Sales Manager

Summary

The Sales Manager leads a team of approximately 8–10 professionals across business development, account management, and inside sales. This hands-on leader builds a high-performing sales organization, develops team members, maintains accountability to key performance indicators, and helps win strategically important customer opportunities. The ideal candidate is an experienced coach and people leader who is equally comfortable reviewing pipeline data, joining representatives in the field, addressing performance issues, and supporting complex customer negotiations.

Key Responsibilities

Team Leadership and Development

Lead, coach, and develop a team of business development, account management, and inside sales professionals.

Recruit, interview, hire, onboard, and retain high-quality sales talent.

Own individual sales goal attainment across the region. Establish clear performance expectations and plans for each representative, and address gaps through regular coaching, measurable actions, and follow-through.

Conduct weekly one-on-one meetings with each team member to review performance, priorities, development needs, key performance indicators, and sales pipeline.

Provide timely feedback, coaching, recognition, and corrective action.

Manage performance improvement plans and make termination decisions when necessary, in partnership with Human Resources.

Foster a collaborative, accountable, and customer-focused sales culture.

Sales Performance and Pipeline Management

Set individual and team sales goals that support company revenue, growth, retention, and profitability objectives.

Monitor sales activity and results, including pipeline coverage, conversion rates, new opportunities, revenue, retention, and forecast accuracy.

Lead regular pipeline reviews and ensure opportunities are properly qualified, documented, and advanced.

Maintain accurate and timely sales forecasts for senior leadership, and promote consistent use of the company’s customer relationship management system and sales processes.

Review estimated versus actual job margins with representatives and operations to identify estimating errors and understand the root causes of variances. Use those findings to coach the team and improve future estimates, pricing, and scope development.

Hold representatives accountable for timely and accurate invoicing within their responsibilities, including complete billing information, documented change orders, and prompt resolution of issues delaying invoices.

Review unbilled work regularly with operations and finance.

Field Coaching and Customer Support

Conduct regular ride-alongs, customer visits, call observations, and other field coaching activities.

Coach representatives on prospecting, discovery, presentations, account planning, objection handling, negotiation, and closing.

Coach representatives on developing accurate, complete estimates that reflect the labor, equipment, subcontractors, schedule, and job conditions required to execute the work safely and profitably.

Participate in high-value or strategically important sales opportunities.

Help develop proposals, account strategies, pricing approaches, presentations, and negotiation plans for large customer deals.

Build relationships with key customers and serve as an executive-level escalation point when appropriate.

Ensure a smooth customer experience across business development, account management, and inside sales.

Strategy and Cross Functional Collaboration

Translate company goals into practical sales plans, territories, account priorities, and team activities.

Partner with marketing, operations, customer service, finance, and other departments to improve sales execution and the customer experience.

Ensure representatives work as part of one team with operations, including preparing complete written scopes of work, documenting assumptions and exclusions, and confirming execution requirements before commitments are made to customers.

Require representatives to communicate daily with field leadership while their jobs are underway, unless a project handoff establishes a different communication owner. Ensure changes, customer commitments, and issues affecting scope, schedule, cost, or billing are documented and addressed promptly.

Analyze market trends, customer feedback, competitive activity, and team performance to identify growth opportunities.

Recommend improvements to sales processes, tools, training, compensation plans, and resource allocation.

Communicate team results, risks, opportunities, and resource needs to senior leadership.

Additional Job Requirements

Language Skills

Ability to read, write, verbalize and comprehend instructions and correspondence in English.

Mathematical Skills

Must have mathematical skills equivalent to those required under degree requirement.

Physical and Visual Activities

Standing, Walking, Sitting, Lifting, Carrying, Balancing, Stooping, Reaching, Handling, Feeling, Talking, Hearing, Acuity-Far, Acuity-Near, Depth Perception, and Field of Vision.

Physical Demands

The physical demands that must be met to perform the essential functions of this job is: Be able to lift 50lbs, sit for long periods of time, able to walk up to one mile at a time, be able to climb several flights of stairs. Other physical demands the employee is occasionally required to do- climb or balance on grated temporary walk-ways; stoop, kneel, crouch and at rare occasions crawl.

Environment/Atmospheric Conditions

Performing the duties of this job, the employee is frequently exposed to, moving mechanical parts, large vehicle/trucks, large machinery, large equipment, extreme vibration, and other common industrial hazards seen at construction sites, marine ports, equipment yards, and industrial plants. The Employee will at times work in various landscapes from hot dry climate, cold wet climate, dark confined areas, high elevated platforms, and near waterways.

Machines, Tools, Equipment, Software

Personal computer, fax machine, copy machine, other office equipment, Microsoft Office, SAP

Supervisory Responsibilities

This position has direct reports.

The characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The information contained in this job description is for compliance with the Americans with Disabilities Act (A.D.A.) and is not an exhaustive list of the duties that may be required for this position. Additional duties are performed by the individuals currently holding this or similar positions and additional duties may be assigned.

EQUAL OPPORTUNITY EMPLOYER