Position Overview

The Sales Manager will be responsible for driving revenue growth and leading our sales team. The ideal candidate will be a results-oriented professional who can effectively manage sales operations, mentor team members, and ensure consistent achievement of revenue targets.

Reporting Structure

This position reports to the President or General Manager and works closely with the CSSO, Revenue Operations team, and Marketing, to ensure alignment and optimize the customer acquisition and retention process.

Key Responsibilities

Team Leadership & Development

• Lead, mentor, and motivate the sales team to achieve individual and collective sales targets
• Assist sales personnel in developing comprehensive sales plans aligned with company objectives
• Conduct regular performance reviews and provide ongoing coaching to enhance team capabilities
• Foster a collaborative environment that promotes knowledge sharing and best practices

Sales Performance Management

• Drive sales performance metrics by monitoring individual salesperson productivity and results
• Monitor Top 15 accounts by brand breaking down by Service and Distribution
• Track key performance indicators (KPIs) to ensure team accountability
• Implement strategies to maximize deal conversion rates and pipeline velocity
• Identify and address performance gaps through targeted coaching and development programs

CRM & Sales Operations

• Maintain and oversee the Customer Relationship Management (CRM) system to ensure data accuracy and completeness
• Ensure all sales team members properly input deals, opportunities, into the CRM
• Monitor deal progression through the sales pipeline and provide guidance
• Reports on sales activities, pipeline health, and forecast accuracy in Monthly Sales Meetings
• Focus on increasing Pipeline sufficiency

Strategic Planning & Budgeting

• Collaborate with senior leadership in the annual budgeting process and quarterly planning cycles
• Provide insights and recommendations based on market trends and sales performance
• Develop territory and account strategies to maximize market penetration and customer retention
• Assist in setting realistic yet challenging sales targets for team members
• Establishing budgets breaking down to account manager, and customer detail

Business Development

• Identify new market opportunities and potential customer segments within the industrial market
• Support major deal negotiations and complex sales processes
• Maintain relationships with key strategic accounts and industry partners
• Stay current on industry trends, competitive landscape, and market conditions

• Bachelor’s Degree or equivalent experience
• 7+ years relevant sales experience
• 5+ years sales leadership experience
• Industrial sector sales experience
• Excellent oral and written communication skills including making impactful presentations
• Proven formal leadership & coaching abilities
• Negotiation, contracting and problem-solving skills
• Strategic planning and organizational skills