Manage a National Sales team and Application Sales Engineer team who design and manufacture innovative electrical and power distribution solutions

SUMMARY:

The National Sales Manager (NSM) is responsible for driving revenue growth through strategic sales leadership, data-driven planning, relationship-building and cross-functional collaboration. This role develops and executes sales strategies aligned with the company’s 5-year growth objectives and ensures consistent implementation of sales models tailored to each product line and market vertical. The NSM provides clear, actionable direction to the sales and applications engineering (AE) teams, fostering a culture of accountability, collaboration, and performance. A key responsibility is the proactive management of the Manufacturer’s Representatives and master distributors — setting expectations, ensuring support, and driving results across territories. The ideal candidate is a highly analytical leader with a strong command of sales metrics, CRM tools, and forecasting. They will be responsible for improving sales forecast accuracy, accelerating application engineering response times, and helping to build a scalable and high-performing team. The NSM will also lead efforts to grow new customer relationships and drive adoption of new products, ensuring long-term market position and customer satisfaction.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Lead achievement of national sales goals across all product lines, balancing revenue growth, profitability, and alignment with the company’s 5-year strategic plan.

• Manage and coach a high-performing team of 5-7 territory or vertical-focused sales managers and representatives and 4 Application Engineers. Provide clear direction, prioritize sales activities, and foster team cohesion through structured training and development plans.

• Set performance and activity targets for all sales and AE team members. Ensure accountability through consistent monitoring of KPIs (quota attainment, pipeline health, conversion rates, etc.) and proactive gap-closing actions.

• Oversee and optimize the Independent Manufacturer Representative Groups (MRG) network in collaboration with Regional Sales Managers. Ensure aligned execution of the sales strategy and support systems.

• Hands-on involvement in pursuing, negotiating and closing high-dollar or strategic opportunities.

• Analyze sales and market data (quote logs, backlog, win/loss rates, and trends) to identify emerging opportunities, risks, and areas for strategic focus.

• Develop and implement a comprehensive sales training program covering product knowledge, sales process, customer engagement, and execution of sales models. 

• Maintain CRM compliance and data integrity. Ensure timely, professional documentation of customer and prospect interactions across the sales team.

• Cultivate and expand relationships with key strategic accounts, master distributors, and new customers. Identify and pursue high-potential opportunities that support long-term business growth.

• Contribute to business planning and new product strategy by providing market insights, supporting product launches, and helping define go-to-market models.

• Serve as a key liaison between Sales and internal departments (Marketing, Estimating, Engineering, Production, and Customer Experience), ensuring customer needs are understood and met.

• Escalate and advise on issues affecting profitability, customer satisfaction, and competitiveness, including pricing pressures, market changes, and service challenges.

• Support technical and commercial issue resolution in coordination with the Customer Experience team to ensure high-quality service delivery.

• Represent the company with professionalism, maintaining a positive attitude and upholding company values and policies as outlined in the Employee Handbook.

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Highly analytical and data-driven, with proven ability to transform and interpret complex sales and market data using tools such as Excel (including advanced functions and pivot tables) and Access.

• Demonstrated expertise in sales leadership, strategic planning, business development, and technical sales—especially in B2B or engineered product environments.

• Strong interpersonal skills with the ability to build rapport and trust across internal teams, key customers, manufacturer’s representatives, and executive leadership.

• Actively seeks feedback, listens with intent, and contributes thoughtfully to elevate team and organizational performance.

• Excellent written and verbal communication skills, with the ability to clearly present strategies, motivate teams, and influence stakeholders.

• Proficient in Microsoft Office Suite (Outlook, Word, Excel, PowerPoint) and comfortable learning and using CRM and sales analytics tools.

• Self-motivated and independent, with a strategic mindset and the initiative to propose actionable plans to senior leadership.

• Able to travel regionally and nationally up to one week per month for customer, rep, or strategic meetings.

• Must possess a valid driver’s license and the ability to operate a vehicle for routine travel.