Manager Inside Sales

Job Title: Manager Inside Sales

Position Title: Manager Inside Sales

Reports To: Head Distribution Development, Inside Sales & Commercial Excellence ISEA

Role Type: Team Management

Location: Pune

Position Summary

The Head – Inside Sales will lead SKF Industrial India's Inside Sales function to drive profitable revenue growth, customer acquisition, market penetration, and digital selling excellence. The role is responsible for building a high-performing inside sales organization that maximizes customer lifetime value through proactive customer engagement, CRM excellence, and data-driven sales management.

Key Responsibilities

• Business Growth

• Deliver annual revenue, margin, and growth targets through the Inside Sales organization.

• Drive customer acquisition, retention, upselling, cross-selling, and dormant customer activation.

• Expand market penetration across industrial segments and improve customer coverage.

• Sales Leadership

• Build, lead, coach, and develop a high-performing Inside Sales team.

• Drive a performance culture through clear KPIs, coaching, and capability development.

• Develop succession plans and strengthen sales leadership capabilities.

• Sales Excellence

• Establish scalable inside sales processes, CRM discipline, pipeline management, and forecasting.

• Improve lead qualification, conversion rates, opportunity management, and sales productivity.

• Standardize customer engagement, account planning, and sales cadence.

• Customer & Commercial Excellence

• Strengthen customer relationships through proactive engagement and structured account management.

• Enhance customer experience by ensuring timely follow-up, quotation management, and issue resolution.

• Leverage CRM, analytics, automation, and digital selling tools to improve sales effectiveness.

• Business Analytics & Collaboration

• Provide accurate sales forecasts, dashboards, and business insights to support decision-making.

• Monitor pipeline health, sales performance, and customer trends to identify growth opportunities.

• Collaborate closely with Field Sales, Distribution Sales, Marketing, Customer Service, Product Management, and Supply Chain to drive business growth.

• Key Performance Indicators

• Revenue & Margin Achievement

• New Customer Acquisition & Customer Retention

• Pipeline Coverage & Forecast Accuracy

• Lead-to-Order & Opportunity Win Rate

• Customer Engagement & Satisfaction

• Team Productivity & Capability Development

• Education & Experience

• Bachelor's degree in Engineering; MBA preferred.

• 8–18 years of experience in Industrial B2B Sales, Inside Sales, Business Development, or Commercial Excellence.

• Minimum 5 years of people leadership experience.

• Proven track record of delivering revenue growth and leading high-performing sales teams.

• Experience with CRM platforms (Salesforce, Dynamics 365, SAP CRM, etc.) and digital selling practices preferred.

• Key Competencies

• Strategic Sales Leadership

• Business & Commercial Acumen

• Customer Relationship Management

• CRM & Sales Analytics

• Pipeline & Forecast Management

• Digital Selling & Sales Transformation

• Data-Driven Decision Making

• Coaching, Collaboration & Change Leadership