Technical Sales Manager

About the role:

As a Technical Sales Manager, this role leads a team of Technical Sales Representatives (Inside Sales Reps) and is responsible for achieving plan objectives within an assigned area. The Technical Sales Manager translates marketing plans and strategies into effective operational tactics for their team, with a strong focus on employee onboarding and training in products, customers, account management, and business development. This position provides strategic direction for segments, setting clear goals, strategies, and initiatives to drive the achievement of divisional financial and non-financial metrics.

Key Responsibilities:

This position operates on an on-site / hybrid schedule based in Mentor, OH.

• Cultivate a high-performing team by providing training and development opportunities in products, account management, and business development while maintaining a robust performance management system.

• Translate marketing plans, market dynamics, and customer requirements into actionable objectives, localized sales approaches, and effective operational tactics.

• Provide strategic direction and focused leadership for assigned segments, setting clear annual goals and initiatives to drive the achievement of financial and non-financial metrics.

• Oversee the development and management of territory and account strategies, pricing programs, and sales budgets to achieve price, mix, and margin targets.

• Drive continuous improvement and operational efficiency through process standardization, leveraging company best practices, and coordinating sales services across operational units.

 

2. Excellence in Execution – Driving Near-Term Results and Performance:

• Maximize productivity to ensure optimal cost efficiency and value realization for the business.

• Develop and execute localized, national, or strategic sales approaches for diverse customers, channels, and/or large geographical territories.

• Provide clear and focused leadership to eliminate obstacles to competitive advantage, leveraging global scale.

• Actively implement company best practices to enhance efficiency and improve profit margins.

• Deliver both short-term and long-term outcomes to build and sustain organizational credibility, thereby fostering opportunities for increased functional value.

• Translate market dynamics and customer requirements into actionable objectives that create a competitive edge.

• Continuously enhance the efficiency of daily operations through process standardization.

• Coordinate sales services with other service departments and operational units.

• Oversee the development and management of territory and account strategies to achieve price and mix targets.

• Supervise staff to ensure proactive identification of new accounts through effective screening, referrals, and prospecting techniques.

• Align the sales department to meet sales and margin targets.

• Collaborate with prospective customers to identify unfulfilled needs and initiate strategies leading to successful sales.

• Prepare and manage budgets for sales, margin, and expenses.

3. Strategic Transformation and Long-Term Strategy Development:

• Market Growth & Profitability:

• Assist the Director in developing and implementing long-term sales strategies to increase market share and profitability.

• Collaborate with marketing to formulate strategy and select key target markets.

• Customer-Centric Approach:

• Identify prospective customers and unmet customer needs.

• Determine and position customer product needs information regarding product quality, industry best practices, product applications, and consultative services.

• Define the value proposition to the market, customers, and industry, including service, price, and product platform strategies.

• Product & Process Innovation:

• Identify products and processes needed to meet customer needs.

• Develop and execute appropriate business plans/multi-generation product plans to identify trends, opportunities for marketplace advantage, and new ideas for products, processes, and services.

• Develop a pipeline of growth opportunities using Horizon methodologies.

• Pricing & Benchmarking:

• Establish pricing programs and strategies.

• Lead benchmarking of sales-related topics in support of area goals.