The Sales Manager leads overall sales and marketing strategy to drive sustainable revenue growth, increase market share, and strengthen customer relationships. This position manages the Sales & Marketing Department, including two Account Managers and one Inside Sales Representative, while collaborating closely with Operations, Engineering, Manufacturing, and Customer Service to ensure an exceptional customer experience.
The Sales Manager develops sales strategies, coaches the sales team, sets performance metrics, expands into new markets, maintains key customer relationships, and ensures alignment with the company's strategic growth objectives.
Essential Responsibilities
Leadership
- Lead, mentor, and develop a high-performing sales team consisting of:
- Conduct weekly one-on-one coaching sessions.
- Establish individual performance goals and development plans.
- Conduct annual performance evaluations.
- Foster accountability, teamwork, and a customer-first culture.
- Build a collaborative partnership between Sales, Operations, Engineering, and Production.
Sales Strategy
- Develop and execute annual sales plans that support company revenue goals.
- Establish territory and account strategies.
- Identify opportunities for growth in existing markets and new industries.
- Create sales forecasts and pipeline reports.
- Analyze market trends, competitor activities, and customer needs.
- Develop pricing strategies that maximize profitability while remaining competitive.
Account Management
- Maintain executive relationships with key strategic customers.
- Assist Account Managers with complex negotiations.
- Participate in customer visits as needed.
- Resolve escalated customer issues.
- Increase customer retention and repeat business.
Business Development
- Identify and pursue new business opportunities.
- Develop strategic partnerships.
- Expand product offerings within existing customer accounts.
- Develop annual plans for new customer acquisition.
- Attend industry trade shows and networking events.
- Identify opportunities within food processing, pharmaceutical, medical device, packaging, and industrial manufacturing markets.
Sales Operations
- Monitor CRM accuracy and sales activities.
- Review sales pipeline weekly.
- Establish KPIs for each salesperson.
- Analyze win/loss data.
- Improve quote conversion rates.
- Ensure timely follow-up on customer inquiries and quotations.
Marketing Leadership
Oversee all marketing initiatives, including:
- Company branding
- Website content
- Digital marketing
- Email campaigns
- Social media strategy
- Trade show participation
You should be proficient in:
- Equipment/Parts Counter Sales
- Measuring and Quoting
- Territory Sales
- Business-to-Business (B2B)