Sales Manager

The Sales Manager at Shore Industries is a working player-coach who owns the entire sales function, carries a personal book of business, and builds the systems, team, and outbound pipeline that move the company from three reps to a scaled, self-sustaining sales organization.

ABOUT SHORE INDUSTRIES

Shore Industries is a Maryland-based manufacturer and installer of premium architectural shade structures, pergolas, retractable awnings, boat shades, and porch enclosure systems, designing and building every product in-house from their Preston, MD facility. The company serves residential homeowners, builders, general contractors, architects, marinas, and property managers across the Delmarva region and mid-Atlantic markets with fully engineered, custom-fabricated outdoor living solutions. Driven by a commitment to craftsmanship, reliability, and hands-on service, Shore Industries controls every step of the process from design through installation, ensuring clients receive a product that performs as well as it looks.

SUCCESS LOOKS LIKE

Every rep has a monthly target, knows exactly where they stand against it at all times, and ownership is no longer filling the sales leadership gap because this manager has built the structure and accountability layer the team needs to perform. Quoting is fast, consistently priced to gross margin targets, and no longer routing through ownership for approval because the Sales Manager owns the pricing function completely. The sales team is actively expanding through outbound business development with builders, contractors, dealers, and marinas, reducing dependence on inbound leads and building a pipeline capable of supporting a team of ten reps.

OBJECTIVES

Own the company's total sales number across all product lines including architectural shade structures, pergolas, retractable awnings, boat shades, and porch enclosure systems. Carry a personal book of business and meet an individual quota alongside full leadership responsibilities for the sales team. Set monthly and annual sales targets for each rep, track performance weekly, and report results and pipeline forecast to ownership on a consistent cadence. Run structured 1x1s and pipeline reviews with each rep, coaching on deal strategy, follow-up discipline, and closing techniques specific to Shore Industries' product lines. Hold the team accountable to activity and revenue commitments, including building and managing performance improvement plans when targets are not met. Own the pricing and quoting function: build accurate quotes using company pricing calculators, verify gross margin targets before quotes are released, and serve as the final approval point so pricing decisions stop escalating to ownership. Manage lead distribution across the team based on rep capacity, product knowledge, and lead quality to maximize conversion efficiency. Build and document the full sales process from lead intake through pipeline hygiene, quoting standards, follow-up cadence, and handoff to production and installation. Drive outbound business development with builders, general contractors, architects, dealers, marinas, and property managers to reduce dependence on inbound leads and build a diversified pipeline. Develop rep product knowledge so the full team can sell across all Shore Industries product lines rather than a subset of the catalog. Recruit, onboard, and ramp new salespeople as the team scales from its current base toward a ten-rep organization. Partner with marketing and ownership on lead generation strategy and campaign feedback from field conversations and client interactions.

EDUCATION AND EXPERIENCE

High school diploma or GED required; bachelor's degree in business, sales, construction management, or a related field preferred. 5+ years of sales experience in construction, building products, outdoor living, or a comparable considered-purchase environment required, with a documented track record of hitting quota; experience managing or leading salespeople including target setting, coaching, and accountability required. Experience owning pricing and quoting in a manufactured or custom-fabricated product environment required; familiarity with shade structures, pergolas, awnings, porch enclosures, or similar custom outdoor products strongly preferred. Valid driver's license and willingness to travel regionally throughout the Delmarva region and mid-Atlantic markets required; experience implementing or cleaning up a CRM and building a repeatable sales process from the ground up preferred.

COMPENSATION & BENEFITS

Base: $75,000yr based on experience, leadership track record, and equipment expertise. Performance incentives available tied to efficiency, safety, quality, customer satisfaction, and team development. On target earnings: $125K annual uncapped with base + monthly incentive tied to team performance Benefits: Health, dental, and vision insurance; supplemental (Aflac); 401(k) with company match; paid holidays and PTO; tuition reimbursement; professional training and development; year-round work.

PHYSICAL REQUIREMENTS

Must be able to travel regularly throughout the Delmarva region and mid-Atlantic markets for customer meetings, job site visits, and business development, with occasional overnight travel. Must be able to walk active job sites including uneven terrain and outdoor conditions in varying weather, and accommodate occasional evening and weekend availability for customer schedules and industry events. Must be able to work at a computer for extended periods managing pipeline reporting, quoting, CRM documentation, and team performance tracking throughout the workday.

COMMITMENT TO DIVERSITY

As an equal opportunity employer committed to meeting the needs of a multigenerational and multicultural workforce, Shore Industries recognizes that a diverse staff, reflective of our community, is an integral and welcome part of a successful and ethical business. We hire local talent at all levels regardless of race, color, religion, age, national origin, gender, gender identity, sexual orientation or disability, and actively foster inclusion in all forms both within our company and across interactions with clients, candidates and partners. #J-18808-Ljbffr Shore Industries