Description

Commercial Sales Manager

Job Description

Position Summary - The Sales Manager is responsible for driving revenue growth, forecast accuracy, pipeline integrity, and sales accountability across SOLID Surface Care's regional sales organization. This role leads and develops regional sales representatives while ensuring opportunities are actively managed, accurately forecasted, and effectively advanced through the sales cycle.

The Sales Manager serves as a strategic partner to Operations leadership by providing visibility into sales performance, validating pipeline opportunities, coaching sales representatives on deal strategy and execution, and supporting the successful acquisition and retention of customers. This role also serves as the primary business owner of Salesforce utilization, reporting, and data quality for the regional sales organization.

Essential Duties and Responsibilities

Sales Leadership and Team Development
• Lead, coach, and develop regional sales representatives to achieve revenue, activity, and profitability goals.
• Conduct regular one-on-one coaching sessions focused on sales strategy, pipeline development, account growth, and performance improvement.
• Establish clear performance expectations and accountability measures.
• Recruit, onboard and develop sales talent.
• Foster a culture of customer focus, ownership, accountability, and continuous improvement.

Pipeline Management, Forecasting and Deal Execution
• Lead regular pipeline review meetings with regional sales representatives.
• Validate the quality, status, and viability of pipeline opportunities to ensure forecast accuracy and reliable revenue projections.
• Challenge assumptions and identify gaps in sales strategies, opportunity management, and customer engagement activities.
• Ensure all forecasted opportunities are supported by documented customer activity, decision-maker engagement, and clearly defined next steps.
• Monitor monthly, quarterly, and annual sales performance against established targets.
• Analyze sales trends, win rates, conversion metrics, and pipeline movement to identify opportunities for improvement.
• Participate in key customer meetings and strategic opportunities to support successful deal closure.
• Provide regular sales forecasts and business updates to executive leadership.

Salesforce Management and Sales Analytics
• Serve as the primary business leader responsible for Salesforce utilization, data quality, and process compliance across the regional sales organization.
• Ensure timely and accurate documentation of customer interactions, opportunities, sales activities, and pipeline information.
• Develop, maintain, and analyze Salesforce dashboards, reports, and key performance indicators.
• Conduct opportunity audits and pipeline reviews to ensure data integrity and forecast reliability.
• Monitor sales activity levels and identify coaching opportunities based on Salesforce reporting and analytics.
• Drive adoption of Salesforce best practices and standardized sales processes.
• Partner with Operations and Executive Leadership to provide actionable business insights through sales reporting.

Revenue Growth and Business Development
• Support the acquisition of new customers and expansion of existing customer relationships.
• Partner with regional sales representatives to identify, qualify, and pursue growth opportunities.
• Collaborate with Operations leaders to identify opportunities within existing markets and customers.
• Support customer retention initiatives and strategic account growth efforts.
• Assist in the development of sales strategies that align with company growth objectives.

Cross-Functional Collaboration
• Partner closely with Operations, Strategic Account Sales, Client Experience, Marketing, Finance, and Human Resources to support business objectives.
• Collaborate with the Chief Revenue Officer and National Account sales team to ensure alignment between regional and strategic sales initiatives.
• Support successful transitions from sales to operations to ensure customer expectations are met.
• Participate in pricing strategy, proposal development, and contract review discussions as appropriate.

Top Characteristics:
• The ability to work under pressure to meet set goals and deadlines
• Analytical skills with strong attention to detail
• Success calling on facility management professionals and 3rd party management companies who oversee O&M budgets
• Mastery of negotiation skills; comfortable selling to different personality types
• Extensive experience selling to multi-channel retailers and "C" level buyers (CEO, CMO, CIO, CFO, Department Directors, etc.)
• Membership in professional trade organizations, having served on committees and boards (IFMA, BOMA, CREW, ALA, CoreNet Global)
• Salesforce experience is a plus

Requirements:
• 7+ yrs experience
• BA degree in related field or equivalent experience
• Sales Leadership
• Pipeline Management
• Forecasting and Revenue Planning
• Salesforce Administration and Reporting
• Business Development
• Deal Strategy and Negotiation
• Customer Relationship Management
• Financial and Business Acumen
• Coaching and Talent Development
• Communication and Collaboration
• Accountability and Results Orientation