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A position at White Cap isn’t your ordinary job. You’ll work in an exciting and diverse environment, meet interesting people, and have a variety of career opportunities.
The White Cap family is committed to Building Trust on Every Job. We do this by being deeply knowledgeable, fully capable, and always dependable, and our associates are the driving force behind this commitment.
Responsible for leading and developing an inside sales team, driving revenue growth through pipeline management, quoting discipline, and customer-focused account strategies. Ensures consistent execution of sales playbooks, forecasting accuracy, and performance accountability, while optimizing conversion rates, supporting marketing initiatives, and fostering high engagement and continuous skill development.
Major Tasks, Responsibilities and Key Accountabilities
Lead, coach, and develop an inside sales team while setting clear expectations for performance, pipeline management, quoting, and customer engagement.
Drive accountability for execution and results while recruiting, onboarding, and training new team members to support growth.
Own revenue growth for the inside sales segment by expanding share of wallet, driving cross-sell and upsell opportunities, and delivering proactive, customer-focused account management aligned to the company’s value proposition.
Develop, document, and continuously improve inside sales playbooks covering outreach, qualification, quoting, and account growth strategies.
Ensure consistent execution across the team while leveraging CRM and reporting tools to drive visibility, accountability, and performance.
Establish and enforce quoting standards for quality, responsiveness, follow-up, and win-loss tracking.
Drive high conversion rates through coaching, pricing discipline, and value-based selling while monitoring quote activity as a key performance indicator.
Collaborate with Marketing to execute targeted promotions and campaigns, driving strong adoption by the inside sales team.
Provide feedback on offer performance, customer response, and competitive insights while ensuring sellers are equipped to effectively present and close promotional opportunities.
Own forecasting accuracy and maintain pipeline discipline for the inside sales team.
Translate sales plans into actionable targets, monitor performance, and take corrective actions as needed.
Report trends, risks, and opportunities to sales leadership.
Measure success through consistent achievement of revenue targets, improved quote volume and conversion rates, and disciplined execution of sales playbooks.
Drive stronger marketing impact while fostering high employee engagement, retention, and ongoing skill development.
Nature and Scope
Solutions require analysis and investigation.
Achieves planned results by decisions and actions based on professional methods, business principles, and practical experience.
Manages a group or team of professional individual contributors and/or indirectly supervises support staff.
Work Environment
Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable.
Most of the time is spent sitting in a comfortable position and there is frequent opportunity to move about. On rare occasions there may be a need to move or lift light articles.
Typically requires overnight travel less than 10% of the time.
Education and Experience
Typically requires BS/BA in a related discipline. Generally 7+ years of experience in a related field. May require certification. Advanced degree may offset less experience in some disciplines.
Preferred Qualifications
5+ years of experience in inside sales or commercial sales roles.
Prior experience managing or leading sales teams preferred.
Proven ability to drive performance through process, coaching, and accountability.
Experience working cross functionally with Marketing.
