Sales Manager

Job Description

Job Description

Description:

Position Summary

The Sales Mananager will drive revenue growth for Valiani computerized matboard cutting machines across the United States and Canada. The Sales Manager role owns the sales process from prospecting through quote follow-up and customer commitment, with responsibility for new equipment sales, rental placements, support contract sales and renewals, including phone/remote support coverage where applicable, paid service opportunities, additional training opportunities, machine upgrades, and replacement equipment.

The position partners cross-functionally with Marketing, Product Management, Customer Service, Finance, Operations, Shipping, Technical Support, Field Service, and Valiani Italy when needed to support a smooth customer experience before and after installation.

Key ResponsibilitiesSales Development and Customer Qualification

· Identify, qualify, and develop Valiani equipment opportunities throughout North America, including small independent frame shops, production shops, multi-location operators, OEM accounts, and specialty cutting customers.

· Understand customer needs, current equipment, production volume, material types, workflow, budget, space, and business goals.

· Recommend the correct Valiani machine model, package, options, and purchase or rental path.

· Present Valiani features, benefits, value, and competitive advantages clearly and professionally.

· Work with Marketing to develop and follow up on leads generated through website inquiries, email campaigns, social media, trade shows, referrals, and other approved marketing activities.

Rental Machine Sales

· Promote Valiani rental options where appropriate for the customer budget, business model, or growth stage.

· Explain rental pricing, terms, support coverage, shipping, installation/training, and customer responsibilities.

· Identify rental customers who may be candidates for additional machines, larger machines, or purchase conversion.

Support Contracts, Paid Service, and Training

· Sell annual support contracts as a core part of the Valiani revenue model and position support coverage throughout the customer lifecycle.

· Follow up before support coverage expires and renew annual support contracts after the included first-year support period 

Quote, Demo, and Deal Follow-Up

· Prepare or coordinate accurate quotes for machine purchases, rentals, support contracts, paid service, preventative maintenance, training, upgrades, and replacement equipment.

· Follow up on open quotes until the customer buys, declines, or postpones.

· Schedule and support customer demonstrations, virtual reviews, in-person sales presentations, sample cuts, application reviews, and cut-quality evaluations.

· Coordinate with internal teams to confirm quote accuracy, payment expectations, machine availability, delivery timing, installation/training needs, and next steps.

· Provide sales forecast input to support machine availability, installation planning, and customer delivery expectations.

Market Awareness and Customer Development

· Track customer objections, competitor activity, pricing concerns, lead-time issues, and market feedback.

· Represent Valiani professionally at trade shows, open houses, customer visits, and industry events; follow up promptly on all leads.

· Stay connected with existing Valiani owners and rental customers to support renewals, referrals, upgrades, replacement opportunities, and long-term account development.

· Share Voice of Customer feedback with the Business Unit General Manager, Marketing, Product Management, Technical Support, and Field Service.

Success Measures

· New Valiani machine sales revenue and margin attainment.

· Rental machine placements.

· Support contract attachment at time of sale and annual support contract renewal rate.

· Paid service, preventative maintenance, and additional training sales where appropriate.

· Quote follow-up, close rate, sales forecast accuracy, and win rate versus competition.

· Growth with key accounts, production customers, upgrades, replacement machines, and long-term account retention.

Qualifications

· 5+ years of B2B sales experience preferred, ideally in equipment, technical products, industrial machinery, printing, framing, graphics, manufacturing, or related markets.

· Experience selling to small business owners, shop managers, production managers, and business decision-makers.

· Strong consultative selling skills with the ability to understand customer needs and recommend the right solution.

· Comfortable discussing equipment features, workflow, production needs, installation requirements, training, support, and service programs.

· Ability to learn Valiani machine models, tool options, software workflow, material applications, installation requirements, and competitive positioning.

· Proven ability to follow up consistently, manage open opportunities, and close sales.

· Experience with equipment rental, financing/leasing, or service contract sales is preferred.

· Willingness to travel approximately 20-30% for customer visits, demonstrations, trade shows, installations, and occasional meetings at Crescent headquarters in Wheeling, Illinois.

· Bachelor’s degree is preferred, or equivalent industry and sales experience.

Reporting

· Reports to: Business Unit General Manager

· Works closely with: Marketing, Product Management, technical field support team, Customer Service, Operations, Shipping, Valiani Italy when needed, and Finance

Location

Remote, North America-based, with approximately 20-30% travel to customer sites, trade shows, demos, installations, and occasional meetings at Crescent headquarters in Wheeling, Illinois.

Compensation and Benefits

· Base salary plus commission, with commission incentives tied to equipment sales, rental placements, support contract attachment, and support contract renewals.

· Travel and demo expense coverage.

· Health, dental, vision, 401(k) plan with company match, paid time off, and ongoing technical training as applicable.

Role Scope

This is a sales role focused on equipment, rentals, support contracts, paid service opportunities, training, upgrades, and replacement equipment. Technical support, installation execution, warranty dispute resolution, service procedure development, and overall business unit strategy remain with the appropriate business leadership, technical, operational, and service teams.

Requirements:

 

Qualifications

• 5+ years of B2B sales experience preferred, ideally in equipment, technical products, industrial machinery, printing, framing, graphics, manufacturing, or related markets.
• Experience selling to small business owners, shop managers, production managers, and business decision-makers.
• Strong consultative selling skills with the ability to understand customer needs and recommend the right solution.
• Comfortable discussing equipment features, workflow, production needs, installation requirements, training, support, and service programs.
• Ability to learn Valiani machine models, tool options, software workflow, material applications, installation requirements, and competitive positioning.
• Proven ability to follow up consistently, manage open opportunities, and close sales.
• Experience with equipment rental, financing/leasing, or service contract sales is preferred.
• Willingness to travel approximately 20-30% for customer visits, demonstrations, trade shows, installations, and occasional meetings at Crescent headquarters in Wheeling, Illinois.
• Bachelor’s degree is preferred, or equivalent industry and sales experience.