Leads commercial sales strategy, pipeline management, business development, customer acquisition, and market expansion across Austin and Texas. Manages, coaches, and develops sales personnel while driving revenue, margin, retention, forecasting, and customer relationship goals. Negotiates contracts, monitors KPIs, analyzes market opportunities, maintains CRM reporting, and collaborates with executive leadership on growth initiatives. Regular travel to customer sites, trade shows, and industry events is required.
Description
Position Summary
The Commercial Sales Manager is responsible for leading, developing, and managing a high-performing sales pipeline to achieve revenue growth and commercial business objectives. This role drives sales strategy, business development, customer acquisition, and market expansion efforts throughout the Austin region and broader Texas market. The Commercial Sales Manager partners closely with the Vice President of Commercial Business Development to execute strategic initiatives that support the company's long-term growth objectives, including achieving annual Commercial segment revenue growth of at least 10%.
Key Responsibilities
- Develop and execute sales strategies to drive revenue growth and expand market share within the Commercial segment.
- Lead, coach, and develop sales personnel, fostering a culture of accountability, collaboration, and high performance.
- Establish and monitor key performance indicators (KPIs) for individual and team success.
- Achieve and sustain annual Commercial segment growth of 10% or greater through new business development, customer retention, and account expansion initiatives.
- Drive team performance against established revenue, gross margin, pipeline, and customer acquisition goals.
- Conduct regular performance reviews, provide coaching, and implement development plans to improve sales effectiveness.
- Lead sales planning, forecasting, and pipeline management activities to ensure consistent attainment of business objectives.
- Identify and pursue new commercial business opportunities and strategic accounts.
- Build and maintain strong relationships with customers, partners, and stakeholders.
- Collaborate with the Vice President of Commercial Business Development on growth initiatives and market development strategies.
- Analyze market trends and competitive activity to identify opportunities for expansion.
- Negotiate contracts, pricing, and service agreements within established guidelines.
- Maintain accurate sales reporting and CRM data to track performance and forecast results.
- Represent the company at customer meetings, networking events, trade shows, and industry conferences.
- Ensure compliance with company policies, procedures, and ethical business practices.
Requirements
Qualifications
Required
- Bachelor's degree in Business Administration, Marketing, Sales, or a related field, or equivalent work experience.
- Three (3) or more years of successful sales experience in a B2B environment.
- Previous sales leadership or supervisory experience.
- Proven track record of achieving revenue growth and exceeding sales targets.
- Strong leadership, communication, negotiation, and relationship-building skills.
- Experience using CRM platforms and Microsoft Office applications.
- Valid driver's license and ability to travel as required.
Preferred
- Experience in commercial business development and strategic account management.
- Knowledge of the Austin and Texas commercial marketplace.
- Experience leading regional sales initiatives.
- Demonstrated success in developing new markets and expanding customer relationships.
Key Competencies
- Sales Leadership
- Business Development
- Strategic Planning
- Team Development
- Relationship Management
- Negotiation and Closing Skills
- Customer Focus
- Market Analysis
- Forecasting and Pipeline Management
- Results-Oriented Leadership
Performance Metrics
Success in this role will be measured by:
- Achieving 10% annual growth in Commercial segment revenue.
- Meeting or exceeding annual sales revenue and gross profit targets.
- Increasing new customer acquisition and strategic account penetration.
- Maintaining high customer retention and satisfaction levels.
- Ensuring forecast accuracy and healthy sales pipeline management.
- Supporting employee development, engagement, and performance improvement.
- Maintaining CRM data integrity and timely reporting.
Working Conditions
- Based in Austin, Texas.
- Combination of offices, customer sites, and remote work environments.
- Regular travel throughout Central Texas and other areas of the state as needed.
- Occasional overnight travel for customer visits, trade shows, and industry events.
Compensation and Benefits
- Competitive base salary plus performance-based incentive compensation.
- Medical, dental, and vision insurance.
- 401(k) with company match.
- Paid time off and company holidays.
- Professional development and leadership training opportunities.
- Vehicle allowance and/or mileage reimbursement, as applicable.
Equal Employment Opportunity Statement
The Company is committed to providing equal employment opportunities to all employees and applicants. Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other status protected by applicable federal, state, or local laws.
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