Vice President – Inside Sales

Company Overview

Not specified.

Job Summary

The Vice President – Inside Sales will be responsible for developing and executing the strategy for a high-volume, technology-enabled B2B sales function. The role focuses on building a scalable sales engine to acquire, convert, and retain thousands of emerging and mid-sized accounts across the food, nutraceutical, and consumer-health sectors. The incumbent will manage the entire commercial journey, from inbound response and outbound prospecting to negotiations, repeat business, and cross-selling, ensuring alignment with organizational revenue and growth objectives.

Responsibilities

• Revenue & Channel Leadership: Own total revenue, gross margin, and account acquisition targets for the inside sales channel. Develop and implement annual and quarterly sales plans across customer tiers, regions, and product categories. Establish key metrics such as active customer count, average order value (AOV), conversion rates, and repeat order cadence.
• Team Building & Performance Culture: Recruit, train, and manage Inside Sales Managers, Sales Executives, and Coordinators. Define territories, segment allocation, quotas, and account distribution rules. Drive call reviews, pipeline audits, and commercial coaching. Build structured onboarding and ongoing training programs.
• Commercial Process & Funnel Optimization: Design and refine the complete inside sales pipeline, including stages such as lead qualification, needs discovery, sampling, quoting, negotiation, order placement, and cross-selling. Establish SLAs for each stage to minimize lead drop-off and implement targeted fixes for bottlenecks.
• Outbound Acquisition & Inbound Conversion: Launch outbound prospecting initiatives targeting regional manufacturers, emerging brands, and contract facilities. Collaborate with marketing to qualify and convert digital leads, trade show contacts, and inbound inquiries. Develop lead nurturing workflows for long-term prospects.
• Pricing Discipline & Deal Economics: Set segment-specific pricing structures, volume brackets, credit policies, and minimum order quantities (MOQs). Promote value-based selling to protect gross margins and analyze transaction economics to maximize customer lifetime value.
• CRM Architecture & Operations: Manage CRM setup, adoption, and daily enforcement. Maintain real-time pipeline visibility, response times, sample conversions, quote success rates, and sales activity. Ensure CRM functions as an active execution hub.
• Analytics & Key Metrics: Track and optimize KPIs such as response time, call volumes, lead-to-opportunity conversion, sample-to-order conversion, quote-to-win rate, revenue per representative, average order value, gross margin, cross-sell velocity, and repeat order rates.
• Strategic Account Migration: Define parameters for transitioning fast-growing accounts from inside sales to Key Account Managers. Route smaller inquiries away from enterprise teams to maintain focus on larger accounts.
• Cross-Functional Alignment: Collaborate with R&D/Applications, Quality/Regulatory, Supply Chain, and Finance teams for technical guidance, documentation, fulfillment speed, and credit approvals.

Qualifications

• 10–15+ years of experience in sales, with 4–6+ years in direct sales leadership managing inside sales, telesales, or high-velocity B2B teams.
• Proven track record of building a repeatable, metrics-driven sales engine from the ground up.
• Deep expertise in CRM administration, funnel analytics, and structured pipeline management.
• Mastery in prospecting, qualification, objection handling, value negotiation, and account retention.
• Experience in food ingredients, nutraceuticals, specialty chemicals, pharmaceuticals, or B2B distribution is preferred; strong inside sales leadership from other complex B2B sectors will also be considered.
• Bachelor’s degree required; MBA from a top-tier institution is a plus.

Preferred Skills

• Strong analytical skills with the ability to interpret sales data and optimize processes.
• Excellent leadership and team management capabilities.
• Proficiency in sales automation tools and digital marketing collaboration.
• Ability to operate in a fast-paced, target-driven environment.
• Strategic thinking with a focus on scalable growth and process improvement.

Experience

• 10 to 15+ years of relevant sales experience.
• 4 to 6+ years in direct sales leadership roles managing inside sales or high-velocity B2B teams.
• Demonstrated success in building and managing sales pipelines, CRM systems, and metrics-driven sales processes.

Environment

• The role is full-time and on-site located in Lucknow.
• The work environment involves managing a high-volume sales team, collaborating cross-functionally, and utilizing CRM and analytics tools.
• The setting is dynamic, fast-paced, and focused on achieving aggressive growth targets.

Salary

Not specified.

Growth Opportunities

Not specified.

Benefits

Not specified.