Sales Leader

About the role

Southern Hobby Distribution, LLC. was founded in 1991 with one simple goal: to become our customers’ greatest asset by delivering top-quality products, unmatched customer service, and the most knowledgeable sales staff in the hobby industry. The Sales Leader will lead and grow a sales team responsible for both nurturing existing accounts and expanding the customer base through outreach, conventions, and new business development. This role is ideal for a high-energy, results-driven leader who thrives in a fast-paced environment, can motivate and inspire their team, and balances strategic thinking with hands-on execution. The Sales Leader will drive team performance, monitor operational metrics, and ensure sales processes run efficiently.

Responsibilities

• Lead, mentor, and motivate a sales team to consistently hit performance goals.
• Coach reps on building trusted, lasting relationships with their assigned accounts and serving as the go-to expert on new releases, restocks, and strategic planning.
• Guide the team on trading card, TCG, and collectibles trends so reps can advise accounts on what to stock and when.
• Hold team members accountable for sales targets, activity goals, and operational responsibilities.
• Build a high-performance, high-energy culture that keeps reps engaged and driving toward results.
• Oversee a mix of account growth and new customer acquisition, balancing revenue retention with expansion.
• Develop and execute strategies to grow revenue, increase market presence, and maximize team effectiveness.
• Drive new business development through outreach, conventions, and other growth channels.
• Support reps in leading the presell charge, helping retailers lock in hot products before they hit the market.
• Coach reps to proactively identify new opportunities to expand account business and deepen partnerships.
• Monitor accounts receivable (A/R) and inventory levels, resolving issues and maintaining operational accuracy.
• Ensure the team reviews and processes orders with a sharp eye for detail, keeping fulfillment running smoothly.
• Hold reps accountable for keeping accounts in good standing, monitoring receivables, and working with customers to stay within terms.
• Allocate products effectively when preorders exceed available quantities, prioritizing fairness and strategic business impact.
• Run reports, track performance metrics, and calculate team commissions accurately and on time.

Qualifications

• 5–7 years of sales experience, including at least 2–3 years in a sales management or team leadership role.
• Proven track record of building, coaching, and developing sales reps to hit individual and team targets.
• Strong knowledge of account management and new business development techniques.
• Familiarity with trading cards, TCGs, comics, collectibles, or hobby retail — you'll be guiding reps on trends, not just managing their numbers.
• Strategic mindset — able to set direction for the team, not just execute day-to-day, and adjust plans as priorities shift.
• Ability to influence and coordinate across departments (warehouse, purchasing, finance) to support team and account needs.
• Experience managing A/R, inventory, allocations, and reporting.
• Experience with CRM or sales reporting tools to track pipeline, forecast performance, and identify coaching opportunities.
• Analytical skills to track performance, calculate commissions, and optimize team output.
• Self-starter with strong organizational and communication abilities.