Sales Manager

Dark Horse Deconstruction; Appleton (WI); On-site; USD 105,000 - 130,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Vehicle/travel compensation as applied

Job summary

Dark Horse Deconstruction in Appleton, Wisconsin is seeking a seasoned Sales Manager to lead and expand our Midwest sales organization from the Appleton office. This is a true leadership role focused on coaching, performance, and building a scalable sales team.

You will recruit, train, and coach reps, develop territory plans, and work with ownership on compensation and growth strategies. Regular travel for field coaching and client meetings is expected.

Qualifications

• 8+ years of professional B2B sales experience.
• 3+ years of direct sales-management experience.
• Experience leading a team of at least five salespeople.
• Experience recruiting, hiring, onboarding, coaching and developing sales staff.
• Proven ability to improve individual and team performance.
• Experience holding salespeople accountable and addressing underperformance.
• Strong consultative and relationship-based selling skills.
• Experience using pipeline data and KPIs to forecast.
• Strong leadership and communication skills.
• Ability to build trust while maintaining high expectations.

Responsibilities

• Lead, coach, and hold reps to performance and standards.
• Conduct one-on-ones, pipeline reviews, meetings, evaluations.
• Travel with reps for coaching, meetings, and territory development.
• Track metrics: pipeline, close rates, bid activity, project size, revenue, profitability.
• Recruit, interview, onboard, train, and develop new reps.
• Assist in adding 5–10 new representatives.
• Develop disciplined sales processes around CRM, forecasting, pipeline, follow-up, reporting.
• Define new territories and market-entry strategies.
• Coach reps on large, strategic opportunities while maintaining relationships.
• Collaborate with ownership on strategy, compensation, growth initiatives.
• Partner with marketing on lead generation and market development.
• Originate opportunities while focusing on leadership.

Skills

B2B sales

Sales leadership

Team management

Performance coaching

Forecasting

Tools

CRM

Job description

Dark Horse Deconstruction is a rapidly growing deconstruction company serving commercial and residential clients throughout the Midwest. We are looking for an experienced Sales Manager to lead, develop, and expand our sales organization from our Appleton, Wisconsin office.

This is first and foremost a sales leadership and team-development role — not an individual-contributor position disguised as a management job.

The person we hire will be responsible for developing our existing salespeople, improving performance and accountability, recruiting and building out the team, and helping us expand into new markets throughout the Midwest.

Over the next several years, we expect to significantly grow our sales organization. This position will have substantial influence over how that team is recruited, structured, trained, compensated, managed, and expanded.

What You'll Do

• Lead, coach, and hold sales representatives accountable for performance and professional standards.
• Conduct regular one-on-ones, pipeline reviews, sales meetings, and performance evaluations.
• Travel with sales representatives for field coaching, customer meetings, and territory development.
• Track and improve key sales metrics including pipeline, close rates, bid activity, average project size, revenue, profitability, and salesperson productivity.
• Recruit, interview, onboard, train, and develop new salespeople as the organization expands.
• Help build the sales team through the planned addition of approximately 5–10 new representatives.
• Identify underperformance early and develop clear plans to coach, improve, or address performance issues.
• Build disciplined sales processes around CRM usage, forecasting, pipeline management, follow-up, and reporting.
• Help determine new territories, market-entry strategies, and where additional sales resources should be deployed.
• Coach representatives on larger and more strategic opportunities while allowing them to maintain ownership of their customer relationships.
• Work directly with company ownership on sales strategy, organizational structure, compensation plans, and growth initiatives.
• Partner with marketing leadership on lead generation, positioning, and market development.
• Personally originate opportunities when appropriate, while keeping sales leadership, coaching, and team development as the primary focus.

Who We're Looking For

We are looking for a proven sales leader who takes pride in making other salespeople successful.

The ideal candidate understands that their greatest impact comes from building a disciplined, high-performing sales organization — not simply becoming the company's top salesperson.

Required experience:

• 8+ years of professional B2B sales experience.
• 3+ years of direct sales-management experience.
• Experience directly managing a sales team of at least 5 people.
• Experience recruiting, hiring, onboarding, coaching, and developing salespeople.
• Demonstrated ability to improve individual and team sales performance.
• Experience holding salespeople accountable and addressing underperformance.
• Strong understanding of consultative, relationship-based, and project-based B2B selling.
• Experience using pipeline data, KPIs, and sales metrics to improve performance and forecasting.
• Strong leadership, communication, interpersonal, and conflict-management skills.
• Ability to build trust with salespeople while maintaining high expectations and accountability.

Strongly preferred:

Experience in construction, commercial real estate, specialty contracting, building materials, industrial sales, or another project-based B2B environment.

Experience developing new territories, entering new markets, or helping scale a growing sales organization is also highly valued.

Compensation

Base Salary: $105,000–$130,000, based on experience

On-Target Earnings: $170,000–$210,000+

Exceptional performers will have substantial additional earning potential for building a high-performing sales organization and significantly exceeding company revenue and profitability objectives.

• Health insurance
• 401(k) matching
• Paid time off
• Vehicle/travel compensation as applicable

Location & Travel

This is a full-time, in-person position based in Appleton, Wisconsin.

Regular regional travel will be required for field coaching, customer meetings, and market development. Most travel is expected to be completed as same-day trips.

Candidates should currently live within commuting distance of Appleton or be willing to relocate for the position.