Sales Manager

The Kendall Group, Inc.; Lansing (MI); On-site; USD 85,000 - 120,000; Full time

Benefits offered by this job

Employee ownership

Job summary

The Kendall Group is seeking a Sales Manager to lead and develop a team of Account Managers in a dynamic, business‑to‑business environment. You will drive sales strategies, coach reps, and collaborate with marketing, operations, and suppliers to maximize revenue and customer satisfaction.

You will manage territory targets, build long‑term plans for key accounts, and ensure profitable growth while maintaining a customer‑centric approach.

Qualifications

• 5 years of selling experience with industrial or technical sales product lines.
• Bachelor’s degree or equivalent experience.
• Proficiency with MS Office; intermediate to advanced Excel; ability to learn new software.

Responsibilities

• Lead and mentor a team of Account Managers.
• Develop and implement sales strategies to meet revenue and margin goals.
• Forecast sales performance and provide clear reports for senior leadership.
• Build relationships with key suppliers and internal departments.
• Drive pricing, margin management, and profitability strategies.

Skills

Sales management

Team leadership

Industrial sales

Strategic planning

Education

Bachelor’s degree

Tools

MS Office

Excel

Job description

About The Kendall Group The Kendall Group is comprised of eight divisions with 75+ locations in ten states. Combined, we serve the Electrical, Automation, Pipe, Valve, and Fitting products, Steam, Lighting, Industrial Controls, and Instrumentation Industries. The Kendall Group is a 100% employee-owned company. Kendall offers a great opportunity for a rewarding career. Why The Kendall Group? Our employee ownership model is the core of who we are. You will not only own part of the company, but you will own your future. At Kendall, you'll have opportunities to learn and grow while being coached and mentored along the way. We’re that company where people stay! We’re proud to say more than 60% of our associates have more than 5 years of tenure, and more than 40% have greater than 10 years. At Kendall, you will be valued and supported, your ideas will be heard, your voice will matter, and you’ll work alongside incredible people who care about your success.

Role Summary: Reporting to the General Manager, the Sales Manager is a key member of the Outside Sales Team. The Sales Manager will be responsible for leading and managing a team of Account Managers. You will be responsible for setting sales goals, developing sales strategies, motivating and coaching your team to achieve those goals. The Sales Manager will also work closely with other departments, such as marketing and operations, as well as key vendors, to ensure that all aspects of the sales process are running smoothly.

Exciting work you will do:

The essential duties and responsibilities of the Sales Manager position will consist of, but are not limited to, the following: As a leader, model the following behaviors with your team: Provide leadership, direction, growth, and mentoring Adhere to our company values of Success Beyond the Sale, Partnership as a Promise, We Do What We Say, Legacy of Impact, and Purpose-Driven Progress Invest in self-growth through participating in continuous improvement, learning, and development Develop and implement sales strategies that meet revenue, profit, and margin goals while supporting long-term company growth goals Forecast sales performance, establish realistic targets, and prepare clear reports for senior leadership Analyze market trends, customer needs, and competitor activity to identify opportunities and risks Define and lead sales initiatives at the territory and account levels, including identifying appropriate campaigns in partnership with Marketing Provide customer-centric leadership, fostering a culture focused on accountability, recognition, and long‑term relationship building Ensure high levels of customer satisfaction, retention, and profitable growth Oversee key account management, resolve escalated customer issues, and build trusted relationships with customers and partners Hold Account Managers accountable for executing plans and ensuring customer outcomes match company values and financial goals Recruit, develop, coach, and mentor Account Managers Set clear expectations, conduct regular performance evaluations, and provide ongoing feedback Develop proactive, long‑term strategic account plans in collaboration with Account Managers to promote intentional customer engagement Foster a positive, inclusive, and high-performance team culture that promotes continuous learning and development Build and maintain a strong talent pipeline, including partnerships with local colleges and universities and involvement in recruiting activities Drive discipline in the sales process using a buyer‑centric/Modern Sales Foundation (MSF) approach Leverage SalesHub and related tools to track performance, manage pipelines, and improve team effectiveness. Analyze data to identify trends, optimize processes, and drive results Lead effective pricing, margin management, and profitability strategies Champion continuous improvement through innovation, adaptability, and consistent process evaluation Represent the sales organization in cross‑functional and leadership meetings, advocating for sales and customer needs Collaborate with product specialists to provide integrated, value‑added customer solutions Build and maintain strong relationships with key supplier partners at local and regional levels Engage senior leadership as appropriate to strengthen partnerships, remove barriers, and support strategic growth initiatives Perform other duties as assigned

Competencies you possess:

Customer Focus Action Oriented Ensures Accountability Builds Effective Teams Develops Talent Instills Trust Decision Quality Plans and Aligns Strategic Thinking Optimizes Work Processes Drives Results Managerial Courage

What you’ll need:

Work Experience: 5 years’ selling experience with industrial or technical sales product lines

Required Education: Bachelor’s degree or equivalent experience

Analytics/Computer Skills: Experience working with MS Office; intermediate to advanced Excel; ability to learn new software; ability to decide which products to focus on and how best to reach customers

Organization Skills: Highly organized and detail-oriented; ability to multi‑task and shift priorities as needed; ability to work in fast‑paced, continuously evolving, and at times ambiguous environment

Cross‑functional skills: Ability to work well cross‑functionally; provides excellent internal and external customer service

Communication Skills: Strong interpersonal communications, problem solving, organizational and written/verbal communication skills

Physical, Mental and Visual Skills: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disability to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit, talk, and hear. The employee must be able to stand, walk, climb stairs, and operate a vehicle.

Physical Environment: Normal office environment; warehouse, fabrication environment and exposure to moving equipment

Travel: Willing to travel up to 75% within assigned area; minimal overnight

Driver’s License: Must possess and maintain a valid driver's license

Qualifications we prefer but don’t require:

Work Experience: 10 years’ previous selling, preferably with a related product line, or with end users in an industrial or technical environment; experience interfacing or supporting a direct sales force; 2 years’ experience in a people management role

The Kendall Group is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, age, physical or mental disability, citizenship, military status, protected veteran status, genetic information, or any other characteristic protected under applicable federal, state, or local law.

Learn more about our company, benefits, and culture here.

The Kendall Group is comprised of eight divisions with 75+ locations in ten states. Combined, we serve the Electrical, Automation, Pipe, Valve, and Fittings products, Steam, Lighting, Industrial Controls, and Instrumentation Industries. The Kendall Group is a 100% employee-owned company. Kendall offers a great opportunity for a rewarding career. Our employee ownership model is the core of who we are. You will not only own part of the company, but you will own your future. At Kendall, you’ll have opportunities to learn and grow while being coached and mentored along the way. We’re that company where people stay! We’re proud to say that more than 60% of our associates have more than five years of tenure, and more than 40% have greater than ten years. At Kendall, you will be valued and supported, your ideas will be heard, your voice will matter, and you’ll work alongside incredible people who care about your success.