Sales Manager

W3Global; Worcester (MA); On-site; USD 120,000 - 160,000; Full time

Job summary

W3Global is seeking a results-driven Sales Manager to develop and execute strategies that grow revenue in industrial manufacturing markets. You will lead business development, manage key accounts, and coordinate with Operations, Engineering, Quality, and Customer Service to deliver profitable growth.

You will identify opportunities, manage pricing and contracts, and drive a strong pipeline while mentoring a network of independent representatives.

Qualifications

• Experience in industrial manufacturing sales is required.
• Strong ability to develop and manage key accounts.
• Proven track record of revenue growth and market expansion.

Responsibilities

• Identify and pursue new business opportunities in existing and emerging markets.
• Lead pricing, quotations, and contract negotiations with customers.
• Manage a field network of independent sales representatives.
• Collaborate with Operations, Engineering, Quality, and Customer Service to ensure satisfaction.
• Develop relationships with decision-makers and maintain a robust sales pipeline.

Skills

Business development

Relationship building

Negotiation

Strategic thinking

Sales forecasting

Lead generation

Customer relationship management

Cross-functional collaboration

Communication

Pricing and contract negotiation

Education

Bachelor's degree in Business/Engineering/Marketing

Tools

CRM systems

ERP systems

MS Office

Job description

Position Summary
The Sales Manager is responsible for developing and executing sales strategies to drive revenue growth, expand market share, and strengthen customer relationships within industrial manufacturing markets.
This position will lead business development efforts, manage key customer accounts, identify new market opportunities, and work closely with Operations, Engineering, Quality, and Customer Service to ensure customer satisfaction and profitable growth.
Key Responsibilities

Sales & Business Development

• Identify and pursue new business opportunities within existing and emerging markets.
• Generate and qualify leads through prospecting, networking, trade shows, industry contacts, and customer referrals.
• Develop new customer relationships while expanding sales within existing accounts.
• Conduct customer and prospect visits, presentations, and business development meetings.
• Prepare, present, and negotiate pricing proposals, quotations, and contracts.
• Manage and support a field network of independent sales representatives.
• Develop relationships with key decision-makers within target organizations.

Customer Relationship Management

• Maintain strong relationships with key customers and strategic accounts.
• Serve as a primary point of contact for major customer concerns, opportunities, and commercial matters.
• Partner with Customer Service and Operations to resolve customer issues promptly.
• Conduct regular customer reviews and business development meetings.
• Identify opportunities to increase customer retention, share of wallet, and long-term account value.

Strategic Planning

• Assist with annual sales forecasting, budgeting, and business planning.
• Establish sales goals and performance metrics in alignment with company objectives.
• Evaluate market trends, competitive activity, and emerging opportunities.
• Identify opportunities to expand into new markets, industries, and customer segments.
• Develop strategies to diversify the customer base and increase revenue.

Cross-Functional Collaboration

• Work closely with Engineering on new product opportunities and customer requirements.
• Collaborate with Operations to align manufacturing capacity with customer demand.
• Coordinate with Quality regarding customer concerns, corrective actions, and quality requirements.
• Support new product launches and continuous improvement initiatives.
• Communicate customer requirements and market feedback internally.

Reporting & Analysis

• Track sales performance against established goals.
• Maintain accurate customer, opportunity, and pipeline information within CRM/ERP systems.
• Prepare monthly sales reports, forecasts, and pipeline updates.
• Monitor quote-to-order conversion rates and identify areas for improvement.
• Analyze sales performance by customer, product line, and market segment.
• Provide management with relevant market and competitive intelligence.

Qualifications

Education

• Bachelor's degree in Business, Marketing, Engineering, or a related field preferred.
• Equivalent combination of education and relevant experience may be considered.

Experience

• Minimum of 10 years of industrial manufacturing sales experience.
• Experience selling bearings, machined components, metal stampings, industrial components, or similar manufactured products strongly preferred.
• Proven track record of business development, new customer acquisition, and revenue growth.
• Experience working with OEMs, distributors, and industrial manufacturing customers.
• Experience managing independent sales representatives or a field sales network.
• Demonstrated experience with pricing, quoting, contract negotiations, and account management.

Skills & Competencies

• Strong business development and relationship-building skills.
• Excellent verbal and written communication skills.
• Strong negotiation, presentation, and influencing abilities.
• Strategic thinking and strong problem-solving skills.
• Ability to identify and develop new market opportunities.
• Ability to read and interpret engineering drawings and technical specifications.
• Strong understanding of industrial manufacturing processes and applications.
• Proficiency with Microsoft Office applications.
• Experience with CRM and ERP systems preferred.
• Ability to work effectively across Sales, Engineering, Operations, Quality, and Customer Service teams.

Travel Requirements

• Approximately 25%-50% travel, depending on business needs.
• Travel may include customer visits, prospect meetings, trade shows, industry events, and manufacturing locations.
• Ability to travel by automobile and airplane as required.

Key Performance Indicators

Success In This Position Will Be Measured Through

• Achievement of annual sales and revenue growth targets.
• Acquisition of 3-5 new customer accounts annually, subject to market conditions and business objectives.
• Growth of existing customer accounts and increased customer retention.
• Development and maintenance of a strong qualified sales pipeline.