National Sales Manager Basic Purpose of the Position: The National Sales Manager is responsible for driving profitable sales growth across North America through a network of independent manufacturers' representatives and strategic channel partners. This role provides leadership, direction, and support to the representative network while developing and executing sales strategies aligned with the company's growth objectives. The National Sales Manager serves as the primary liaison between the company, independent representatives, distributors, OEMs, and end users. This individual is responsible for establishing sales targets, managing performance, identifying market opportunities, and providing both technical and commercial support to help representatives win business and grow market share. The role requires a strong combination of sales leadership, technical aptitude, business acumen, and relationship management skills. Major Areas of Responsibility: Representative Network Management - Recruit, develop, and manage independent manufacturers' representative agencies across assigned territories.
- Establish annual sales objectives, territory plans, and growth strategies for each representative organization.
- Conduct regular business reviews to evaluate performance, pipeline development, market opportunities, and strategic initiatives.
- Train representatives on products, applications, competitive positioning, and sales processes.
- Ensure representative agencies maintain effective territory coverage and customer engagement.
- Evaluate agency performance and recommend territory adjustments, additions, or changes as needed.
Sales Growth & Market Development - Develop and execute national sales strategies that support revenue, profitability, and market share objectives.
- Establish annual sales forecasts and territory targets.
- Identify growth opportunities within OEMs, distributors, integrators, and key end-user accounts.
- Develop strategic account plans for targeted customers and market segments.
- Analyze market trends, customer requirements, and competitive activities to identify new business opportunities.
- Drive new product introductions and market penetration initiatives through the representative channel.
Technical & Commercial Sales Support - Provide application and technical sales support for complex customer opportunities.
- Assist representatives with product selection, system recommendations, and application development.
- Participate in customer visits, product presentations, technical reviews, and specification discussions.
- Support quotation development, pricing strategies, and contract negotiations.
- Collaborate with engineering, operations, customer service, and product management to develop customer solutions.
- Assist in resolving technical, commercial, and delivery-related issues.
Key Account Management - Build and maintain relationships with strategic OEMs, distributors, and end users.
- Support representatives in identifying and closing high-value opportunities.
- Lead sales efforts for major projects and national accounts.
- Ensure effective communication and coordination between customers, representatives, and internal teams.
- Drive customer retention and account expansion initiatives.
Forecasting & Business Planning - Maintain accurate sales forecasts, opportunity tracking, and pipeline visibility.
- Monitor sales performance against budget and growth objectives.
- Utilize CRM tools to drive accountability and reporting consistency.
- Prepare monthly, quarterly, and annual sales reports for executive leadership.
- Recommend actions to improve sales effectiveness and market performance.
Knowledge, Skills, & Experience: Education - Bachelor's degree in Engineering or related field preferred.
Knowledge, Skills & Abilities - Proven ability to lead and influence independent sales organizations without direct reporting authority.
- Strong understanding of consultative and value-based selling methodologies.
- Technical understanding of industrial equipment, engineered systems, or manufacturing processes.
- Excellent presentation, negotiation, and relationship-building skills.
- Strong commercial acumen, including pricing, margin management, and contract review.
- Ability to analyze sales data, market trends, and performance metrics.
- Proficiency with CRM systems and Microsoft Office applications.
- Self-motivated with the ability to work independently and drive results.
Experience - Minimum of 7 years of sales experience in industrial manufacturing, engineered products, or a related technical industry.
- Minimum of 3 years leading independent manufacturers' representatives or distribution partners.
- Demonstrated success achieving revenue growth and profitability objectives.
- Experience working with OEMs, distributors, systems integrators, and end users.
- Strong technical aptitude and ability to understand customer applications and manufacturing processes.
Work Environment & Travel Requirements: - In-person office environment adjacent to factory
- Travel approximately 25% throughout North America to support representatives, distributors, OEMs, and key customers.
Evapco’s Summary of Pay & Benefits: - Medical, Vision, & Dental Insurance
- Employee Stock Ownership Program – we are an employee-owned company
- Profit Sharing Bonus – which is paid twice per year
- (k)larity Plan - Voluntary Employee Retirement Savings Plan
- Paid Holidays
- Paid Vacation
- Paid Maternity and Paternity Leave
- Bereavement Pay
- Company Paid Basic Life Insurance equivalent to base salary, with option for Supplemental Life election
- Paid Sick Leave
- Long Term Disability
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