Sales Manager

Position Purpose: 

The Sales Manager owns the commercial performance and people leadership of an assigned team of Sales Representatives and serves as the critical link between company strategy and field execution. This role is responsible for driving revenue growth, profitability, and market share across the assigned territory while building a strong, high-performing sales team that can sustain long-term growth.  

This is a field-facing leadership role. The Sales Manager is present, visible, and accountable in the market, coaching sales representatives, engaging directly with customers, and ensuring that company sales strategies are not only communicated, but consistently executed with discipline at the local level. The standard this role sets for its team is the standard our customers experience every day.  

Company Overview: 

Plimpton & Hills Corporation is a leading distributor of plumbing, heating, HVAC, and industrial products serving contractors, businesses, and homeowners across the Northeast. With multiple branch locations and showrooms, the company is committed to providing quality products, expert support, and reliable service to the professionals and communities we serve. 

Essential Functions: 

Safety & Compliance  

• Promote and reinforce a strong safety culture by ensuring adherence to all company safety policies, procedures, and best practices 
• Lead by example in maintaining safe behaviors while in the field, including customer sites and during travel 
• Remain current on industry standards, safety requirements, and company policies, ensuring consistent alignment across the team 

Sales Growth & Commercial Performance 

• Drive year-over-year revenue growth, gross margin improvement, and market share expansion across the assigned territory 
• Develop and execute territory sales strategies and action plans aligned with company objectives 
• Set clear sales targets and performance expectations for each Sales Representative, holding the team to defined performance targets aligned with monthly, quarterly, and annual goals 
• Conduct regular business reviews using sales data and CRM tools to identify performance gaps, growth opportunities, and required actions at both the individual and account level 
• Ensure consistent execution of key sales initiatives, including new product launches, promotions, and vendor programs 
• Partner with Sales leadership to identify market opportunities, competitive insights, and strategic growth initiatives 
• Monitor and guide overall pipeline health to ensure consistent opportunity development and conversion across the team 

Team Leadership & Development  

• Lead, coach, and manage the performance of a team of Sales Representatives through regular 1:1s, ride-alongs, and performance reviews 
• Develop team capability through ongoing coaching, training, and skill development in areas such as prospecting, consultative selling, and account management 
• Foster a high-performance culture built on accountability, ownership, and continuous improvement 
• Participate in recruiting, hiring, onboarding, and development of sales talent to build a strong and sustainable team 
• Address performance issues directly by defining clear expectations, implementing development plans, and ensuring team members deliver against defined performance expectations 
• Reinforce disciplined sales routines, including activity expectations, pipeline management, and use of CRM tools 

Field Leadership & Execution 

• Maintain a visible and active presence in the field, working alongside sales representatives and engaging directly with customers 
• Reinforce consistent execution of sales strategies, processes, and customer engagement standards across the team 
• Partner with sales representatives to develop territory and account-level strategies, respond to competitive dynamics, and capitalize on growth opportunities 
• Demonstrate best practices in the field through direct involvement in customer meetings, prospecting efforts, and strategic account development 
• Build and maintain strong relationships with key customers, vendors, and industry partners to strengthen market position 
• Collaborate cross-functionally with Sales, Operations, and Purchasing to ensure the team has the tools, support, and alignment needed to succeed 

Success in This Role Looks Like: 

• Consistently achieving or exceeding territory revenue and margin goals 
• Building a high-performing team, with the majority of sales representatives meeting or exceeding targets 
• Driving customer retention and growth within key accounts 
• Strengthening pipeline health and new business development activity 
• Successfully onboarding and developing new sales talent 
• Contributing to long-term team growth through coaching and talent development 

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.  

Experience, Education & Skills: 

• 5–10+ years of experience in outside sales, wholesale distribution, or related B2B sales environment 
• Prior experience leading and developing a sales team, with a demonstrated ability to drive performance and accountability 
• Proven track record of achieving revenue growth and delivering against sales targets 
• Experience in HVAC, plumbing, hydronics, or related industry strongly preferred 
• Strong coaching and leadership skills, with the ability to develop sales representatives into high-performing contributors 
• Solid business and financial acumen, with the ability to understand sales performance, margins, and key business drivers 
• Effective communication, organizational, and interpersonal skills, with the ability to influence at all levels 
• Ability to analyze sales data and translate insights into clear, actionable plans 
• Self-motivated with the ability to manage competing priorities and operate effectively in a field-based environment 
• Engaging and credible leadership style that builds strong relationships with customers, team members, and internal partners 
• Experience using CRM systems and sales tools to manage performance and customer activity 
• Valid driver’s license required 
• Bachelor’s degree preferred; equivalent industry experience will be considered in lieu of a degree  

Physical Requirements: 

• While performing the duties of this job, the employee is regularly required to, stand, sit; talk, hear, and use hands and fingers to operate a computer and telephone keyboard.
• Specific vision abilities required by this job include close vision requirements due to computer work.
• Very heavy work. Exerting in excess of 100 pounds of force occasionally, and/or in excess of 50 pounds of force frequently, and/or in excess of 20 pounds of force constantly to move objects.