Inside Sales Consultant (MRO Sales)

About Us:

LineDrive is the leading outsourced sales and marketing organization in North America. We deliver highly profitable growth for the most recognized industrial manufacturers through advanced partnerships with distributors and product users, focused on safety and facility productivity. We provide solutions for over 61,000 companies across the nation and plan to double our size in the next 5 years. We offer a collaborative and dynamic environment with a high-performing team focused on executing a unique and innovative service to the market. Our customers include some of the largest and most forward-thinking manufacturers and we are supported by some of the most respected investors in our industry.

Inside Sales Consultant 

Reports to: Inside Sales Manager

FLSA Status: Exempt

Department: Sales

Level: Entry-Level

Location:  Itasca, IL

Position Overview:  

The Inside Sales Consultant builds and maintains relationships with end users, distributors, and internal sales partners to drive revenue growth across LineDrive’s manufacturer portfolio. This individual is a proactive communicator who thrives on engaging customers over the phone, managing inbound and outbound leads, and collaborating with Solutions Consultants and Channel Managers to convert opportunities. The Inside Sales Consultant plays a key role in driving pipeline activity, supporting national accounts, and executing sales strategies that align with quarterly goals and manufacturer objectives. 

Essential Job Functions: 

Manage Pipeline and Drive Opportunity Growth (35%) 

•  Conduct daily prospecting and follow-up calls and emails to develop new leads, move opportunities to a closed stage and expand end-user engagement within assigned territories. 
• Review and manage Salesforce pipeline to ensure all opportunities, leads, and notes are current, accurate, and properly categorized. 
• Lead Large Opportunity Pipeline Reviews with the Inside Sales Manager to assess top 20 opportunities, update status, and define next actions. 
• Partner with Solutions Consultants (through 1:1 huddles to align on joint opportunities, replication of wins, and pipeline development. 
• Follow up on open leads and opportunities to ensure consistent progression and bundling of manufacturers for maximum value. 

Strengthen Distributor and Manufacturer Relationships (30%)  

• Conduct Distributor Specialist Engagements to discuss pipeline movement, manufacturer focus, and customer targeting opportunities. 
• Participate in Aligned Distributor Management Meetings to review progress, team engagement, and plan for next-quarter targets. 
• Maintain regular communication with key distributor partners to identify cross-selling and bundling opportunities. 
• Collaborate with Sales Directors to share large or repeatable wins, provide updates on lead conversion, and report progress on engagement initiatives. 

Collaborate and Support Internal Sales Team Initiatives (20%)  

•  Participate in L10 Meetings with the Inside Sales Manager to review dashboards, pipeline health, and behavioral activities. 
• Attend team meetings to share best practices, success stories, and align on focus areas tied to manufacturer or distributor goals. 
• Coordinate with Solutions Consultants to align end-user outreach strategies and support field sales goals. 
• Partner with Marketing and Sales Enablement to support lead follow-up and campaign conversions. 

Execute Administrative and Sales Operations Tasks (15%)  

•  Maintain accurate calendar management to balance outbound prospecting, follow-up tasks, and collaborative calls. 
• Track and submit expense reports ensuring accuracy and adherence to budget. 
• Stay up to date on product training and manufacturer updates to effectively position LineDrive’s solutions. 
• Support data cleanup and lead routing to ensure CRM integrity and process efficiency. 

What You Bring to the Table  

• High school diploma (or equivalent) 
• Strong communication and persuasion skills with the ability to build rapport over the phone 
• Proficient in Salesforce CRM for lead tracking, opportunity management, and reporting 
• Proven ability to manage multiple accounts, leads, and activities simultaneously 
• Analytical mindset with the ability to interpret sales data and identify actionable insights 
• Familiarity with industrial sales, distribution channels, or MRO environments (preferred) 
• Excellent time management and organizational skills with a strong sense of urgency 
• Ability to work cross-functionally with external partners and internal sales teams 
• Resilient, goal-oriented, and driven to exceed expectations 
• Proficient use of Microsoft Office 365, CRM tools (Salesforce preferred) and experience leveraging analytics platforms such as Power BI? 

Performance Expectations 

• Pipeline Creation: Create $100,000 in Pipeline weekly. 
• Pipeline Closure: Close $25,000 in New Business weekly. 
• Number of Dials: Maintain 30+ outbound calls per day and consistent follow-up on open leads within 48 hours of receipt. 
• Collaboration & Communication: Maintain consistent communication with Inside Sales, Sales Leadership, National End User team, Channel team, and Safety Specialists to align on regional and national efforts.  
• Operational Efficiency & Monthly Cadence Reviews: Maintain 100% CRM accuracy weekly, with timely updates to opportunities, notes, and activity logs. 
• Create an average of 15 - 20 Qualified Opportunities weekly. 
• Collaborate with team to ensure 6 out of 8 manufacturer goals are hit quarterly.