National Sales Manager

AT3 Professional Solutions is excited to partner with a leading national service organization to identify an experienced and dynamic National Sales Manager to lead and grow its Field Sales organization. This is an exciting opportunity for a proven sales leader to make a significant impact on a national team, drive profitable growth, develop high-performing sales talent, and help shape the organization's sales strategy for continued success.

The National Sales Manager will lead a geographically dispersed team of Territory Sales Representatives and Inside Sales Representatives, establishing a culture built around accountability, coaching, continuous improvement, and customer focus. This leader will play a highly visible role in driving sales execution, developing talent, strengthening the sales pipeline, and expanding business across priority market segments and strategic customer groups.

Success in this role will come from being a highly engaged, hands-on sales leader who spends significant time coaching and developing the team while also partnering closely with National Accounts, Branch Operations, Marketing, Service Leadership, and Executive Leadership. The ideal candidate will bring a strong track record of building high-performing sales teams, driving disciplined sales execution, and turning strategy into measurable results.

ESSENTIAL DUTIES AND RESPONSIBILITIES

The following represent the primary responsibilities of the position. Additional responsibilities and special projects may be assigned based on business needs.

Sales Leadership & Growth

• Lead and develop a national Field Sales organization consisting of Territory Sales Representatives and Inside Sales Representatives.
• Drive profitable revenue growth through effective sales strategies, segment-focused initiatives, and consistent pipeline generation.
• Own team sales performance, forecasting accuracy, funnel health, and achievement of annual operating plan targets.
• Identify and capitalize on growth opportunities within strategic segments, key product categories, and priority customer groups.
• Partner with National Accounts and operational leadership to identify new opportunities and strengthen market penetration.
• Establish a culture of accountability, ownership, customer focus, and continuous improvement.

Funnel Management & Sales Execution

• Lead recurring pipeline, funnel, and forecast reviews with individual team members and sales leadership.
• Establish clear expectations around prospecting, opportunity management, account planning, and customer engagement.
• Monitor sales effectiveness metrics and implement action plans to improve conversion, productivity, and overall sales performance.
• Leverage CRM systems, reporting tools, and sales analytics to drive data-informed decisions.
• Establish and maintain a disciplined sales operating rhythm, including funnel reviews, opportunity reviews, forecasting, and performance discussions.

Coaching, Talent Development & Accountability

• Dedicate the majority of leadership time to coaching, mentoring, and developing sales talent through one-on-one meetings, field rides, customer visits, deal reviews, and skill-building activities.
• Maintain a consistent coaching cadence with each team member focused on opportunity management, prospecting, territory planning, and professional development.
• Provide timely, direct performance feedback while holding team members accountable to established expectations and results.
• Drive adoption of standardized sales methodologies, processes, and customer engagement practices.
• Identify capability gaps and develop individualized plans to improve performance and accelerate employee growth.
• Build a high-performance culture centered on accountability, execution, ownership, customer focus, and teamwork.
• Recruit, onboard, develop, and retain top sales talent while building a strong pipeline of future sales leaders.

Sales Process & Organizational Excellence

• Continue to develop and enhance the organization's sales playbook, onboarding framework, and best-practice methodologies.
• Standardize sales processes to improve consistency, customer experience, and scalability.
• Partner cross-functionally with district, branch, service product, and national account leadership to align sales initiatives with broader business objectives.
• Champion change management initiatives that improve sales effectiveness and organizational capability.
• Identify opportunities to simplify selling activities, improve customer responsiveness, and increase team productivity.

Strategic Leadership

• Provide ongoing market intelligence related to competitors, customer trends, market conditions, and emerging opportunities.
• Participate in annual planning, organizational strategy discussions, and commercial growth initiatives.
• Develop future sales leaders through mentoring, coaching, and succession planning.
• Support key customer relationships and participate in executive-level customer meetings as needed.
• Utilize established business frameworks to identify growth opportunities, optimize territory and customer prioritization, improve resource allocation, and drive continuous improvement.
• Serve as a role model for organizational leadership expectations by promoting accountability, collaboration, customer focus, talent development, and a results-oriented culture.

SUPERVISORY RESPONSIBILITIES

• Directly lead the national Field Sales organization, including Territory Sales Representatives and Inside Sales Representatives.
• Establish performance expectations and accountability measures aligned with organizational growth objectives.
• Recruit, onboard, train, coach, develop, and retain top sales talent.
• Conduct regular performance evaluations, career development discussions, and succession planning activities.
• Create and maintain a culture of ownership, execution, collaboration, and continuous improvement.
• Provide leadership and direction regarding sales strategy, territory management, customer engagement, and opportunity development.
• Identify and develop future sales leaders within the organization.

QUALIFICATIONS

Education and Experience

• Bachelor's degree in Business, Marketing, Sales, or a related field preferred.
• 7+ years of progressive sales experience.
• 5+ years of sales leadership experience with responsibility for coaching and developing sales professionals.
• Demonstrated success leading geographically dispersed sales teams.
• Experience implementing sales processes, performance metrics, and pipeline management disciplines.
• Experience leading organizational change and driving adoption of standardized sales methodologies.
• Experience utilizing CRM tools, forecasting processes, and sales analytics to improve team performance.

Preferred Qualifications

• Experience in foodservice equipment, commercial equipment, or a related service industry.
• National account or large customer management experience.
• Multi-location sales leadership experience.
• Experience leading both field-based and inside sales organizations.
• Proven track record of building high-performing teams and developing future sales leaders.

Leadership Competencies

• Sales Coaching & Talent Development
• Accountability & Performance Management
• Strategic Thinking
• Change Management
• Customer-Centric Leadership
• Cross-Functional Collaboration
• Data-Driven Decision Making
• Executive Presence
• Talent Assessment & Succession Planning
• Continuous Improvement Mindset

Working Conditions

• Work is performed in both office and field environments.
• Up to 30% travel, primarily within the assigned geographic area.
• Normal business hours with flexibility required to meet business needs and critical deadlines.
• Extended hours may occasionally include evenings and weekends.
• Schedule may include early mornings, evenings, and/or weekends based on business requirements.