Sales Manager, General Markets

Job Description

Job Description

Description

The Sales Manager, General Markets provides leadership and direction for the company's General Markets sales organization. This role is accountable for developing and executing strategies that drive profitable growth, expand market presence, and deepen customer relationships across targeted industry segments. The Sales Manager leads, develops, and empowers a team of Sales Engineers while ensuring alignment with company goals, service commitments, and operational priorities.

By cultivating a high-performance culture and maintaining a strong understanding of customer needs, market trends, and competitive dynamics, the Sales Manager ensures the organization delivers differentiated value, creates new business opportunities, and strengthens long-term partnerships that contribute to the company's sustained success. The Sales Manager is responsible for building organizational capability through the recruitment, coaching, development, and performance management of Sales Engineers and other assigned associates, ensuring the team consistently delivers exceptional customer experiences and business results.

Business Leadership and Growth

• Lead the development and execution of market growth strategies that drive profitable revenue growth and market share expansion across the General Industrial, Life Sciences, and Oil, Gas & Chemical segments.
• Translate the Company's strategic plan into actionable sales initiatives, ensuring alignment of resources, priorities, and customer engagement activities with organizational objectives.
• Drive new business development efforts through effective pursuit of strategic opportunities within end users, EPCs, contractors, and other key market influencers.
• Establish and maintain strategic account and territory plans that identify growth opportunities, strengthen customer relationships, and increase penetration within targeted markets.
• Partner with Sales Engineers to develop and execute customer growth strategies that leverage the Company's full portfolio of products, services, and value-added solutions.
• Collaborate with the Director, Sales and Engineering to develop sales forecasts, establish performance objectives, allocate territories and resources, and optimize market coverage.
• Build and maintain executive-level relationships with key customers, decision makers, and industry influencers to strengthen strategic partnerships and advance long-term business objectives.

Customer and Market Leadership

• Develop deep understanding of customer applications, operational challenges, and business drivers to position differentiated solutions that create measurable value and reduce total cost of ownership.
• Serve as a key voice of the customer within the organization by identifying emerging market trends, competitive dynamics, customer needs, and growth opportunities.
• Partner with Marketing, Engineering, Operations, and other cross-functional teams to deliver integrated customer solutions and ensure successful execution of strategic initiatives.

Supervisory Responsibilities

• Lead, develop, and inspire a high-performing team of Sales Engineers and assigned associates, fostering a culture of accountability, customer focus, collaboration, and continuous improvement.
• Build organizational capability through the recruitment, selection, onboarding, and retention of talented associates aligned with the Company's values and strategic objectives.
• Establish clear performance expectations and provide ongoing coaching, mentoring, and developmental feedback to support individual growth and business success.
• Drive associate engagement and professional development by promoting technical expertise, business acumen, leadership capability, and continuous learning.
• Conduct regular performance discussions to evaluate progress against role expectations, business objectives, and development plans, recognizing achievements and addressing performance gaps as needed.
• Ensure fair, consistent, and timely performance management practices, including appropriate documentation, communication, and partnership with Human Resources when required.
• Develop succession and talent development plans that strengthen the long-term capabilities of the sales organization and support future leadership needs.
• Create an environment that encourages open communication, teamwork, innovation, and alignment with the Company's mission, values, and strategic priorities.
• Maintain accountability for team performance, resource utilization, and execution of departmental objectives, taking appropriate action to ensure business goals are achieved.

Leadership Norms of Behavior

Executives, managers, and supervisors are expected to participate in our leadership development program and model the following behaviors:

• Hold Crucial Conversations – Engage in effective dialogue when there are opposing opinions, high stakes, and strong emotions.
• Apply Financial Fluency – Continuously seek out ways to increase the gross margin per invoice and reduce the cost to serve.
• Model Effective Interactions – Communicate effectively with both internal and external customers by being modifiable, inviting participation, and clearly stating intentions.
• Employ Essentialism – Prioritize tasks that support the achievement of our vision, mission, and strategic plan while living our core values.
• Communicate with Radical Candor – Challenge directly while caring personally to promote effectiveness and associate growth and development.
• Embrace the Power of Vulnerability – Create a culture where honest sharing of weaknesses, feelings, and experiences are recognized as opportunities for growth, improved relationships, and better outcomes.
• Align with Intrinsic Motivators – As much as possible, manage associates so that they have an appropriate amount of autonomy, can master a specific skill set, and are aligned with the broader purpose of the company.
• Servant Leadership – Be of service to associates by removing obstacles and providing support that enables their success and well-being.

Skills & Competencies

• Sales Acumen. Mastery of the Sandler Selling process; ability to manage and coach a territory-based sales team.
• Financial Acumen. Ability to maximize customer profitability while satisfying customer needs; understands gross margin drivers and cost-to-serve implications.
• Leadership. Models values-based leadership that inspires achievement, challenges poor performance, and promotes a cohesive and supportive team culture.
• Broad Negotiation. Able to negotiate with customers, associates, and suppliers to achieve win-win solutions.
• Customer Collaboration. Successfully works with all levels and roles at customer organizations, including C-suite executives.
• Results Orientation. Focuses time and energy on strategic and tactical needs of the business; consistently meets or exceeds assigned targets.
• Effective Communication. Email and verbal communications facilitate rapid responses by clearly and directly stating intentions, explanations, and requests.
• Computer Proficiency. Proficient in MS Office suite, MS Outlook, Zoom, CRM platforms, and ERP business systems.
• Technical Knowledge. Proficient with iPads, smart phones, and other applicable devices; capable of developing functional knowledge of the Swagelok product line.

Education & Work Experience

• Minimum of 5 years of successful field sales, business development, or account management experience.
• Minimum of 5 years of people leadership experience, including responsibility for coaching, developing, and managing the performance of sales professionals or customer-facing teams.
• Demonstrated success driving revenue growth, developing strategic customer relationships, and achieving business objectives

Preferred:

• Bachelor’s degree in engineering (mechanical, chemical, industrial), business, or a related technical discipline; an equivalent combination of education, experience, and demonstrated leadership success will be considered.

• 100% covered employee Medical, Dental, & Vision Insurance
• Up to 80% dependent coverage for Medical, Dental, & Vision Insurance
• Life Insurance
• Health Care Flexible Spending Account
• Dependent Care Flexible Spending Account
• 401k Plan & Company Matching up to 4%
• Short-Term and Long-Term Disability
• Competitive Pay
• Generous PTO
• Paid Holidays
• Tuition Reimbursement
• Gym Membership Reimbursement up to $50/month
• Professional Coaching