Boyd CAT has been able to thrive for over 150 years of combined history because of our people. Our focus is to hire the most qualified applicants, provide them with the tools and training they need to succeed, and support them throughout their careers.
Manager Inside Sales
Location: Louisville Support Center
Address: Louisville, KY
Requisition ID: 2025-5535
Posting Date: 01/07/2025
Through a deep understanding of the dealership’s sales process and all sales systems, this role will manage and train a team of Inside Sales Representatives on lead generation including – defining and processing leads, sending prioritized sales leads for follow up, developing and managing a lead nurture process, generating new opportunities and managing sales funnel follow up. This role will also identify the needs for additional training and identify a solution for the training needs. By integration of Marketing and Sales activities, this role aims to enhance our dealership coverage and increase our sales opportunity across the organization, also training the Sales team in CRM usage, Lead Generation process and Best Practice sharing. Through reporting and data visualization development, this role relies on gathering and analyzing qualitative and quantitative market and customer data. The ISR Manager is also well-versed in providing insight into recommended strategic adjustments to internal processes.
1. Essential Function
Travel to branches or other locations as required to perform assigned duties
Maintain a valid motor vehicle operators' license
Maintain a high degree of discretion in handling confidential/sensitive information and exercise initiative in all assigned areas, high integrity and accountability standards
Assist work team to meet the objectives of the department and the Company
Ability to communicate effectively in spoken and written English
Ability to operate a P.C. (Windows, Excel, Word, etc)
Able to climb on, operate, and inspect equipment
Ability to lift a minim of 50 pounds
2. Responsibilities
Drive inside sales performance through effective coaching, KPI management, and process improvement
Ensure the inside sales team creates quotes, follows up on opportunities, maintains product knowledge and supports field sales personnel
Streamline inside sales functions, improve team effectiveness, and ensure outstanding customer experience
Training & oversee daily activities of the inside sales team, including lead management training, motivating, and developing a cohesive team atmosphere
Identifies needs for training & finds solutions to those training needs
Utilize reporting and data visualization tools to present key findings to Marketing, Sales, and other business unit leadership
Run cadence reports on inside sales using the CRM, including usage and lead management
Use the organization’s Planned Annual Rate (PAR) system to measure customer contact, establish PAR for ISRs, and track progress throughout the year
Champion the CRM system across all touchpoints, including training the sales team and ensuring quality customer data
Work with the Machine Order & Rental departments to understand machine availability & locations
Integrate marketing & sales activities to enhance lead generation and sales coverage
Hire, train, and supervise staff
Work with employees to set aggressive professional and achievable goals to enhance the employees performance
Use coaching techniques to recognize employees accomplishments and strengths and to improve any other areas
Evaluate employee performance on a regular basis and prepare the related Position Descriptions, Performance Appraisals, and salary administration
Ensure all staff follow corporate and departmental standards and practices and take disciplinary action when required
Recommend to manager ideas to improve the departments operating procedures or business practices and participate in and support continuous improvement of all related activities and processes
Project a positive image by interacting with fellow employees, customers, and management in a cooperative, supportive, and courteous manner; display a professional attitude; comply with company dress code
Create and maintain good communications (verbally and in writing) and relationships with other Company departments, branches, employees, outside vendors, and customers by addressing and resolving concerns quickly
Follow all work, safety rules, and procedures
Perform other duties as necessary and assigned
3. Education, Skills, Experience
Bachelor’s degree in marketing, business administration, or related field
5-7 years’ experience in sales or marketing
2 years' minimum experience in a supervisory role
Experience in the heavy equipment industry or related field is a plus
Proven track record of meeting or exceeding sales targets
Ability to develop and implement effective sales strategies
Knowledge of industry trends and market conditions
Proficiency in CRM system (e.g. Microsoft Dynamics 365) and essential technology (Windows, Excel, Word, SharePoint).
Strong understanding of sales processes & lead management
Experience with data analysis and reporting tools.
Strong analytical skills with the ability to interpret data & make informed decisions
Willingness to learn, be trained, and coach
Excellent interpersonal skills, and written and verbal communication skills
Able to communicate with team members and customers
Highly self-directed
Ability to work independently or in a team environment with rapidly changing priorities and demands
