Portfolio Sales Manager

About the role

Candidates for this role can be located in the following states: MN, ND, SD, WI, IA, IL, Northern IN, NE, KS. This is a home-based position with realistic travel around 20-30%, primarily throughout the Midwest. The role is responsible for driving profitable growth across an assigned portfolio of accounts, products, and target markets. You will develop and execute strategic account and territory plans, strengthen customer relationships, expand wallet share, identify new business opportunities, and collaborate cross-functionally to deliver value-added solutions. You will serve as a trusted commercial partner to customers while using market insights, pipeline discipline, and portfolio knowledge to achieve revenue, margin, and retention objectives.

Demonstrate the company’s values of People First, One Team, Accountability, Relentless Improvement, and Customer Impact.

Responsibilities

• Manage a defined portfolio of customers, products, and market opportunities to achieve revenue and gross margin targets.
• Develop and execute strategic account plans and territory plans that prioritize retention, share growth, and new customer acquisition.
• Build strong relationships with customer stakeholders and serve as the primary commercial point of contact for assigned accounts.
• Identify upselling, cross-selling, and new application opportunities within existing accounts and target markets.
• Prospect, qualify, and close new business opportunities through consultative selling and value-based solution development.
• Collaborate with technical, operations, supply chain, customer service, and marketing teams to deliver responsive customer solutions.
• Manage pricing, proposals, and commercial negotiations to deliver profitable growth while maintaining competitiveness.
• Maintain an accurate and healthy pipeline in Customer Relationship Management (CRM), including opportunity progression, forecasting, and activity tracking.
• Monitor market trends, competitive activity, and customer needs to inform sales strategy and portfolio decisions.
• Prepare regular business reviews, sales forecasts, and performance updates for leadership.
• Support contract renewals, customer retention efforts, and issue resolution to maintain high levels of satisfaction and loyalty.
• Travel to current and prospective customers to develop relationships and grow sales.
• Must be able to perform the essential functions with or without accommodations.

Requirements

• 5+ years of successful business-to-business (B2B) industrial sales, account management, or territory management experience, preferably in industrial, chemical distribution, manufacturing, or related markets.
• Demonstrated ability to grow an account portfolio through retention, share expansion, and new business development.
• Strong consultative selling, negotiation, and commercial problem-solving skills.
• Proven effectiveness in prospecting, delivering effective presentations, and closing new projects.
• Experience managing strategic accounts and building long-term relationships across multiple levels of a customer’s organization.
• Ability to develop territory plans, business reviews, forecasts, and pipeline reports that support sound decision making.
• Strong business acumen with the ability to balance growth, margin, pricing, and customer satisfaction objectives.
• Excellent verbal, written, presentation, and interpersonal communication skills.
• Ability to work independently, prioritize effectively, and manage multiple opportunities and stakeholders simultaneously.
• Proficiency with Microsoft Office, Outlook, CRM platforms, and internet-based business tools.
• Ability to travel up to 40% with some overnight travel.

Why this opportunity

• Established Midwest territory with approximately $15M in existing business already in place.
• Strong blend of account growth and new business development, with opportunities to expand wallet share and win new customers.
• Highly visible position with ownership of pricing, margin, forecasting, strategic account planning, and customer relationships.
• Competitive compensation of approximately $150K-$160K total target earnings, including an uncapped incentive plan.
• Flexible background requirements, with consideration for chemical distribution, industrial distribution, commodity chemicals, and adjacent industrial B2B sales.
• Significant growth potential across an underdeveloped territory, particularly in Minnesota, the Dakotas, Wisconsin, and surrounding markets.

Pay

Annual salary range: $100,000–$130,000 base, with total target earnings of approximately $150,000–$160,000 including an uncapped incentive plan.