[Hiring] Director, Inside Sales @KeHE Distributors

Role Description

The Director of Inside Sales leads the strategy, performance, and continued evolution of the Inside Sales organization to drive profitable revenue growth, strengthen customer engagement, and expand business with existing and new customers. This leader translates company and sales priorities into clear team goals, measurable performance expectations, and scalable sales processes while developing a high-performing team. The Director partners across Sales, Marketing, Category Management, Procurement, Finance, Operations, Supply Chain, Customer Care, and IT teams to improve the customer experience, identify growth opportunities, and deliver coordinated execution.

Primary Responsibilities

• Develop and execute the Inside Sales strategy in alignment with company, channel, and customer priorities, with accountability for revenue growth, profitability, retention, and customer expansion.
• Translate business goals into clear sales targets, KPIs, milestones, and operating expectations; regularly review results and address performance gaps quickly and directly.
• Lead, coach, and develop Inside Sales leaders and team members through regular feedback, performance management, skill development, succession planning, and career development.
• Drive profitable growth across the customer base through category and item solutions, new item and promotional programming, cross-selling, reactivation, and other vertical growth opportunities.
• Identify and support new business opportunities, including prospecting, account conversion, and expansion of Inside Sales capabilities into new customer segments or programs.
• Establish a disciplined operating cadence for pipeline, forecasting, account performance, business reviews, and CRM/data quality to create visibility and accountability.
• Use customer segmentation, sales trends, profitability, conversion, retention, fill rate, and other relevant data to prioritize opportunities and guide business decisions.
• Partner with suppliers and internal teams to build targeted programs, promotions, and selling opportunities that create value for customers and drive profitable growth.
• Collaborate across functions to resolve issues, align stakeholders, remove barriers, and ensure Inside Sales decisions support broader organizational and customer outcomes.
• Continuously improve and standardize sales processes, tools, playbooks, workflows, and reporting to increase productivity, consistency, quality, and scalability.
• Champion adoption of CRM, digital tools, automation, and other technology that improves sales productivity, customer insight, and team effectiveness.
• Manage department budgets and support financial planning, including sales goals, staffing needs, productivity expectations, and investments required to deliver results.
• Support strategic customer conversations and complex sales opportunities by coaching team members, joining key calls as needed, and serving as an escalation point.
• Monitor customer, market, and competitor trends and make timely recommendations that protect existing business and create new growth opportunities.
• Communicate priorities and change clearly, make thoughtful trade-offs, and keep the team focused on the work that creates the greatest customer and business impact.
• Other duties and projects as assigned.

Qualifications

• Strong sales leadership and coaching skills with the ability to build an accountable, engaged, and high-performing team.
• Demonstrated ability to develop and execute sales strategies that drive revenue growth, profitability, retention, and account expansion.
• Strong financial acumen, including the ability to interpret sales performance, profitability, budgets, and the business impact of decisions.
• Data-driven decision making with experience using KPIs, dashboards, forecasting, customer segmentation, and performance reporting to guide priorities and action.
• Strong understanding of sales operations, pipeline management, CRM discipline, and repeatable sales processes.
• Ability to think beyond the function, consider upstream and downstream impacts, and make decisions that support broader company objectives.
• Excellent communication, presentation, and stakeholder-management skills with the ability to align teams, address difficult issues directly, and build strong cross-functional partnerships.
• Strong judgment, prioritization, and problem-solving skills; able to balance speed and quality while managing competing priorities and ambiguity.
• Demonstrated ability to lead through change, improve processes, and drive adoption of new tools, technology, and ways of working.
• Proficiency with Microsoft Office and experience with CRM, sales reporting, and data-management tools.

Requirements

• Bachelor’s degree in Business, Sales, Marketing, or a related field preferred; equivalent relevant experience may be considered.
• Minimum of eight (8) years of progressive experience in inside sales, sales leadership, account management, business development, or a related commercial function.
• Minimum of five (5) years of people leadership experience, including coaching, performance management, talent development, and accountability for team results.
• Demonstrated experience owning or leading revenue targets, forecasting, sales KPIs, and performance reporting.
• Experience in grocery, food distribution, CPG, retail, or another high-volume B2B sales environment strongly preferred.

Benefits

• Health/Rx
• Dental
• Vision
• Flexible and health spending accounts (FSA/HSA)
• Supplemental life insurance
• 401(k)
• Paid time off
• Paid sick time
• Short term & long term disability coverage (STD/LTD)
• Employee stock ownership (ESOP)
• Holiday pay for company designated holidays