Business Sales Manager (SMB)

About the role

Victra is Verizon's largest premium retailer in the United States. The Business Sales Manager builds, leads, and coaches a team of up to ten outside B2B sales representatives focused primarily on new customer acquisition. This hands-on, field-based leadership role is responsible for developing a high-performing hunter sales culture centered on proactive prospecting, opening new relationships, and closing new-logo business. The role is based at 639 East 400 South #B, Salt Lake City, UT 84102, with territory coverage across Phoenix, Atlanta, Tampa, Chicago, Houston, Raleigh, Charlotte, Norfolk, Richmond, Salt Lake City, and Nashville.

Responsibilities

Relationship Building

• Establishes reciprocal relationships across local teams; uses compelling arguments to influence and obtain commitment and support.
• Build and personally model a hunter-first relationship approach, coaching representatives to open doors through cold outreach, networking, referrals, and in-person prospecting.
• Establish trusted relationships with net-new business decision-makers and coach representatives to turn first meetings into long-term customer partnerships.
• Partner closely with Marketing and Sales Operations to refine lead-generation and sales processes and maintain a healthy new-business pipeline.
• Represent Victra in the local business community through networking groups, chambers of commerce, and industry events to create new opportunities and introductions for the team.

Results Driven

• Set and manage individual and team sales quotas centered on new-logo acquisition, holding team members accountable to activity, pipeline, and closing targets.
• Track team performance and sales activity through CRM tools, including calls, meetings, pipeline generated, new logos closed, and forecast accuracy, and communicate results to senior leadership.
• Prioritize coaching time and resources around the behaviors that advance new business, including direct involvement in high-value opportunities and stalled pipeline.

Talent Management

• Recruit, hire, onboard, and train a team of up to ten B2B sales representatives while maintaining a pipeline of prospective talent for future openings.
• Coach representatives in the field and one-on-one on prospecting techniques, pipeline management, objection handling, and closing.
• Create individual development plans that accelerate new representatives to productivity and support continued growth for tenured team members.
• Invest in continued development as a sales leader through coaching, mentorship, and learning opportunities with Regional and District sales leadership.

Inspirational Leadership

• Foster a competitive, high-energy culture centered on winning new business, recognizing performance, activity, resilience, and team success.
• Lead from the front through field engagement and ride-alongs, demonstrating the prospecting and closing standards expected of the team.
• Build morale and healthy competition through recognition and transparent performance visibility tied to new-business results.

Strategic Thinking

• Develop territory and account strategies that maximize new-business growth by evaluating opportunity size, vertical, and likelihood of conversion.
• Align quota structure, territory assignments, and team capacity with company growth targets and market opportunity.

Change Management

• Continuously test and refine prospecting techniques, messaging, and sales processes, scaling effective practices across the team.
• Identify behaviors or processes that have shifted away from new-customer acquisition and redirect team focus toward net-new business growth.

Customer Focus

• Ensure every new customer's onboarding supports a strong long-term relationship beyond the initial sale and reinforces Victra's position as a trusted business partner.

Core Sales Operations Accountabilities

• Own weekly pipeline reviews, forecast accuracy, and CRM hygiene across the team.
• Manage territory and account assignments to balance workload and maximize new-business coverage.
• Partner with HR and Talent Acquisition to maintain a healthy hiring pipeline for future sales talent.
• Escalate market, competitive, and process feedback to senior leadership and Sales Operations.

Requirements

• Three to five years of experience in a B2B outside sales role, ideally in telecom, wireless, or technology sales.
• Proven track record of meeting or exceeding new-business sales targets in a hunter-focused, quota-carrying environment.
• Prior experience leading, training, or mentoring a sales team preferred.
• Strong communication, coaching, and organizational skills, with the ability to lead by example in the field.
• Comfortable working in a fast-paced, metrics-driven, quota-carrying environment.
• Proficiency with CRM tools for pipeline management and reporting.
• Valid driver's license and reliable transportation for field-based team support.

Qualifications

• Bachelor's degree or equivalent professional experience.
• Experience building a sales team from the ground up, including recruiting and structured onboarding.
• Familiarity with a structured sales methodology such as MEDDIC, SPIN, or a similar consultative sales framework.
• Experience partnering with Marketing and Sales Operations to improve lead generation and conversion.

Pay

• Base Pay (annual): $63,602
• Team Incentive: Uncapped, based on team new-logo attainment and individual coaching impact.
• Target Total Earnings: $111,602 (base pay + incentive combined; informational only, not a substitute for the base pay range above)
• Top performers have the opportunity to exceed the posted target earnings range based on performance.

Benefits

• Uncapped incentive potential tied directly to new-business results.
• Paid training and career development opportunities.
• Comprehensive health, dental, and vision insurance.
• 401(k) retirement plan.
• Tuition reimbursement.
• Employee discounts on Verizon services.
• Referral bonuses.
• Career pathing and continuous advancement opportunities within Victra's sales leadership track.

Company values

Integrity | Collaboration | Innovation | Performance | Celebration