Summary:
The Senior Sales Manager leads the sales function for the organization, managing a large team of inside and outside sales professionals. This position is responsible for executing the company's sales strategy, driving profitable revenue growth, expanding market share, strengthening customer relationships, and ensuring the sales team consistently meets established goals.
Operating in a fast-paced traffic control and field-services environment, the Senior Sales Manager works closely with operations, estimating, dispatch, branch leadership, and other internal partners to align sales commitments with operational capacity and service delivery. This is a hands-on leadership role responsible for developing the sales team, managing performance, improving sales processes, and identifying new business opportunities.
Duties & Responsibilities:
- Lead, coach, and manage a team of inside and outside sales professionals.
- Establish individual and team sales goals aligned with the company's revenue, margins, customer-retention, and growth objectives.
- Translate the company's sales strategy into actionable territory, account, and business-development plans.
- Monitor sales activity, pipelines, forecasts, proposal activity, customer retention, and revenue performance against established goals.
- Hold regular individual and team sales meetings to review performance, priorities, opportunities, and obstacles.
- Coach sales employees on prospecting, account development, customer relationships, pricing discussions, negotiations, and closing strategies.
- Develop and implement plans to expand customer base, enter new markets, grow existing accounts, and increase the company's footprint in the traffic control space.
- Build and maintain relationships with key customers, contractors, municipalities, public agencies, utilities, and other business partners.
- Support the sales team in pursuing strategic accounts, resolving complex customer concerns, and negotiating significant opportunities.
- Participate in team ride-along and customer meetings.
- Partner with estimating and operations to ensure proposals, pricing, staffing requirements, service expectations, and project timelines are accurate and achievable.
- Coordinate with branch and field leadership to align customer commitments with labor, equipment, scheduling, and operational capacity.
- Promote disciplined pricing and sales practices that support both revenue growth and profitability.
- Monitor industry trends, construction activity, competitors, customers, and market conditions to identify emerging risks and opportunities.
- Attend trade shows, events and conferences when necessary and beneficial to the business and Brand.
- Other projects and initiatives that drive organizational goals and results.
Supervisor Responsibilities:
- Outside Sales Representatives / Inside Sales and Support Staff
Education, Certifications & Qualifications:
- Bachelor's degree in business, sales, marketing, or a related field preferred; equivalent relevant experience may be considered.
- 5+years of progressive sales experience, including demonstrated success in revenue growth, account development, and customer retention.
- 3+ years of direct supervisory or sales leadership experience required.
- Experience using a CRM system and sales reporting tools; Salesforce experience is preferred.
- Above average knowledge of Microsoft Office.
Knowledge, Skills & Abilities:
- Strong knowledge of sales processes, pipeline management, forecasting, and performance measurement.
- Demonstrated ability to coach employees, address performance concerns, and build an accountable, results-oriented team.
- Must have strong problem-solving skills and a desire to create solutions.
- Maintain a high degree of accuracy and attention to detail.
- Must have the ability to work in sensitive and confidential situations.
- Prior experience working under tight deadlines with changing priorities.
- Ability to anticipate work needs and follow through with minimum direction.
- Excellent organization and time management skills.
- Ability to respond to common inquiries or complaints from internal or external customers.
- Excellent oral and written communication skills.
- Ability to work independently, be self-motivated with a high sense of urgency.
- Ability to establish and maintain rapport and effective communication with diverse levels within the company and external organizations.
- Ability to define problems, collect data, establish facts, and draw valid conclusions with ability to deal with abstract and concrete variables.
Physical Demands & Work Environment:
- The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- While performing the duties of this job, the employee is frequently required to sit for long periods of time at a computer and use hands to finger, handle, or feel, walk, reach with hands and arms; stoop, kneel, talk, and hear. The employee is moderately required to stand and may occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, and ability to adjust focus.
- While primarily office-based, this position requires some travel to customer and job-site locations. Employees are required to wear all appropriate PPE based on site conditions, including but not limited to safety glasses, hard hats, hearing protection, safety vests, and steel-toed or composite-toe footwear. Exposure to outdoor weather conditions may occur.