Sales Manager-SMB (Small & Medium Business)

Position Summary

The Sales Manager, SMB - Business Development leads OHS's Business Development Representative (BDR) team in prospecting and converting small and mid-sized water and sewer utility and municipal accounts under the 50K-household TAM threshold. Reporting to the Vice President of Business Development, this is a player-coach leadership role accountable for BDR activity, pipeline quality, and the conversion of that pipeline into new B2B2C partnerships. The manager sets weekly activity and pipeline standards, coaches each BDR on prospecting, qualification, and first-meeting conversion, and enforces the close-date and CRM discipline the business now depends on. The role also carries a personal portfolio of mid-market accounts, modeling the outbound motion the team is expected to run and handing off qualified opportunities to Business Development Directors when deals exceed BDR thresholds. This is a hands-on role for a results-driven sales leader who has built and coached high-velocity outbound teams and wants to set the operating rhythm for a team that is scaling. The position is based at the Naperville, Illinois office on a hybrid schedule, with travel of up to 25% to support state league conferences, municipal meetings, and prospect engagement.

Located at our office in Naperville, our office environment is a key driver of our company culture and employee experience, so a regular in-office hybrid model (generally T-TH in office and M & F remote) is required.

Responsibilities include but are not limited to:

• Lead, coach, and develop the SMB Business Development Representative (BDR) team, setting weekly activity and pipeline goals and building an individual development plan for each rep.
• Recruit, interview, onboard, and ramp new BDRs, including the open BDR requisition, using a documented 90-day ramp plan.
• Design and maintain the SMB outbound prospecting playbook, including territory-based target lists, multi-channel cadences, and messaging aligned to OHS's water and sewer value proposition.
• Manage the BDR pipeline daily and weekly, enforcing stage definitions, close-date discipline, and CRM data standards set by Sales Operations.
• Track and report BDR performance (activity volume, meetings held, conversion rates, follow-up health, and velocity) in the weekly Business Review (WBR) and drive corrective action.
• Coach BDRs on discovery, qualification, objection handling, and first-meeting conversion through call reviews, role-play, and pipeline inspection.
• Decide and manage handoffs from BDRs to Business Development Directors and approve unassisted-close activity within BDR authority bands.
• Own a personal portfolio of mid-market and SMB accounts, leading outreach and meetings that model best practices for the team.
• Coordinate with Sales Operations, Marketing, and Market Intelligence on lead lists, account research, campaigns, and conference lead capture.
• Plan and staff for state league and industry conference activity for the BDR team, including booth schedules, lead capture, and post-event follow-up.
• Partner with the Vice President of Business Development and BD Directors to align BDR coverage with regional territories, account ownership rules, and annual household targets.
• Provide input on BDR compensation, incentive design, and performance improvement plans in coordination with HR and the Vice President of Business Development.
• Identify pipeline risks, stalled deals, and duplicate or orphaned accounts, and escalate them to leadership with recommended resolutions.

We're Excited if this is You!

Experience and Qualifications of the Role:

• Minimum 4+ years of progressive B2B sales or business development experience with consistent quota attainment.

• At least 2 years in a frontline leadership role managing an SDR, BDR, or inside sales team, including hiring, coaching, and performance management. Strong leadership skills with a proven ability to coach, motivate, and develop high-performing teams by consistently recognizing and rewarding excellent performance and addressing performance issues head-on, without delay.

• Demonstrated success building and running high-volume outbound prospecting motions, with measurable improvement in prospecting-to-meeting conversion.

• Proven ability to coach reps on discovery, qualification, and objection handling through call reviews and pipeline inspection.

• Experience selling into SMB or mid-market accounts using a consultative approach across high-velocity sales cycles.

• Experience selling to municipal, public sector, utility, or other procurement-driven buyers, including familiarity with RFP/RFI processes.

• Strong analytical skills, with the ability to use CRM data to diagnose funnel leaks and drive weekly accountability.

• Willingness to travel up to 25%, including overnight travel to state league conferences and prospect meetings.

Education:

• Bachelor's degree in Business, Marketing, or a related field (required) OR equivalent sales leadership experience will be considered.

We offer a compelling total rewards package that includes a competitive base salary and comprehensive benefits to support your total wellbeing. The base pay range for this position is $117,120 - $175,680 Annual. The specific pay offered will depend on qualifications, experience, education and skill set. The compensation offered may also include an annual performance-based bonus, sales incentive plan or commission target.

Our benefits include, but are not limited to, healthcare, life insurance, paid time off, retirement, commuter benefits, and education reimbursement. Exact compensation may vary based on skills, experience, and location.

Join our SUPER Team and Enjoy Amazing Benefits!

• Competitive Compensation: We value your hard work and are proud of our competitive pay for performance philosophy.
• Comprehensive Health Coverage: Medical, dental, and vision insurance options, plus paid short-term and long-term disability coverage.
• 401(k) Plan with 4% Company Match: Secure your future with our robust retirement plan.
• Generous Paid Time Off: Take the time you need to recharge and relax.
• Education Assistance Program: Invest in your growth and development with our support.
• FSA/HSA Options: Flexible spending and health savings accounts to manage your transportation and dependent care expenses.
• Employee Wellness: Access to EAP, health, legal, and financial resources to support your overall well-being.
• Vibrant Company Culture: Monthly Townhalls, employee recognition programs, and Employee Business Resource Groups (EBRGs) to keep you engaged and connected.

Competencies:

Developing Direct Reports - Invests time in coaching and developing BDRs; gives specific, timely feedback and creates stretch assignments that build the team's bench for future roles.

Hiring and Staffing - Selects high-potential candidates who fit the role and the team; uses structured interviews and disciplined ramp plans to bring new BDRs to productivity quickly.

Drive for Results - Holds the team accountable for activity and pipeline goals; consistently pushes for measurable outcomes and treats conversion data as the scorecard.

Priority Setting - Keeps the team focused on the highest-value accounts and activities; quickly identifies what drives meetings and removes distractions.

Organizing - Builds repeatable processes, cadences, and reporting rhythms; sets clear standards for CRM hygiene, stage definitions, and follow-up.

Interpersonal Savvy - Builds trust with BDRs, peers, and cross-functional partners; delivers difficult feedback diplomatically and resolves friction within the team.

Action Oriented - Acts quickly on pipeline risks and opportunities; is willing to try new outreach approaches when the current motion underperforms.