Job Purpose: The Sales Manager provides strategic and operational leadership for the sales organization across assigned Florida markets, including Fort Lauderdale, Miami, Tampa, Orlando, Jacksonville, and surrounding areas. This role owns the sales strategy, team performance, revenue growth, market expansion, customer acquisition, and execution of initiatives that support sustainable, profitable growth.
This results-driven leadership role establishes sales direction, translates company goals into measurable team priorities, and holds the sales team accountable for execution and results. The Sales Manager develops sales talent, builds executive-level customer relationships, directs opportunities from prospecting through close, and makes informed decisions regarding territories, account priorities, team deployment, and sales resources. The role partners with estimating and operations leaders to deliver solutions for contractors, utilities, municipalities, event organizers, and engineering firms requiring traffic control, MOT, barricade rentals, traffic-control plans, roadway and work-zone safety, or special-event services.
Job DutiesSales Leadership & New Business Development
- Set and execute a disciplined sales strategy that delivers profitable revenue growth, new-account acquisition, customer retention, and expansion across assigned Florida markets.
- Recruit, lead, coach, and develop outside and inside sales representatives; establish clear expectations, territories, activity standards, and individual performance goals.
- Direct the development of a high-quality pipeline by establishing targeted prospecting priorities and equipping the sales team to use research, cold outreach, referrals, networking, jobsite visits, industry events, social media, and coordinated prospecting effectively.
- Develop senior-level relationships with key decision-makers and lead strategic customer meetings, jobsite visits, presentations, negotiations, and follow-up activities.
- Partner with estimating to develop, present, negotiate, and close proposals, quotes, and bids within company pricing, margin, risk, and service guidelines.
- Personally lead high-value and complex opportunities while coaching the team to increase win rates, customer spending, recurring work, and long-term agreements.
- Create a high-performance, team-oriented sales culture by communicating a clear vision, modeling company values, building trust, encouraging collaboration, and maintaining accountability.
- Lead succession planning and talent development by identifying capability gaps, preparing team members for expanded responsibilities, and recommending staffing or organizational changes needed to support business growth.
Territory & Market Development
- Lead the development and execution of territory growth plans that establish priorities for markets, industries, target accounts, decision-makers, revenue opportunities, and team resources. Regularly evaluate progress against the plans, adjust direction as conditions change, and ensure the sales team remains focused on the opportunities with the strongest strategic and financial value.
- Analyze project activity, industry trends, competitors, pricing dynamics, and market conditions to guide sales priorities and resource allocation.
- Represent the company at trade shows, networking events, industry meetings, conferences, and customer events to strengthen visibility and generate qualified opportunities.
- Evaluate, prioritize, and lead marketing and business-development initiatives based on market data, expected return, available resources, and alignment with territory growth objectives. Measure results and adjust investments to improve brand awareness, market penetration, and territory performance.
- Build strategic partnerships, referral channels, and cross-territory relationships that create sustainable growth.
Sales Operations, Coaching & Performance
- Establish a consistent sales operating cadence, including weekly one-on-ones, pipeline reviews, deal-strategy sessions, field coaching, and team performance meetings.
- Own CRM discipline, opportunity-stage definitions, pipeline standards, activity expectations, data quality, and timely sales reporting.
- Monitor leading and lagging indicators, including prospecting activity, customer engagement, proposal volume, conversion rates, sales-cycle velocity, revenue, margin, and retention.
- Produce accurate, data-informed forecasts; identify pipeline risk early; and implement corrective actions to maintain performance against plan.
- Set measurable goals, evaluate performance, coach for improvement, recognize strong results, and address performance gaps promptly and consistently.
- Lead cross-functional planning with estimating, operations, and executive leadership to align sales priorities with operational capacity, pricing strategy, margin expectations, service commitments, and customer needs. Establish clear ownership and communication for handoffs, resolve issues that could affect execution or customer satisfaction, and ensure commitments made during the sales process can be delivered successfully.
Required Qualifications
- At least four years of progressive sales and business-development experience, including direct responsibility for leading people, setting strategy, managing performance, and delivering results through a team in outside sales, B2B sales, account management, or a related customer-facing sales function.
- Demonstrated success building and leading a sales team, including workforce planning, recruiting, onboarding, establishing performance standards, coaching and developing employees, recognizing strong performance, addressing performance concerns, and holding team members accountable for results.
- Proven record of developing territories, building qualified pipelines, winning new business, expanding strategic accounts, and achieving revenue targets.
- Ability to lead and coach the sales team through the full sales cycle, including prospecting, qualification, discovery, presentation, proposal strategy, negotiation, closing, and follow-up.
- Ability to interpret sales data, manage CRM processes, assess pipeline health, forecast revenue accurately, and translate insights into action.
- Strong communication, presentation, negotiation, networking, and relationship-management skills.
- Decisive, competitive, adaptable, and results driven, with the leadership judgment to set priorities, make timely decisions, guide teams through change, resolve conflict, and balance growth, margin, service, operational capacity, and customer needs.
- Strong organizational, prioritization, delegation, follow-through, and time-management skills across multiple accounts, territories, and sales stages.
- Proficiency with Microsoft Office, CRM systems, sales-tracking tools, and performance reporting.
- Valid driver's license and reliable transportation.
- Availability to travel up to 50% for customer meetings, jobsite visits, team coaching, networking events, trade shows, and related business-development activities.
Preferred Qualifications
- Sales leadership experience in traffic control, MOT, construction or roadway services, equipment rental, safety products, or a related field, with responsibility for team performance, territory growth, or strategic account development.
- Working knowledge of Florida Department of Transportation (FDOT) regulations, requirements, and procurement practices.
- Knowledge of traffic control, work-zone safety, roadway construction, permitting, or special-event requirements.
- Established relationships within Florida's construction, transportation, utility, infrastructure, municipal, or event sectors.
- Experience leading complex sales to contractors, developers, municipalities, utilities, government agencies, or other multi-stakeholder organizations.
Physical Requirements & Work Environment
- Ability to sit for extended periods, work at a computer, and travel between customer locations.
- Regular ability to stand, walk, sit, communicate, and conduct business in office and field settings.
- Ability to visit active construction sites and other field locations.
- Ability to focus visually on detailed work at near and far distances, with or without corrective lenses.
- Ability to occasionally lift or move up to 25 pounds.
- Ability to sustain the concentration and visual attention needed to perform duties accurately and efficiently.
