Sales Manager

About the role

ACE is seeking a Sales Manager to lead the company's sales organization and drive profitable revenue growth.

Responsibilities

• Drive Revenue Growth
• Develop and execute sales strategies that increase revenue, profitability, and market share.
• Lead the company’s National Account strategy by identifying, pursuing, and securing strategic multi-location customers.
• Expand relationships within existing customer networks and penetrate previously unsold locations.
• Develop programs to reactivate dormant accounts and recover lost business.
• Increase customer share of wallet through cross-selling, upselling, and new application development.
• Establish annual, quarterly, and monthly sales plans aligned with company growth objectives.
• Lead and Develop the Sales Team
• Recruit, develop, and retain high-performing sales professionals.
• Establish clear performance expectations, activity standards, and accountability measures.
• Provide hands-on coaching through customer visits, ride-alongs, call reviews, and opportunity assessments.
• Create individual development plans and build a strong succession pipeline.
• Foster a high-performance culture centered on execution, continuous improvement, and customer success.
• Strengthen Pipeline and Sales Execution
• Maintain a healthy, predictable sales pipeline capable of supporting revenue goals.
• Ensure disciplined use of CRM tools, opportunity-management processes, and forecasting methodologies.
• Monitor key metrics, including pipeline growth, win rates, account penetration, sales activity, and revenue attainment.
• Lead strategic account reviews and opportunity-planning sessions.
• Create and manage a robust pipeline of qualified leads.
• Build Customer and Market Relationships
• Develop executive-level relationships with strategic customers and industry stakeholders.
• Participate in major customer meetings, contract negotiations, and strategic business reviews.
• Identify market trends, competitive threats, and new growth opportunities.
• Partner with Marketing to develop campaigns supporting customer acquisition, account reactivation, and market expansion.
• Collaborate with Operations, Supply Chain, Customer Care, Finance, Product Management, and Marketing to deliver an exceptional customer experience.
• Lead Initiatives that Improve Sales Performance
• Champion the voice of the customer throughout the organization.
• Lead initiatives that improve quoting speed, responsiveness, customer retention, and sales productivity.
• Implement best practices in sales process management and CRM.

Requirements

• Bachelor’s degree in Business, Marketing, or a related field, or equivalent professional experience.
• 10+ years of progressive B2B sales leadership experience.
• A proven record of leading teams that consistently exceed revenue and profitability goals.
• Demonstrated success winning National Accounts and expanding multi-location customer relationships.
• Experience increasing share of wallet, recovering dormant accounts, and winning business from competitors.
• Strong knowledge of CRM processes, sales forecasting, pipeline management, and performance metrics.
• A successful background in coaching, mentoring, and developing sales professionals.
• Experience selling industrial, manufacturing, distribution, or engineered products is preferred.

Qualifications

• Competitive, customer-focused, data-driven, and passionate about helping others succeed.
• Knowledgeable in sales strategies, CRM processes, and performance metrics.
• Ability to establish accountability, raise performance standards, coach underperformers, and create disciplined sales processes that produce results.
• Experience working in a fast-paced, dynamic environment.
• Excellent communication and interpersonal skills.

Skills

• Strategic thinking and planning.
• Team leadership and development.
• Sales process management.
• Customer relationship management.
• Performance measurement and analysis.
• CRM tool proficiency.

Benefits

We offer a competitive compensation package, including a comprehensive benefits program that includes health insurance, retirement savings plan, and paid time off.

Pay

Compensation is commensurate with experience and qualifications.

Schedule

The position offers a flexible schedule with up to 50% travel to customer locations.