Sales Manager

Purpose

The Manager of Sales is responsible for overseeing the daily performance of the sales team and ensuring accountability to goals, processes, and client expectations. This role focuses on monitoring results, enforcing sales standards, and providing guidance and support to drive consistent execution. The Manager of Sales ensures the team has the tools, training, and accountability needed to meet revenue targets, maintain strong customer relationships, and deliver profitable growth.

Responsibilities

Leadership and Team Management

• Lead, mentor, and motivate the sales team to consistently achieve and exceed targets.
• Conduct weekly 1:1 meetings to review pipelines, customer engagement, and provide coaching.
• Run weekly team sales meetings through Ninety.
• Identify and implement training opportunities with vendors and internal teams to strengthen product knowledge and sales skills.
• Provide ongoing sales training, mentorship, and professional development.

Sales Forecasting and Data Analysis

• Prepare accurate sales forecasts and analyze performance trends.
• Track bookings to ensure monthly targets are met, implementing corrective actions as needed.
• Monitor individual and team dashboards for annual, quarterly, and monthly goals, including profit margins by client.
• Ensure consistent use and integration of HubSpot and Q360, meeting minimum activity requirements.

Sales Operations

• Oversee sales operations, processes, and performance metrics.
• Manage CRM systems and ensure accurate reporting.
• Develop, manage, and monitor sales budgets.
• Execute sales standard operating procedures (SOPs) in collaboration with the EVP of Operations.

Financial Oversight

• Monitor gross profit margins to ensure accurate job costing.
• Partner with leadership to establish quarterly and annual sales goals aligned with company objectives.
• Contribute to long-term sales strategies with executive leadership.

Customer Relations

• Ensure quarterly business reviews are conducted with strategies for account growth (targeting 10% growth within existing accounts).
• Monitor customer activity to anticipate needs and strengthen satisfaction.
• Maintain a comprehensive understanding of the top 30 customer profiles.

Business Development

• Collaborate with marketing to create local market business development strategies.
• Help define the ideal client profile by vertical.
• Generate new business opportunities and transition accounts to account managers.

Qualifications

• Bachelor’s degree in Business, Sales, Marketing, or a related field (or equivalent experience).
• 5+ years of sales experience, preferably in the AV, technology integration, or related industry.
• 3-5+ years in a leadership or team management role with proven ability to hold others accountable to performance standards.
• Strong leadership and coaching abilities with a focus on accountability and results.
• Excellent communication and interpersonal skills for working with team members, clients, and leadership.
• Proficiency with CRM systems (HubSpot preferred) and ERP platforms (Q360 experience a plus).
• Strong analytical and problem-solving skills with the ability to interpret sales data and apply insights.
• Solid organizational skills with the ability to manage multiple priorities and deadlines.
• Knowledge of sales forecasting, pipeline management, and performance tracking.
• Understanding of gross profit margins, job costing, and sales reporting.
• Ability to foster strong client relationships and support account growth initiatives.
• Commitment to continuous learning and team development through training and mentorship.
• Ability to commute to the HQ office.