B2B Sales Manager

Bob's Discount Furniture; Massachusetts; On-site; USD 100,000 - 120,000; Full time

Benefits offered by this job

Employee Discount starting Day 1

401(k) Profit Sharing Plan

Pet Insurance

Job summary

Bob's Discount Furniture seeks a B2B Sales Manager to lead a 9-person Inside and Outside Sales team across both channels. You will coach, hold 1:1s, run weekly meetings, and oversee forecasting, CRM discipline, and performance.

Drive new customer acquisition, expand existing relationships, and improve retention to achieve sustainable revenue growth. The role emphasizes leadership, accountability, and operational execution with a focus on pipeline health, scorecards, and cross-functional

Qualifications

• 3+ years B2B Sales experience.
• 3+ years of people leadership, coaching or team management experience.
• High School Diploma or GED.

Responsibilities

• Lead a team of 9 Inside and Outside Sales associates across both Inside and Outside Sales.
• Conduct weekly 1:1s with each direct report, focused on coaching, accountability, pipeline review, and skill development.
• Lead weekly team meetings, training sessions, and best-practice sharing.
• Monitor and improve key business metrics including revenue, active accounts, new account acquisition, customer retention, repeat purchase activity, pipeline coverage, conversion rates, and CRM compliance.
• Set clear expectations and hold associates accountable for execution.
• Track individual and team scorecards, reviewing results regularly.
• Assist with deal strategy, high-value opportunities, and customer escalations as needed.
• Maintain accurate revenue forecasting and identify pipeline gaps.
• Ensure smooth handoffs between Outside Sales and Inside Sales.
• Master Pipedrive (CRM) and drive full team adoption.
• Audit CRM usage, data quality, activity tracking, and follow-up compliance.
• Ensure all customer interactions, leads, deals, and account activity are properly documented.
• Improve workflows, sales processes, and operational efficiency.
• Support Account Managers in growing existing accounts through coaching, planning, and training.
• Monitor customer retention, satisfaction, and account health.
• Monitor performance against revenue, activity, follow-up, and account management goals.
• Compile and review weekly scorecards for B2B leadership meetings.
• Partner with Accounting, Delivery, Operations, Merchandising, and other teams to resolve issues and improve customer experience.
• Share field feedback, customer insights, sales trends, and operational challenges with leadership.
• Develop and execute prospecting strategies to increase new customer acquisition.
• Ensure Outside Sales representatives maintain healthy prospect pipelines and activity levels.
• Monitor lead conversion rates through each stage of the sales funnel.

Skills

Team leadership

CRM discipline

Coaching

Pipeline management

Performance management

Account management

Education

High School Diploma or GED

Bachelor's Degree in Business/Marketing/Management

Tools

Pipedrive CRM

Job description

• Employee Discount starting on Day 1, plus exclusive partner discounts

The B2B Sales Manager will lead, coach, and develop a team of 9 B2B sales associates across both Inside and Outside Sales. This role requires a strong focus on team leadership, accountability, pipeline oversight, performance management, CRM discipline, and operational execution. The ideal candidate is not a player-coach, but a leader who makes the entire team more effective by improving consistency, follow-through, sales behaviors, and results, all leading to significant revenue growth.

Success in this role will be measured by the team's ability to acquire new customers, grow existing customer relationships, increase repeat purchase activity, improve customer retention, and achieve sustainable revenue growth.

Job Responsibilities

• Manage and develop a team of 9 Inside and Outside Sales associates.
• Conduct weekly 1:1s with each direct report, focused on coaching, accountability, pipeline review, and skill development.
• Lead weekly team meetings, training sessions, and best-practice sharing.
• Monitor and improve key business metrics including revenue, active accounts, new account acquisition, customer retention, repeat purchase activity, pipeline coverage, conversion rates, and CRM compliance.
• Set clear expectations and hold associates accountable for execution.
• Track individual and team scorecards, reviewing results regularly.
• Assist with deal strategy, high-value opportunities, and customer escalations as needed.
• Maintain accurate revenue forecasting and identify pipeline gaps.
• Ensure smooth handoffs between Outside Sales and Inside Sales.
• Master Pipedrive (CRM) and drive full team adoption.
• Audit CRM usage, data quality, activity tracking, and follow-up compliance.
• Ensure all customer interactions, leads, deals, and account activity are properly documented.
• Improve workflows, sales processes, and operational efficiency.
• Support Account Managers in growing existing accounts through coaching, planning, and training.
• Monitor customer retention, satisfaction, and account health.
• Monitor performance against revenue, activity, follow-up, and account management goals.
• Compile and review weekly scorecards for B2B leadership meetings.
• Partner with Accounting, Delivery, Operations, Merchandising, and other teams to resolve issues and improve customer experience.
• Share field feedback, customer insights, sales trends, and operational challenges with leadership.
• Develop and execute prospecting strategies to increase new customer acquisition.
• Ensure Outside Sales representatives maintain healthy prospect pipelines and activity levels.
• Monitor lead conversion rates through each stage of the sales funnel.

What You'll Bring To Bob's

At Bob's Discount Furniture, we value the unique skills and experiences that each candidate brings. Success in this role is driven by a combination of technical expertise, problem-solving abilities, behavioral and leadership skills, and customer focus. If you thrive in a dynamic environment and enjoy leveraging your skills to make an impact, this is the perfect opportunity for you!

Key Skills For Success

To excel in this role, you will need to demonstrate strengths in the following skill areas:

Core Competencies & Expertise

• Coach the team to be more proactive in outreach, including cold calls, emails, and customer follow-up.
• Address performance gaps and implement clear improvement plans by identifying top customers, sudden increases and revenue drop offs
• Ensure associates are actively managing their own accounts, including customer follow-up, QBRs, and weekly outreach expectations.
• Review pipeline health weekly and ensure opportunities are progressing appropriately.
• Evaluate sales activity, conversion trends, customer growth, and drop-offs.
• Develop strategies to re-engage dormant customers and increase repeat business.
• Help the team identify upsell, cross-sell, and account expansion opportunities.
• Recognize strong performance and address underperformance quickly and consistently.
• Create individual development plans that improve selling skills, account management capabilities, and customer engagement effectiveness
• Coach hunters on territory planning, prospecting effectiveness, referral generation, and opportunity advancement.
• Identify market opportunities within key customer segments including Social Services, Assisted Living, Transitional Housing, Group Homes, Nonprofits, and Property Management.

Who We Are

At Bob's, we have fun, we love what we do, and we're growing fast! As one of the leading omni-channel furniture retailers in the country with over 200 stores, we're committed to creating a workplace that values skills-based hiring, diverse perspectives, and an inclusive culture where everyone can thrive.

How We Will Support Your Success

We know you have many choices when it comes to your career. At Bob's, we invest in your growth, well-being, and career advancement.

Benefits & Perks

• Competitive Medical, Dental, and Vision Insurance
• Generous paid time off, including vacation, personal days, sick leave, holidays, and your birthday!
• 401(k) Profit Sharing Plan with a generous company match
• Pet Insurance and employer-paid Life Insurance options
• Professional Development: Tuition reimbursement, on-demand learning, and career progression pathways
• Employee Discount starting on Day 1, plus exclusive partner discounts
• And so much more!

Our Culture & Core Values

At Bob's, we believe in fostering a positive, inclusive, and skill-driven work environment. Our core values-Honesty, Integrity, Transparency, Community, Safety, Diversity, Accountability, and Fun-guide everything we do. We're not just a workplace; we're a team that supports and celebrates each other!

Required Education And Experience

• 3+ years B2B Sales experience
• 3+ years of people leadership, coaching or team management experience
• High School Diploma or GED

Preferred Education And Experience

• Bachelor's Degree (Business, Marketing, Management or Communications)
• 3-5+ years B2B Sales experience
• 3-5+ years of people leadership, coaching or team management experience
• Experience managing both new business development and account management/customer success functions preferred

Diversity is a Core Value at Bob's

At Bob's Discount Furniture, we want you to feel at home. Whether you're shopping with us or a part of the Bob's team, we want you to know that you are valued, appreciated, and free to be who you are.

We are committed to creating a place as diverse as the communities we serve.

It is policy of Bob's Discount Furniture, Inc., to provide equal employment opportunity to all employees and applicants for employment. No person shall be discriminated against or harassed because of race, religion, color, sex, age, national origin, disability, pregnancy, citizenship, veteran or military status, or any other protected status in accordance with federal, state or local law.

If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact [e-mail]. This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.

Expected Base Pay Not Including Potential Commissions, Incentive, Bonus, etc. Opportunities:

$100, 000 - $120,000 + Bonus Opportunity

It is policy of Bob's Discount Furniture, Inc., to provide equal employment opportunity to all employees and applicants for employment. No person shall be discriminated against or harassed because of race, religion, color, sex, age, national origin, disability, pregnancy, citizenship, veteran or military status, or any other protected status in accordance with federal, state or local law.

If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact [e-mail]. This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.