excellence. • Establish team KPIs, monitor dashboards, and manage quota assignments and compensation plan alignment with Sales Operations. • Structure and adjust Inside Sales teams to ensure alignment with account tiering, territory capacity, and coverage optimization. • Evaluate, select, and manage third-party partners for lead development, quoting, or customer support services. Team Development & Coaching • Recruit, hire, and onboard Inside Sales Partners, Lead Development Reps, and other key resources. • Coach team members on "The Challenger Sale" and "The JOLT Effect" sales methodologies, pipeline creation, and opportunity progression best practices. • Oversee adherence to service level expectations (e.g., lead response time, quote turnaround) and ensure timely stage progression. • Lead regular pipeline and territory performance reviews in collaboration with Sales Directors to forecast and drive results. Sales Operations & Performance • Maintain Salesforce CRM integrity, quote compliance, and forecasting accuracy while leveraging analytics to drive sales efficiency. • Partner with Marketing to support outbound campaigns, lead conversions, and event follow-ups. • Align with Distributor and Group Purchasing Organization (GPO) teams to ensure coordinated execution across sales channels. • Collaborate with Sales Enablement on coaching delivery, new hire ramp up, and continuous improvement initiatives. Secondary Responsibilities • Represent Inside Sales in planning sessions and leadership meetings. • Provide input on compensation design, enablement programs, and territory planning. What We're Looking For Education & Experience • Bachelor's degree required; MBA preferred. • 7+ years of B2B sales experience, including 3+ years in Inside Sales leadership. • Healthcare, medical device, or related industry experience preferred. • Experience evaluating and managing outsourced/partnered service providers preferred. Skills & Competencies • The Challenger Sale & "The JOLT Effect" Sales Acumen: Ability to teach, tailor, and take control of customer conversations and mitigate customer indecision. • Operational Discipline: Strong process orientation, KPI management, and forecasting accuracy. • Strategic Mindset: Ability to design hybrid internal/outsourced models for scale and efficiency. • Communication: Executive presence, strong presentation skills, and cross-functional collaboration. • Analytical Capability: Comfort with dashboards, pipeline analysis, time-spend data, and productivity improvement. • Change Leadership: Experience leading sales transformation and role redesign. • Performance Metrics: Strong knowledge of sales performance metrics and coaching them. Leadership Responsibilities • Lead and direct the work of teammates with full authority for personnel decisions, including hiring, performance management, and disciplinary actions. Why Join Midmark? • Lead and grow a high-performing inside sales team with direct impact on growth and scalability. • Work at the intersection of strategy, sales excellence, and innovation. • Be part of a mission-driven organization committed to designing better care.