Manager, Pipeline Creation and Digital Sales Performance

About Justrite Safety Group 

 

At Justrite Safety Group, we're more than just a collection of industrial safety companies; we're a dynamic organization dedicated to protecting people, property, and the planet. Our ever-growing portfolio of companies collaborates to deliver advanced industrial safety solutions that set the standard for excellence. 

As our business continues to grow, we continue to look for top talent to join our team as we lead the charge in revolutionizing industrial safety, ensuring that every worker returns home safe, every workplace remains secure, and our environment thrives for generations to come. With Justrite Safety Group, safety isn't just a priority—it's our passion. 

The Contribution You’ll bring to this Role: 

The Manager, Pipeline Creation and Digital Sales Performance leads digital inside sales, customer service, and growth initiatives for the business. This player-coach leadership role oversees a Digital Inside Sales representative focused on inbound lead conversion, outbound prospecting, pipeline development, and follow-up on higher-value opportunities, as well as Customer Service team members responsible for customer inquiries, order support, and small quote opportunities. 

The role combines revenue accountability, hands-on selling, process improvement, and direct customer engagement to drive measurable revenue growth, improve follow-up effectiveness, and build repeatable programs that increase customer retention and lifetime value. Approximately 10% of the role will be spent directly working inbound leads, quote follow-up, customer conversations, and select sales opportunities so the manager stays close to the customer, understands product questions, and can identify quote-to-order friction. 

This role also partners with business-unit sales leaders, sales operations, marketing, e-commerce, and analytics teams to improve how digital leads and quote opportunities are routed, worked, tracked, followed up on, and converted. The role will also support distribution-focused inside sales teams adopt stronger digital selling practices, including digital quoting, Salesforce discipline, structured follow-up, automation-supported workflows, and intent-informed outreach. 

The ideal candidate is resilient, resourceful, and comfortable operating in a fast-paced B2B environment where processes continue to evolve. They will leverage Salesforce, HubSpot or similar email marketing platforms, ZoomInfo or similar sales intelligence tools, Excel, and AI-enabled tools to improve team efficiency, and grow customer relationships. 

This is a remote role. 

About the Team: 

The E-commerce team is focused on driving digital growth and creating better buying experiences across Justrite Safety Group online channels. The team works across sales, marketing, customer service, product, analytics, and technology to help customers find the right safety solutions and move from interest to purchase. 

This role will help bridge e-commerce and traditional inside sales by turning digital lead-to-order learnings into practical workflows that help inside sales teams work digital leads more effectively. The role will improve how leads are routed, quoted, followed up on, tracked, and converted while protecting a strong digital customer experience.  

What You’ll Do at Justrite: 

• Own the inside sales revenue target for assigned digital lead and quote activity, and be accountable for improving lead response, quote conversion, pipeline contribution, customer follow-up, and repeat customer growth through stronger workflows, rep adoption, and digital selling discipline. 

• Manage, coach, and develop one digital inside sales representative and three customer service agents who support customer inquiries, order-related needs, and small quote opportunities. 

• Spend approximately 10% of time directly working inbound leads, quote follow-up, customer conversations, and select sales opportunities to stay close to the customer, product questions, and process friction. 

• Cultivate and maintain a strong pipeline across assigned digital lead, quote, prospecting, and customer growth activity to support attainment of revenue targets. 

• Build, improve, and drive adoption of the digital lead-to-order process, including lead routing, needs assessment, digital quoting, Salesforce tracking, follow-up standards, email templates, automation-supported outreach, and conversion reporting. 

• Partner with business-unit and distribution-focused inside sales teams to improve digital lead handling, quote-to-order conversion, Salesforce activity standards, structured follow-up, and intent-informed outreach. 

• Use first-party data, third-party data, Zoom