North American Sales Manager

Company Summary

Our client is a growing manufacturer of high-value, engineered capital equipment and software. Its customers are public-sector agencies and commercial contractors across the United States and Canada. The company sells through both a direct sales force and independent channel partners, and it supports its installed base with parts and service. It is well-funded and investing in commercial growth.

Job Summary

This is a hands-on leadership role overseeing the company's entire North American sales team. You will set direction, build process, and lead a team of managers and field sellers. You'll also stay personally involved with key accounts and major deals. The company wants a leader who manages by the numbers, holds people accountable, and builds a team that wins new business rather than just maintaining existing accounts.

Responsibilities

• Lead a multi-level field sales organization, including front-line sales managers and their teams.
• Set the North American sales strategy and annual targets, and own the results.
• Maintain full visibility into the opportunity pipeline and produce accurate forecasts.
• Drive consistent use of a defined sales process and CRM across the team.
• Manage pricing approvals and protect margin on complex, configured orders.
• Work with operations and finance on demand planning and forecasting.
• Recruit, coach, and develop sales talent, and address underperformance directly.
• Manage and improve relationships with independent channel partners.
• Personally support major customer pursuits and attend key industry events.
• Track competitors and market conditions, and adjust strategy as needed.
• Manage the sales budget and incentive compensation plans.
• Report results and recommendations to executive leadership.

Requirements

• Significant outside sales experience selling capital equipment to government and/or contractor customers.
• Proven experience leading a sales team.
• A track record of carrying and hitting a personal quota.
• Strong CRM skills and a data-driven management style.
• Comfort with complex, high-dollar, configured equipment sales.
• Ability to travel frequently.
• Bachelor's degree or equivalent experience.

Preferred Requirements

• Experience leading managers, not just individual contributors.
• Background selling heavy equipment, specialty vehicles, or other high-ticket capital goods to public agencies or contractors.
• Experience managing both a direct sales team and a dealer channel.
• Experience building or rolling out a formal sales methodology.
• Advanced degree in business or a related field.

Compensation / Benefits

• Base salary: $123,000–$215,000, depending on experience.
• Substantial performance bonus with upside for exceeding targets.
• Relocation assistance available.
• Comprehensive medical benefits and 401(k) match.
• Paid time off and professional development support.

Location

Orlando, Florida