Inside Sales Team Lead - Federal at ADS in Virginia Beach, VA

ADS, Inc. began more than 20 years ago by outfitting Navy SEALS with quality dive equipment, and today we're proud to manage 3,000 supplier partnerships and over 50,000 products.

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Job Title: Inside Sales Team Lead - Federal

Location: ADS Headquarters (Virginia Beach, VA) - Remote Locations NOT Considered

RESPONSIBILITIES

The Inside Sales Manager (Team Lead) is responsible for leading and developing a high performing inside sales team through effective planning, coaching, and operational oversight. This role includes interviewing and hiring prospective Inside Sales Representatives, conducting monthly one-on-one performance reviews, and establishing clear expectations while tracking and documenting individual and team performance. The manager is responsible for territory planning to ensure full market coverage, identifying whitespace opportunities, and managing sales pipelines by supporting reps in understanding and advancing opportunities. They also lead consistent team meetings, oversee workload distribution, and adjust responsibilities as needed to optimize efficiency and results.

A key focus of the role is coaching and development, including providing daily on-the-job training, executing structured training plans, and delivering constructive feedback to help team members improve both strengths and weaknesses. The manager ensures that all coaching efforts align with broader organizational training initiatives while continuously identifying opportunities for growth during daily sales activities. In addition, the role requires active involvement in deal strategy for major opportunities, maintaining awareness of market dynamics such as products, vendors, competitors, and customer needs, and analyzing win/loss data to drive better outcomes across the team. The manager is also accountable for maintaining high standards of customer service and developing a strong understanding of contract vehicles.

From an operational standpoint, the Inside Sales Manager ensures efficient day-to-day execution by prioritizing activities, overseeing accurate Salesforce data entry, and guiding team members on best practices. They review and approve quotes, assist with pricing strategies, and maintain organized, timely communication across email and internal channels. The role also involves analyzing reports using tools like AWS and Salesforce to evaluate sales activity, historical performance, and pipeline opportunities within the assigned Sales vertical, ensuring data-driven decision-making and continuous improvement.

C****oaching and Development

• Provide daily OTJ training to team members and ensure training plans are executed
• Provide clear expectations for performance, measure, review and document activity and performance. Provide constructive feedback.
• Execute development plans and training for team members, developing for both strengths & weaknesses
• Coach team members -- identify & maximize training and development opportunities during daily work activities
• Ensure coaching and training is in line w/overall training initiatives (CFS, PI, etc)

Sales Management/Territory Accountability

• Actively engage in deal strategy for all major deals
• Maintain and develop situational awareness relative to market: proactively understand products, vendors, competitors' customers, contracts, etc.
• Track and understand win/loss history - be able to apply & share knowledge
• Responsible for high standards of customer service - follow up on any customer issues, complaints, etc.
• Maintain in-depth knowledge about contract vehicles
• Manage after-sale processes to ensure clients can track and close out orders
• Ensure all export compliance rules are being properly followed
• Work with other departments to overcome internal bottlenecks

Administrative Tasks

• Assist with daily prioritization and follow up
• Enter sales activity notes and provide guidance via Salesforce to team members
• Review and approve quotes, assist with pricing strategy if needed
• Read, sort and respond to email- maintain organized and timely communication
• Review reports- use Excel and Salesforce pull data and analyze activity, history, or opportunities related to the International

MINIMUM REQUIREMENTS

Candidates currently holding the title of “Senior Inside Account Manager” are highly preferred and will receive priority consideration for promotion into this management role. Applicants should have at least 3 years of experience with ADS, including a minimum of two years in Inside Sales or Markets. A strong understanding of Oracle and Salesforce is required, along with deep knowledge of ADS contract vehicles and proven expertise in deal strategy. A bachelor’s degree is preferred; however, equivalent professional experience in management or leadership role is also preferred.

DESIRED QUALIFICATIONS

The ideal candidate demonstrates the ability to work effectively within a team environment and collaborate across multiple business functions. They should be highly detail-orientated, organized, and capable of managing competing priorities with confidence. The ability to make independent decisions with minimal direction is essential, along with strong critical thinking skills. A team-first mindset is crucial, as collaboration is central to overall success.

Salary Range: $80,000 to $130,000

The salary range represents the base compensation range for this role. The actual compensation will be determined based on a candidate’s education, experience, and skills. In addition to base compensation, full-time employees in this role are eligible for commission, which is uncapped and based on performance.

ADS provides a comprehensive benefits program to eligible employees. This includes eligibility to participate in a company-sponsored 401(k), as well as access to medical, dental, vision, and prescription drug benefits. Additional offerings such as healthcare and dependent day care flexible spending accounts, life insurance, and well-being resources such as the employee assistance program and fitness plans, are also available.

ADS believes that a diverse work environment leads to bigger thinking and more creative solutions to our customers' problems, and we are proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation or gender identification, national origin, or any other legally protected characteristic. We strive to represent our community with a workforce diverse in gender and ethnicity. We actively seek out veterans and the disabled for opportunities at ADS.