Sr Sales Manager

As the Senior Sales Manager, B2B, you are responsible for leading a high-performing sales team to grow and retain a defined book of business. This role focuses on building strategic client relationships, delivering exceptional customer value, and driving revenue growth through both expansion of existing accounts and acquisition of new opportunities within assigned markets.

The ideal candidate is a results-driven leader who excels at coaching, pipeline strategy, consultative selling, and fostering long-term partnerships with clients.

Job Functions

Employees must be able to perform the job functions of this position satisfactorily. The requirements listed below are representative of the duties, knowledge, skills, and/or abilities required. If requested, reasonable accommodations may be made to enable employees with disabilities to perform the essential job functions.

Leadership & Team Development

• Lead, mentor, and develop a team of B2B Account Managers/Sales Representatives to achieve revenue, retention, and growth targets.
• Provide ongoing mentorship in strategic selling, pipeline management, and customer relationship development.
• Foster a culture of accountability, collaboration, and customer-centric selling.
• Utilize data-driven insights to guide team performance, forecasting, and territory planning.

Business Growth & Revenue Generation

• Oversee the team's management of an existing customer book of business with a focus on retention, expansion, and overall account health.
• Develop strategies for cross-sell and upsell opportunities that deepen customer engagement and increase lifetime value.
• Partner with the team to create customized account growth plans aligned with customer needs and organizational priorities.
• Support the team in negotiating pricing, contract renewals, and long-term agreements.
• Monitor pipeline health and ensure opportunities are progressing through the sales cycle.

Sales Strategy & Performance Management

• Build and execute strategic sales plans aligned with corporate financial objectives.
• Analyze performance metrics, forecasting, and territory data to identify opportunities and optimize team productivity.
• Maintain deep understanding of industry trends, competitive landscape, and market conditions to inform sales strategies.
• Collaborate cross-functionally with Marketing, Product, and Operations to support customer needs and enhance the sales process.

Reporting & Forecasting

• Deliver accurate forecasts, business reviews, and performance insights to senior leadership.
• Track key metrics including retention, revenue growth, client satisfaction, and team productivity.

Skills

• Oversees multiple teams or a larger functional area.
• Develops and executes strategies to meet business objectives.
• Builds strong cross-functional relationships.
• Drives team performance and professional development.
• Demonstrated experience managing and growing a book of business, including retention, expansion, and relationship-based selling.
• Strong history of new business development and face-to-face B2B selling.
• Expertise in strategic selling across the full sales cycle with the ability to coach others in prospecting, negotiation, and closing.
• Strong analytical skills with experience in forecasting, territory planning, and data-driven decision-making.
• Effectively leads distributed or remote teams with strong communication, motivation, and accountability practices.
• Excellent written and verbal communication skills with the ability to deliver clear, actionable coaching.
• Highly self-motivated, proactive, and goal-oriented; able to manage multiple priorities in a fast-moving environment.

Leadership Responsibilities

• Lead and manage a team of employees.
• Provide guidance, support, and mentorship to team members.
• Foster a collaborative and positive work environment.
• Set performance expectations and goals for team members.
• Conduct regular performance evaluations and provide constructive feedback.
• Identify and address performance issues through coaching and disciplinary actions when necessary.
• Participate and recruitment and onboarding of new team members, as needed.
• Identify training needs within the team and coordinate relevant development programs, encourage continuous learning and skill development among team members.
• Serve as liaison between upper management and team, conveying organizational goals and expectations.
• Address conflicts or issues within the team promptly and effectively.
• Manage team resources, including workload distribution and project assignments.
• Ensure optimal utilization of team member's skills and expertise.
• Collaborate with upper management to establish team goals aligned with organizational objectives.
• Contribute to the development and implementation of department strategies.

Physical Requirements

• Ability to sit for long periods of time.
• Ability to lift up to 30 lbs.
• Ability to travel 20+ days per year.

Education & Experience Requirements

• Bachelor's degree in Business Administration, Marketing, Sales Management or Professional Sales or a relevant field or equivalent experience.
• 8-12 years of experience, with proven leadership capabilities.
• Advanced degree (e.g., MBA) preferred.