About this role
The Sales Manager is accountable for the performance, discipline, and development of the WhiteClouds sales function while also personally producing revenue. This is a player-coach role: the manager leads the team, owns a portfolio of assigned accounts and opportunities, and is expected to actively prospect, sell, follow up, negotiate, and close business. Success is measured by both overall team performance and the manager's individual sales contribution.
Player-coach expectation: The Sales Manager owns the health of the sales system and also carries personal selling responsibility. The manager should know what the team is expected to close, what is stalled and why, while actively managing and closing assigned accounts and opportunities.
Key Responsibilities- Lead the sales team to achieve weekly, monthly, quarterly, and annual revenue and profitability objectives established by executive leadership.
- Run a disciplined operating cadence for pipeline reviews, forecast reviews, verbal commitments, open bids, overdue follow-ups, and priority opportunities.
- Ensure every active opportunity has clear ownership, a credible stage, an appropriate next action, and a current follow-up date.
- Review pipeline quality and intervene early when opportunities are stalled, customer communication is late, or internal bidding/proposal work is blocking progress.
- Coach salespeople on qualification, discovery, proposal strategy, follow-up, objection handling, negotiation, and closing.
- Personally own and manage a portfolio of assigned accounts and opportunities, including prospecting, qualification, discovery, proposal coordination, follow-up, negotiation, and closing.
- Personally assist with strategic, high-value, complex, or stalled opportunities when management involvement can improve progress, while maintaining responsibility for assigned personal accounts.
- Assign and rebalance leads and opportunities based on capacity, experience, responsiveness, customer needs, and company priorities.
- Establish and enforce CRM standards so reporting is based on current, usable information rather than incomplete or stale records.
- Coordinate with estimating, design, production, marketing, finance, and leadership to resolve bottlenecks and improve the customer journey.
- Recruit, onboard, train, develop, and when necessary manage performance of sales team members.
- Develop repeatable sales practices, playbooks, reporting, automation, and AI-enabled workflows that increase selling time and reduce missed opportunities.
- Provide leadership with fact-based insight into win/loss patterns, lead quality, customer objections, pricing feedback, competitive issues, and emerging market opportunities.
- Proven sales leadership experience with demonstrated responsibility for team results, pipeline management, and forecasting.
- Strong coaching ability and willingness to hold people accountable while helping them improve.
- Demonstrated ability to diagnose stalled deals, prioritize opportunities, and help close complex B2B sales.
- Strong analytical skills and comfort using CRM data, spreadsheets, dashboards, and AI-enabled tools to manage performance.
- Excellent communication, judgment, organization, and cross-functional collaboration skills.
- Able to balance urgency with realistic commitments to customers and production teams.
- Demonstrated success as an individual B2B salesperson with the ability and willingness to maintain a personal book of business while leading others.
- Experience in custom fabrication, manufacturing, exhibits, experiential marketing, architecture, themed environments, or project-based B2B sales is helpful.
- Sales meetings are action-oriented: exceptions, risks, commitments, and next steps are identified rather than merely reviewing a list of opportunities.
- Overdue follow-ups are visible and addressed. Persistent execution problems are coached and, when necessary, managed as performance issues.
- Open bid requests are tracked through delivery to the customer, with clear ownership when estimating or internal information is pending.
- Verbals and high-probability opportunities receive focused attention until they close, materially change, or are reclassified based on evidence.
- Forecasts are evidence-based and updated when customer timing or probability changes; optimism is not substituted for pipeline facts.
- Lead distribution and workload are reviewed regularly so valuable opportunities are not neglected because an individual salesperson is overloaded.
- The manager protects both customer trust and company profitability by preventing unsupported promises on price, scope, quality, or schedule.
- Team attainment of weekly, monthly, quarterly, and annual sales targets.
- Achievement of the Sales Manager's individual sales/revenue target and performance of personally assigned accounts.
- Revenue quality and gross-margin performance across both team and personally managed business.
- Pipeline coverage, velocity, stage progression, and conversion rates.
- Timeliness of lead response, bid follow-up, and next-action completion.
- Reduction in stale opportunities and avoidable lost sales caused by delayed follow-up or unclear ownership.
- Conversion and progression of verbal commitments and priority opportunities.
- CRM accuracy, reporting quality, and adoption of defined sales processes.
- Salesperson development, accountability, productivity, and retention of strong performers.
The Sales Manager has authority to establish day-to-day sales priorities, assign and reassign opportunities, require accurate CRM updates, set follow-up expectations, coach the team, and escalate performance issues. The manager also has direct responsibility for assigned personal accounts and opportunities and is expected to manage those accounts with the same CRM, follow-up, forecasting, and profitability standards required of the team. Pricing policy, unusual commercial terms, major discounts, material commitments outside established company parameters, and significant personnel decisions remain subject to appropriate executive approval.
What Success Looks LikeWhiteClouds has a sales organization that is proactive rather than reactive. Leadership can trust the forecast. Customers receive timely communication. Salespeople know their priorities. Important bids and verbals are actively advanced. The Sales Manager leads by example, personally develops and closes profitable business, and demonstrates the selling disciplines expected from the team. CRM data reflects reality, problems are surfaced early, and the team consistently converts a healthy pipeline into profitable booked work.
Full-Time Benefits- Health insurance
- Paid time off
- Dental insurance
- Vision insurance
- Health savings account
Send your resume to [email protected] and indicate Sales Manager as the position you would like to be considered for.