Sales Manager

International Search Consultants; Virginia (MN); On-site; USD 90,000 - 150,000; Full time

Benefits offered by this job

Company vehicle or vehicle allowance

Health, dental, and vision insurance

Retirement plan

Paid time off

Paid holidays

Ongoing training

Job summary

International Search Consultants is seeking a Sales Manager to lead a team of technical sales professionals across Virginia, Maryland, Washington, D.C., and parts of West Virginia. The role is hands-on and field-based, with travel to customer sites, equipment assessments, and presentations.

You will coach, develop, and drive revenue while maintaining a strong pipeline and ensuring CRM usage. Expect competitive base pay plus incentives and company vehicle or allowance.

Qualifications

• 5+ years in industrial or technical B2B sales.
• 2+ years leading or mentoring sales professionals.
• Proficiency with CRM platforms and standard business software.
• Background in coatings, repair composites, maintenance solutions, rotating equipment, or reliability services.
• Established relationships in refining, petrochemical, and industrial maintenance sectors.
• Strong consultative/value-based selling skills.
• Ability to teach a structured sales process.
• Experience in industrial environments (refineries, chemical plants, terminals, power facilities, marine ops, manufacturing).
• Willingness to travel 70–80% of the week and occasional overnight stays.
• Valid driver’s license and clean driving history.
• Ability to obtain safety credentials (e.g., TWIC) and pass drug/background screening.

Responsibilities

• Provide field coaching to sales team members.
• Participate in customer visits, presentations, and technical proposals.
• Conduct post-call reviews to identify opportunities and next steps.
• Develop and maintain a formal sales training program.
• Create onboarding milestones and onboarding program.
• Set annual/quarterly revenue, margin, and growth goals for territory.
• Maintain sales pipeline with reliable forecasts.
• Drive new business while expanding existing relationships.
• Support pricing strategy, proposal reviews, and margin management.
• Coordinate with technical services, operations, and inventory teams.
• Ensure CRM/call reporting usage.

Skills

Industrial B2B sales

Leadership coaching

Consultative selling

Value-based selling

CRM proficiency

Travel readiness

Driver's license

Safety credentials (TWIC)

Relationship-building (refining/petro|

Industrial coatings knowledge

Structured sales process training

Tools

CRM software

MS Office

Job description

ISC is pleased to partner with a leading provider of industrial repair, protective coating, and maintenance solutions and is seeking a Sales Manager to lead a team of technical sales professionals across Virginia, Maryland, Washington, D.C., and portions of West Virginia.

This is a hands-on, field-based leadership position. The Sales Manager will spend most of the week accompanying sales consultants on customer visits, equipment surveys, presentations, and opportunity reviews. The role is responsible for driving territory revenue while strengthening the team’s consultative selling skills through ongoing coaching and development.

This opportunity is ideal for an experienced industrial sales professional who enjoys developing people, working directly with customers, and balancing sales leadership with revenue accountability.

• Provide regular field coaching support to each member of the sales team.
• Participate in customer presentations, technical proposals, educational sessions, and product demonstrations.
• Conduct structured post-call reviews to identify strengths, missed opportunities, and clear next steps.
• Develop and maintain a formal sales training program covering the complete consultative sales process.
• Create a structured onboarding program with clearly defined milestones.
• Establish annual and quarterly revenue, margin, and growth goals for the territory.
• Maintain an accurate sales pipeline and provide reliable monthly forecasts.
• Drive new business development while maintaining and expanding existing customer relationships.
• Set individual sales goals and territory assignments.
• Support pricing strategy, proposal review, and margin management.
• Coordinate with technical services, operations, and inventory teams to support customer commitments.
• Ensure consistent use of CRM, call reporting, and opportunity-tracking systems.
• Five or more years of industrial or technical business-to-business sales experience.
• Demonstrated history of meeting or exceeding revenue goals.
• At least two years of experience leading, coaching, or formally mentoring sales professionals, or a strong senior sales background that includes developing others.
• Strong knowledge of consultative or value-based selling methods.
• Ability to teach and reinforce a structured sales process.
• Experience working in industrial environments such as refineries, chemical plants, terminals, power-generation facilities, marine operations, or manufacturing sites.
• Willingness to spend approximately 70% to 80% of the workweek traveling within the territory and working alongside the sales team.
• Ability to accommodate occasional overnight travel.
• Valid driver’s license and acceptable driving history.
• Ability to obtain and maintain required safety and site-access credentials, including TWIC..
• Ability to satisfy required drug and background screening.
• Proficiency with CRM platforms and standard business software.
• Background selling industrial coatings, repair composites, maintenance solutions, rotating equipment, or reliability-driven products and services.
• Well-established relationships within the refining, petrochemical, and industrial maintenance sectors.
• Working knowledge of surface preparation requirements, coating specifications, and industrial application methods.

Why Consider This Opportunity?

• Lead and develop an established team of technical sales professionals.
• Spend the majority of the workweek in the field rather than behind a desk.
• Take ownership of a multi-state territory and its revenue strategy.
• Work directly with industrial customers on complex maintenance and reliability challenges.
• Receive competitive base compensation plus performance-based incentives.
• Company vehicle or vehicle allowance, fuel support, and mobile device.
• Health, dental, and vision insurance.
• Retirement plan, paid time off, and paid holidays.
• Ongoing technical, product, and sales training.