Head of Inside Sales/Telesales

Sales Manager World Emblem & Hero's Pride

The Sales Manager World Emblem & Hero's Pride is a senior sales leadership role responsible for building, managing, and driving a high-performance sales organization across both brands in North America. This role owns the commercial performance of two complementary brands Hero's Pride, serving law enforcement, military, and public safety markets, and World Emblem, serving a broader universe of industries that benefit from world-class, quick-turn emblem and decoration solutions including workwear, fashion, corporate, and beyond. The Sales Manager is accountable for results across a team of up to 12 sales professionals, combining inside and outside sales coverage.

This is a true senior sales management role, not an individual contributor with a title. The ideal candidate is a proven sales leader who has built and scaled both inside and outside sales teams, created repeatable systems and standard work, and driven consistent revenue growth across multiple verticals and channels. Experience in the law enforcement, military, or public safety markets is strongly preferred, along with a working knowledge of decorated apparel, emblems, patches, or branded merchandise.

Building and leading both inside and outside sales teams to meet and exceed individual and team revenue targets

Selling into law enforcement, military, workwear, fashion, or other B2B verticals requiring fast-turn, customized product solutions

Designing repeatable outbound systems, sales cadences, and standard work that scale team performance

Driving disciplined pipeline management, CRM adoption, and KPI-based coaching across a distributed sales team

Understanding multi-channel buying behavior including direct, distributor, cooperative contract, and GSA procurement vehicles

Partnering cross-functionally with Marketing, Product, and Operations to align execution across brands and channels

Sales Leadership & Team Performance

Lead, coach, and develop a team of up to 6 inside sales representatives and up to 6 outside sales representatives across North America, ensuring each individual meets or exceeds their assigned revenue targets.

Build and maintain a high-accountability sales culture built on urgency, ownership, continuous improvement, and results.

Conduct regular one-on-ones, call reviews, field ride-alongs, and pipeline inspections to assess performance and provide actionable coaching for both inside and outside reps.

Set clear individual performance goals, track progress against KPIs, and conduct structured performance reviews.

Recruit, onboard, and ramp new inside and outside sales talent in alignment with team capacity and growth targets.

Build a bench of future leaders within the sales organization.

Revenue Ownership & Pipeline Management

Own and deliver the combined World Emblem and Hero's Pride North America sales revenue targets; drive team performance against monthly, quarterly, and annual goals across both brands.

Manage and grow a pipeline spanning law enforcement, military, public safety, workwear, fashion, and other verticals where quick-turn decoration drives value.

Ensure CRM (HubSpot) accuracy and adoption across the full sales team, including pipeline stages, activity logging, next steps, deal probability, and revenue forecasting.

Monitor pipeline health metrics including coverage ratios, velocity, aging deals, and conversion rates for both inside and outside sales; use data to coach and course-correct.

Provide daily sales progress updates to leadership through Tier 0 and Tier 1 reviews.

Drive revenue initiatives and develop creative strategies to grow sales volume, expand wallet share, and win new customers across both brands.

Lead the outside sales team in targeting, prospecting, and closing new accounts across assigned territories and verticals in North America.

Stay current on market trends, buyer behavior, competitive positioning, and emerging needs across all target verticals.

Sales Systems, Process & Lean Methodology

Design and enforce standard work for prospecting, pipeline management, outbound activity, discovery, value positioning, and closing applicable to both inside and outside sales motions.

Implement the World Emblem Lean methodology across the sales team, including writing standard works, identifying abnormalities within the system, and leading structured problem-solving activities.

Manage a disciplined sales cadence across inside and outside reps to ensure consistent activity, follow-up, and pipeline generation.

Ensure all sales activity aligns with brand standards, pricing policies, and Company guidelines for both World Emblem and Hero's Pride.

Partner closely with Marketing, Product, Brand, Operations, and Customer Experience across both brands to ensure aligned messaging, smooth customer onboarding, and strong field feedback loops.

Collaborate with Product & Merchandising on assortment decisions, new product launches, and customer-specific needs across all target verticals.

Collect and report competitive intelligence and market trends from both inside and outside teams to support strategic decision-making.

Represent the voice of the customer and the field sales organization in cross-functional leadership discussions

710+ years of B2B sales experience, with at least 35 years in a senior sales management role overseeing both inside and outside sales teams.

Proven success building and scaling sales teams across multiple verticals and channels in a fast-paced, growth-oriented environment.

Experience selling into workwear, fashion, corporate, or other B2B markets requiring customized or decorated product solutions is a plus.

Demonstrated ability to build repeatable sales systems, standard work, and accountability structures that drive consistent team performance.

Strong command of pipeline management, CRM tools (HubSpot), KPI-driven coaching, and revenue forecasting across both inside and outside sales motions.

Understanding of multi-channel buying behavior including direct, distributor, cooperative contract, and GSA/government procurement vehicles.

Experience in uniforms, apparel, emblems, patches, insignia, decorated merchandise, or branded products preferred.

Willingness to travel approximately 3040% for field visits, trade shows, customer meetings, and outside rep ride-alongs across North America.

Strong executive presence with customers, agency stakeholders, distributor partners, and internal leadership.

Advanced Excel and analytical skills; ability to build, interpret, and present sales performance reports.

Bilingual in English and Spanish preferred (reading, writing, and speaking).

Senior Sales Leader proven builder and operator of high-performance inside and outside sales teams across multiple verticals and channels

Market Expert working knowledge of LEO, military, workwear, fashion, and adjacent B2B markets; Coach First develops, motivates, and holds both inside and outside sales professionals accountable to individual revenue targets

Builder Mindset designs repeatable sales systems, standard work, and outbound cadences that scale performance across a distributed team

Data-Driven manages pipeline coverage, conversion rates, and revenue forecasts with discipline and precision across both brands

High Accountability sets clear performance standards, enforces KPIs, and drives consistent execution without losing the team

Hands-On Leader comfortable riding with outside reps, coaching inside reps on calls, and managing performance at a strategic level

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