Position Summary
\n
The Sales Manager leads Martin Structures' sales and marketing functions to drive profitable growth, develop the sales team, strengthen the customer experience, and achieve company revenue objectives and build Martin Structures’ reputation as Mid-Missouri’s premier builder of bardominiums, custom homes, garages, and storage structures. This is a leadership-first player-coach role overseeing the Building Sales Specialists and Marketing Manager while maintaining a reduced individual sales quota and involvement in select key customer and referral relationships.
\n
As a member of the leadership team, the Sales Manager is accountable for the performance of the sales organization, sales process, pipeline and forecast, lead management, Sales and Marketing alignment, talent development, and continuous improvement.
\n
Essential Duties & Responsibilities
\n
Sales Leadership
\n
- \n
- Lead, coach, and develop Building Sales Specialists to achieve individual and team sales goals.
- \n
- Establish sales objectives, performance metrics, accountability standards, and a consistent cadence of one-on-one coaching, sales meetings, pipeline reviews, and performance evaluations.
- \n
- Support complex opportunities, negotiations, and client presentations while reinforcing strong discovery, follow-up, proposal, and closing practices.
- \n
- Own and continuously improve the Martin Structures sales process from lead qualification through contract execution and project handoff.
- \n
- Establish expectations for lead response, follow-up cadence, opportunity ownership, CRM activity, pipeline management, and customer communication.
- \n
- Recruit, onboard, train, develop, and retain sales talent; identify performance gaps early and implement coaching or corrective action as needed.
- \n
\n
Customer Experience & Cross-Functional Alignment
\n
- \n
- Provide sales leadership oversight of the customer relationship following contract execution and ensure sales commitments are accurately communicated and appropriately handed off to Operations.
- \n
- Monitor sales-to-operations handoffs, customer communication, key commitments, and client satisfaction while maintaining clear accountability between Sales and Operations.
- \n
- Partner with Operations, Drafting, Estimating, and Construction to proactively address sales commitments, scope, design, budget, scheduling expectations, and customer service issues.
- \n
- Coach the sales team on customer communication, expectation setting, documentation, and issue resolution; support escalated customer concerns when needed.
- \n
- Capture lessons learned from projects and incorporate them into future sales, marketing, and operational practices.
- \n
\n
Marketing & Lead Management
\n
- \n
- Provide leadership and direction to the Marketing Manager and maintain a clearly defined Marketing-to-Sales lead qualification and handoff process.
- \n
- Collaborate on marketing strategy, branding, campaigns, digital marketing, events, community outreach, referral programs, and lead-generation initiatives.
- \n
- Monitor lead quality, response time, conversion, marketing effectiveness, and ROI to ensure marketing activity supports company growth objectives.
- \n
\n
Revenue Growth, Forecasting & Market Development
\n
- \n
- Drive achievement of company sales and profitability objectives by reinforcing pricing discipline, appropriate discounting, accurate scope development, and quality deal qualification.
- \n
- Own the company sales forecast and maintain reliable visibility into expected revenue, pipeline risk, sales capacity, conversion, closing percentages, and future demand.
- \n
- Develop annual sales plans and identify opportunities to expand market share within existing and new markets.
- \n
- Carry and achieve a reduced personal sales quota that remains secondary to sales leadership responsibilities.
- \n
\n
Referral Partner Development
\n
- \n
- Expand strategic relationships with real estate professionals, lenders, developers, agricultural organizations, community influencers, and other referral partners to increase qualified opportunities.
- \n
- Represent Martin Structures at appropriate networking events, trade shows, community events, and industry associations.
- \n
\n
Sales Operations & Reporting
\n
- \n
- Monitor key performance indicators, analyze sales and marketing data, and provide regular performance and forecast reporting to ownership.
- \n
- Ensure consistent CRM adoption, accurate opportunity documentation, and adherence to defined sales processes.
- \n
- Collaborate with the Turnkey Project Lead while maintaining clear ownership boundaries between turnkey project leadership and the MSI building sales function; ensure Building Sales Specialists effectively scope, sell, and support the MSI build portion of turnkey opportunities.
- \n
\n
Qualifications
\n
Experience
\n
- \n
- Minimum 7 years of progressive sales experience, preferably in residential construction, custom homebuilding, building materials, construction services, or another complex project-based sales environment.
- \n
- Minimum 3 years of demonstrated sales leadership experience with responsibility for coaching, performance management, forecasting, revenue results, and developing high-performing sales teams.
- \n
- Experience with marketing and lead-generation initiatives, referral networks, and strategic partnerships preferred.
- \n
- Knowledge of residential construction, post-frame construction, and custom-building projects preferred.
- \n
\n
Skills
\n
- \n
- Strong leadership, coaching, communication, presentation, relationship-building, negotiation, and closing skills.
- \n
- Strategic thinking, business planning, organizational, analytical, and problem-solving capabilities.
- \n
- Proficiency with CRM systems, Microsoft Office, sales metrics, forecasting, and performance analysis.
- \n
\n
Other Requirements
\n
- \n
- Valid driver's license and ability to travel throughout the service area.
- \n
- Ability to attend evening networking events, community functions, and customer meetings as needed.
- \n
- Must pass background check and drug screening.
- \n
\n
Key Performance Indicators
\n
- \n
- Team sales revenue and profitability attainment
- \n
- Individual sales quota attainment
- \n
- Lead conversion, qualified lead generation, response time, and follow-up compliance
- \n
- Pipeline growth, coverage, and forecasting accuracy
- \n
- CRM adoption, activity documentation, and sales process compliance
- \n
- Referral partner activity and qualified lead volume
- \n
- Sales team development, performance, and retention
- \n
- Marketing campaign performance and ROI
- \n
- Customer experience and reputation, including satisfaction, reviews, project-completion feedback, escalations, and sales-to-operations handoff quality
- \n
\n
First-Year Success Expectations
\n
During the first year, the Sales Manager will be expected to establish credibility with the team; assume ownership of the Martin Structures sales operating rhythm; improve forecast reliability, CRM discipline, and lead management; strengthen Sales and Marketing alignment; develop Building Sales Specialists through consistent coaching and accountability; improve customer handoffs; and position the organization to consistently achieve or exceed annual revenue and profitability objectives.
\n
Core Values
\n
The Sales Manager is expected to model and reinforce Martin Structures' Core Values: Higher Purpose; Integrity; Collaboration & Respect; Quality Craftsmanship; and Ownership & Accountability.
\n
What We Offer
\n
- \n
- Competitive base salary plus performance-based incentive compensation.
- \n
- Reduced individual sales quota to support leadership responsibilities.
- \n
- Healthcare, travel, cell phone, and business expense reimbursement.
- \n
- A values-driven culture committed to exceptional customer experiences and an opportunity to help shape the future of Martin Structures.
- \n