Head of Inside Sales & Revenue Operations

Position Summary:

The Head of Inside Sales & Revenue Operations is responsible for leading the company's sales organization through strategic leadership, revenue operations, digital sales enablement, customer experience, and continuous process improvement. This position oversees sales strategy and works in partnership to optimize CRM and sales technology, business analytics, forecasting, team development, and cross-functional collaboration to drive profitable revenue growth and operational excellence.

As a member of the leadership team, this role partners closely with Senior Leadership, Marketing, Operations, Finance, and Customer Service to align sales initiatives with organizational objectives while improving customer acquisition, retention, profitability, and long-term business performance.

Essential Functions:

Sales Leadership & Revenue Strategy

• Develop and execute sales and revenue strategies that achieve company growth, profitability, and market expansion objectives.
• Establish annual sales plans, budgets, forecasts, and measurable performance objectives.
• Monitor sales performance, pipeline health, revenue trends, conversion rates, and profitability using data-driven analytics.
• Identify new market opportunities through competitive analysis, customer insights, and market research.
• Develop pricing and sales strategies that maximize profitability while maintaining customer satisfaction.
• Lead strategic business planning initiatives in partnership with Senior Leadership.

Sales Team Leadership & Development

• Recruit, develop, coach, and retain a high-performing sales organization.
• Establish performance expectations, accountability standards, and measurable development plans.
• Conduct regular coaching, performance reviews, call evaluations, and sales training.
• Design onboarding programs and incentive plans that improve engagement and performance.
• Foster a culture of collaboration, accountability, innovation, and continuous improvement.
• Lead organizational change initiatives related to people, technology, and sales processes.

Revenue Operations, CRM & Process Optimization

• Manage the sales-facing components of HubSpot, Acumatica, Microsoft 365, and related technologies, driving process improvements, system enhancements, and best practices that increase sales productivity.
• Ensure CRM data accuracy, reporting integrity, and standardized sales processes.
• Design and optimize workflows from lead generation through order fulfillment.
• Develop SOPs that improve consistency, scalability, and operational efficiency.
• Implement automation and AI-enabled sales tools that improve productivity.
• Evaluate and deploy new technologies that enhance sales effectiveness and customer experience.

Sales Analytics & Business Intelligence

• Develop executive dashboards that provide visibility into sales performance, pipeline health, forecasting, and customer activity.
• Analyze conversion rates, quote-to-order performance, customer acquisition, and sales productivity.
• Conduct root-cause analysis of lost opportunities and recommend corrective actions.
• Utilize business intelligence to support strategic planning and operational decision-making.
• Measure key sales KPIs and continuously improve reporting capabilities.

Customer Experience & Business Development

• Build long-term relationships with dealers, installers, customers, and strategic partners.
• Support complex sales opportunities, negotiations, and presentations.
• Develop customer retention and account growth strategies.
• Improve the overall customer experience.
• Resolve escalated customer issues while protecting company profitability and long-term relationships.
• Analyze customer feedback and Voice of Customer data to improve service delivery.

Marketing, Digital Sales & Technology

• Partner with Marketing to align lead generation, demand generation, and lead nurturing strategies.
• Ensure effective use of marketing content throughout the sales process.
• Lead digital sales initiatives utilizing CRM, marketing automation, AI, social selling, live chat, SMS, and omnichannel customer engagement.
• Promote adoption of Microsoft Copilot and emerging sales technologies that improve productivity.
• Support e-commerce initiatives and digital customer engagement strategies.

Cross-Functional Leadership

• Collaborate with Operations, Finance, Marketing, Customer Service, and Senior Leadership to improve organizational performance.
• Ensure alignment between sales commitments, operational capabilities, and inventory availability.
• Provide strategic recommendations that improve profitability, efficiency, and customer satisfaction.
• Champion continuous improvement initiatives across the organization.

Financial & Administrative Leadership

• Develop and manage the annual sales budget.
• Monitor departmental expenses and resource allocation.
• Evaluate pricing strategies, gross margins, and profitability.
• Oversee commission administration, forecasting, and performance reporting.
• Ensure compliance with company policies, procedures, and business standards.

Required Education and Experience:

• Bachelor's degree in Business Administration, Sales, Management, Marketing, or related field (or equivalent experience).
• Seven to ten years of progressive sales leadership experience with demonstrated success leading high-performing B2B sales organizations.
• Experience developing sales strategy, revenue forecasting, budgeting, and business planning.
• Extensive experience with CRM strategy, administration, optimization, and user adoption.
• Strong background in sales analytics, KPI development, forecasting, and business intelligence.
• Experience implementing sales automation, AI-enabled productivity tools, and workflow optimization.
• Demonstrated success coaching, developing, and leading sales professionals.
• Strong commercial, financial, analytical, and strategic decision-making skills.
• Proficiency with Microsoft 365, HubSpot, Acumatica, Power BI (or similar reporting tools), Microsoft Copilot, and sales technology platforms.

Supervisory Responsibilities:

This position provides leadership and oversight for the Sales department and related support functions. Responsibilities include hiring, training, coaching, performance management, employee development, goal setting, and establishing departmental standards.

Work Environment:

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, copy machines, filing cabinets and fax machines.

Position Type and Expected Hours of Work:

This is a full-time position. Work will be performed Monday through Thursday, 7:00am to 5:00pm, 40 hours per week onsite.

Other Duties:

Barr Inc. is a diversified family-owned business that includes B2B Commercial Refrigeration, Commercial Racking, Storage, and Luxury Apartments. While this role will focus on the Commercial Refrigeration division, this role may involve projects from the other business divisions with duties as assigned.

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time or without notice.