Sales Manager

The Sales Manager is responsible for leading XLT’s Outside Sales, Inside Sales, and After-Sales Technical Support teams and its distributor and dealer network to grow revenue, margin, and market share. From prospecting and quoting through order entry, delivery, post-sale support, and long-term account management, this role sets sales strategy, develops high-performing sales and support teams, and builds lasting customer relationships through strategic leadership and effective communication.

Primary Responsibilities:

• Abide by the company’s Quality Management System
• Prioritize customer satisfaction and maintain compliance with statutory and regulatory requirements
• Protect the company’s assets, reputation, goodwill, and marketplace stature at all costs

Essential Functions:

This position will perform the below listed duties consistently, accurately, timely, safely, and at the lowest feasible cost:

• Lead and manage the Outside Sales (Account Executive), Inside Sales, and After-Sales Technical Support teams to achieve revenue, margin, growth, and customer service objectives
• Develop and execute the annual sales plan, forecast, and budget in partnership with the President
• Set clear sales goals and territory assignments aligned with overall business objectives
• Foster a customer-centric, results-driven culture through coaching, mentoring, and development
• Conduct performance reviews and provide ongoing feedback to support growth and improvement
• Build and manage relationships with key accounts, chain accounts, distributors, dealers, and manufacturer’s representatives
• Recruit, onboard, and support distributors and dealers; negotiate and maintain Distributor Agreements
• Review and approve quotes, pricing, discounts, and terms in line with company pricing policy
• Participate in sales calls, customer visits, facility tours, and product demonstrations, and help close key opportunities
• Plan and lead trade show and industry event participation in partnership with Marketing
• Oversee after-sales technical support to ensure prompt, effective resolution of customer service requests and warranty issues
• Develop and implement customer service standards and escalation protocols for sales and technical support
• Partner with Engineering to develop support resources, including knowledge bases, troubleshooting guides, and customer training materials
• Oversee the effective use of the CRM to manage the pipeline, customer communications, service tickets, and forecast accuracy
• Track and report on KPIs such as bookings, revenue, gross margin, pipeline value, quote-to-close ratio, forecast accuracy, support response time, and resolution rates
• Monitor market trends, competitor offerings, and pricing; share insights with Engineering, Marketing, and leadership
• Communicate customer feedback and new product needs to Engineering to support product development
• Collaborate with Production and Shipping & Receiving to ensure order accuracy and on-time delivery
• Ensure prompt, clear, and professional communication with customers throughout the sales and support lifecycle
• Develop training, work instructions, and tools for the sales and technical support teams
• Continuously improve sales processes to increase efficiency and reduce quote, order, and service turnaround times
• Contribute to leadership initiatives and support strategic planning with a focus on scalable growth
• Perform other duties as assigned by the President

• Bachelor’s degree in Business, Marketing, Engineering, or related field preferred but not required
• 5+ years of B2B sales experience, including 3+ years leading a sales or customer support team, ideally in manufacturing, capital equipment, or foodservice equipment
• Proven record of meeting or exceeding sales targets and growing accounts
• Experience managing distributor, dealer, or manufacturer’s representative networks
• Strong negotiation, presentation, and closing skills
• Experience overseeing technical support or after-sales service, and the ability to learn XLT products in technical depth
• Track record of resolving complex customer issues and driving operational improvements
• Proficiency with CRM systems and Microsoft Office; familiarity with ERP tools
• Ability to build forecasts, reports, and dashboards using sales data
• Proven ability to lead, motivate, and develop diverse teams
• Strong written and verbal communication skills
• Servant leadership style with a passion for team development
• Valid driver’s license and ability to travel overnight for customer visits, distributor meetings, and trade shows

Core Values:

• Teamwork – Give more than you take
• Excellence – Strive to win at what we do
• Integrity – Do what’s right, even when it’s hard
• Respect – Treat others as you want to be treated

Physical Requirements:

• Ability to lift up to 25 pounds (trade show displays, samples, and literature)
• Ability to sit at a desk and use a computer and phone for extended periods
• Ability to stand and walk for extended periods at trade shows and customer sites; overnight and air travel required

Mental Requirements:

• Basic math skills (add, subtract, multiply, divide)
• Read, speak, and write English clearly
• Convey information effectively and judge distances, shapes, and fits

Required Reading/Development

• XLT Quality Manual
• Kaizen Revolution
• The Little Big Things
• How to Win Friends and Influence People
• Becoming a Leader of Character
• Entreleadership
• Start With Why
• From Receptionist to Boss
• English Grammer Flipper
• Sam Parker Book Set
• Make Your Bed
• Leaders Eat Last
• A New Approach to Industrial Economics
• MBA in a Nutshell
• Radical Value
• 2 Second Lean

The above statements are intended to describe the essential responsibilities of persons assigned to this role. They are not intended as an exhaustive list of all duties, responsibilities, and requirements.