Full Job Description
Description
Position Summary
The Law Enforcement Field Sales Manager is accountable for the profitable achievement of revenue and gross margin objectives within the assigned territory and market segment. This role leads and develops a team of field sales professionals to grow pipeline, expand wallet share within existing accounts, and secure new agency relationships.
The LE Field Sales Manager is responsible for the productivity, coaching, development, and performance management of direct reports, while ensuring disciplined CRM usage and effective cross-functional coordination. The role requires deep commercial and technical competency in the law enforcement marketplace, including agency operations, procurement cycles, and product applications.
Territory: Our sales team is located in the following states: CT, DE, ME, MD, MA, NH, NJ, PA, RI, VA, VT and WVA
Travel: Typically 50-70% overnight travel depending on demo/training schedule
Essential Duties and Responsibilities
Sales Strategy and Territory Leadership
• Establish annual sales objectives by developing territory revenue and gross margin target.
• Analyze territory performance, market penetration, and wallet share data to identify coverage gaps, prioritize high-opportunity accounts, and allocate sales resources accordingly.
• Drive expansion of product-line penetration across the full law enforcement assortment, ensuring field sales representatives are competent and confident selling all major categories - not limited to firearms, ammunition, and armor.
• Establish training plans, category-specific targets, and cross-sell expectations to increase margin contribution, with particular emphasis on higher-margin categories such as outerwear, duty apparel, footwear, and accessories.
• Partner with the Contract Strategy and Administration Manager to drive disciplined use of state, county, and cooperative purchasing contracts across the territory, ensuring proper positioning, pricing alignment, and compliance with contract requirements.
• Support the evaluation and refinement of performance-based incentive programs, including stretch goals, to ensure alignment with territory growth objectives, product-line expansion, and profitable revenue generation.
Team Leadership and Accountability
• Manage, coach, and develop direct reports while holding them accountable to defined revenue, margin, pipeline, and activity standards; implement performance improvement plans when expectations are not met.
• Recruit, hire, onboard, and develop sales associates utilizing company human resources guidelines and support resources.
• Maintain a structured field engagement cadence, including regular ride-alongs and joint calls with each direct report to reinforce selling standards, product knowledge, and territory execution.
Field Execution and Pipeline Development
• Develop and lead structured field demonstration and training events designed to generate qualified opportunities, increase cross-category exposure, and drive measurable pipeline growth within the territory.
• Proactively inspect sales activity and effectiveness through ride-alongs, joint calls, pipeline reviews, and CRM analysis to ensure both the quality and quantity of sales effort meet company expectations.
• Maintain a strong field presence to develop customer relationships, support direct reports, and improve opportunity close rates.
Cross-Functional and Customer Leadership
• Coordinate the involvement of sales support personnel, including finance, marketing, merchandising, and operations, to optimize team performance and customer experience.
• Lead disciplined CRM adoption to ensure accurate opportunity tracking, demand planning, and sales visibility.
• Proactively assess, clarify, and validate customer requirements and satisfaction by engaging key customer accounts in conjunction with assigned sales personnel.
• Serve as a management-level point of contact for key customers.
• Build and maintain strong relationships with strategic vendors and partners.
• Perform other aligned duties as directed by the VP of Sales and Marketing.
Requirements
Minimum Qualifications (Knowledge, Skills, and Abilities)
• Demonstrated experience selling to law enforcement agencies, including understanding of procurement cycles, cooperative contracts, and agency buying dynamics.
• 7+ years of successful experience in field sales
• 5+ years of direct report sales leadership experience
• Strong oral and written communication skills
• Proven ability to lead a team to exceed revenue objectives
• Experience in weekly travel with field sales resources and customers
• Demonstrated ability to build performance-driven sales teams and hold direct reports accountable to measurable revenue and margin standards.
• Experience setting sales goals
• Results-oriented with strong analytical skills
• Deep understanding of CRM systems and best practices
Physical Demands and 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 position. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions.
While performing the duties of this position, the employee is regularly required to talk or hear. The employee frequently is required to use hands or fingers, handle or feel objects, tools, or controls. The employee is occasionally required to stand; walk; sit; and reach with hands and arms. The employee must occasionally lift and/or move up to 45 pounds. Specific vision abilities required by this position include close vision, distance vision, and the ability to adjust focus. The noise level in the work environment is usually low to moderate.
