Brady Plus

We are in search of a Director of Inside Sales.  The Director of Inside Sales & Business Development at BradyPLUS is a strategic, growth-oriented leader responsible for overseeing both the Inside Sales Representative (ISR) team and the Business Development Representative (BDR) team. This leader drives profitable revenue, customer retention, new business generation, and category penetration across all customer segments.  Sets goals, strategies, and holds team accountable to individual and team goals.   

This role supports BradyPLUS’s mission of helping customers operate cleaner, safer, and more efficiently by equipping both Inside Sales and BDR teams to deliver proactive engagement, consultative selling, strong pipeline creation, accurate quoting, and exceptional customer experience.

The Director partners closely with Field Sales, Customer Success, Merchandising, Marketing, Vendor Partners, Supply Chain, and Operations to execute an integrated go-to-market strategy and ensure sustained customer and revenue growth.

Key Responsibilities

Leadership & Team Development

• Foster a culture of accountability, communication, and continuous improvement. 
• Lead, mentor, and develop Inside Sales Representatives (ISRs) and Business Development Representatives (BDRs), creating a unified, high-performing, growth-focused team culture.
• Build clear role expectations for both functions, ensuring alignment on pipeline generation, revenue growth, customer experience, and category strategies.
• Recruit, onboard, and retain top sales talent; implement 30/60/90-day ramp plans and continuous development pathways.
• Conduct regular performance reviews, pipeline coaching, call coaching, and skill development sessions for both ISR and BDR teams.
• Foster a culture of accountability, communication, and continuous improvement across both groups.

Sales Strategy & Performance Management

• Establish KPI dashboards, forecasting models, and sales processes to ensure transparency and consistency to guide action planning and measure progress.
• Develop and execute dual strategies: one for Inside Sales account expansion and one for BDR-led new business acquisition.
• Align ISR objectives to revenue, margin, wallet-share expansion, retention, and growth targets.
• Create and drive BDR objectives to lead generation, outbound prospecting effectiveness, opportunity creation, appointment setting, and quality pipeline contribution.
• Establish strategic account segmentation and prospecting frameworks to maximize growth potential.  Determine when/how to reevaluate segments on routine basis. 

Customer Experience & Operational Excellence

• Oversee processes that ensure rapid response times, accurate quoting, and proactive follow-up.
• Partner with internal teams to resolve order issues, backorder concerns, and product availability challenges.
• Lead initiatives to streamline workflows, reduce friction points, and enhance customer satisfaction across all Inside Sales touchpoints.
• Ensure consistent communication with customers regarding inventory updates, order status, and alternative product recommendations.

Cross-Functional Collaboration

• Align closely with Field Sales leadership on customer strategy, account transitions, and sales coverage optimization.
• Work with Category Management and Vendor Partners to promote product training, preferred vendor programs, and category growth initiatives.
• Collaborate with Marketing to design targeted campaigns, call blitzes, and promotional outreach strategies.
• Engage Supply Chain and Operations to ensure strong service levels and address customer-impacting issues.
• Partner with Marketing to generate targeted campaigns, lead lists, call campaigns, and territory outreach programs.

Sales Enablement & Technology

• Champion adoption of sales tools and technologies that increase productivity and improve customer engagement.
• Oversee training programs to support scalable growth, enhance product knowledge, selling skills, digital selling effectiveness, consultative selling, and category expertise.
• Continuously review and refine sales processes to support scalable, efficient growth.
• Ensure correct and consistent CRM usage, including opportunity creation, lead lifecycle management, pipeline health, forecasting accuracy, customer insights, and activity reporting.

Key Performance Metrics

Revenue & Margin Growth

• Gross margin % improvement across multi-category lines (Jan/San, Packaging, Safety/PPE, Industrial, Foodservice).
• Quote-to-order conversion rate, especially on high-value quotes.
• Total revenue and margin contribution from ISR-managed accounts.
• Growth in category penetration across key verticals and product lines.
• Sell-through and adoption of new product introductions and strategic vendor lines.

Pipeline Creation & New Business Development

• Number of qualified opportunities and appointments generated by BDRs.
• Conversion rate of BDR-generated leads to SQLs and closed-won deals (revenue).
• Lead outreach SLA compliance.
• Volume and quality of BDR outbound activities.

Customer Engagement & Retention

• Customer retention rate across Inside Sales-managed accounts.
• Reactivation rate of dormant or low-volume customers.
• Increase in average order value and frequency.
• Customer satisfaction/NPS for Inside Sales interactions.

Sales Productivity & Operational Excellence

• Average response time to inbound emails, calls, and CRM cases.
• Quote accuracy and turnaround time and ultimate closure rate.
• Backorder communication timeliness and substitution recommendation rate.
• Pipeline integrity and CRM compliance (opportunity creation, notes logged, forecast accuracy).

Team Leadership & Development

• Rep productivity metrics (outbound touches, emails, call cadence).
• Performance distribution improvements across rep tiers.
• New hire ramp-up time and 30/60/90-day achievement.
• Employee engagement, retention, and internal promotion rates.

Cross-Functional Collaboration

• Alignment with Field Sales and Customer Success on joint account growth and shared account strategy.
• Reduction in customer-impacting escalations and order errors.
• Improved inventory forecasting accuracy through communication with Supply Chain.

Qualifications & Experience

• 7+ years of sales leadership experience with responsibility for inside sales, account management, business development, or sales operations teams.
• Experience in B2B distribution strongly preferred (janitorial, packaging, safety/PPE, industrial, or foodservice supply).
• Proven track record of leading high-volume sales teams to exceed targets in a fast-paced environment.
• Strong analytical and problem-solving skills; ability to interpret dashboards, KPIs, and forecasting data.
• Excellent communication, coaching, and strategic planning capabilities.
• Bachelor’s degree in Business, Management, Marketing, Supply Chain, or related field required; MBA preferred.

BradyPLUS offers competitive compensation and a comprehensive benefits package to support the health and well-being of our associates and their families. Benefit offerings include medical, dental, vision, life and disability insurance, flexible spending accounts, Employee Assistance Programs (EAP), 401(k) Retirement and more.

About BradyPLUS:

BradyPLUS is a leading national distributor of solutions for JanSan, Foodservice and Industrial Packaging. We deliver the right SUPPLIES + SUPPORT to ensure businesses are more successful every day. We offer premium brands, expert advice, and exceptional customer experiences. Our 6,000 associates across 180+ locations have a passion for delivering innovative solutions for the business challenges of today and tomorrow. Together, we serve thousands of customers nationwide in end markets including education, government, healthcare, hospitality, restaurants, building services, food packaging & processing, and grocery.  We strive to be the best employer we can. We value people, we embrace change and we reach higher. Join us and see what the BUZZ is about! To learn more visit us at www.BradyPLUS.com. 

BradyPLUS is an Equal Opportunity Employer. This means that all qualified applicants will receive consideration for employment without regard to race, marital status or civil union status, sex, age, color, religion, national origin, veteran status, mental or physical disability, sexual orientation, gender identity and/or any other characteristic protected by law. We also provide reasonable accommodations to applicants and employees with disabilities.