SALES MANAGER - Building Components

About Us

Culpeper of Leola and Stauffer Components manufacture pressure-treated lumber and structural building components for customers throughout the Mid-Atlantic region and beyond. We work closely with our customers to provide the right product at the right time and believe that responsive service, technical knowledge, and reliable execution are essential to building lasting relationships.

We are seeking an experienced Sales Manager to lead, develop, and strengthen our building-components sales team while personally managing a portfolio of important company accounts.

Position Summary

The Sales Manager is a hands-on leadership position responsible for coaching and developing the sales team, establishing clear expectations, strengthening sales discipline, and driving profitable revenue growth.

This is also a producing sales role. The Sales Manager will directly manage selected house and strategic accounts that provide an important baseline of recurring business. Some of these accounts may operate at lower margins than targeted growth accounts, making disciplined pricing, service, capacity coordination, and account management especially important.

The successful candidate will understand both the details and the broader business picture. This person must be able to challenge the sales team to pursue new opportunities while also working effectively with estimating, design, production, purchasing, delivery, accounting, and management to ensure that customer commitments are realistic and successfully executed.

Essential Duties and Responsibilities

Sales Leadership and Team Development

• Lead, coach, mentor, and motivate the sales team to achieve company revenue, margin, activity, and customer-development goals.
• Establish clear individual and team expectations for prospecting, customer visits, quoting activity, pipeline development, forecasting, and follow-up.
• Conduct regular individual coaching sessions, pipeline reviews, and sales-team meetings.
• Accompany sales representatives on customer visits, prospect calls, and job site visits to provide coaching and help advance important opportunities.
• Help salespeople develop account plans, call strategies, negotiation skills, product knowledge, and stronger customer relationships.
• Promote accountability by consistently reviewing commitments, results, lost opportunities, and next steps.
• Identify training needs and coordinate development in product knowledge, plan reading, selling skills, pricing, negotiation, and market awareness.
• Support the recruitment, onboarding, and development of new sales employees when needed.
• Encourage collaboration and shared accountability rather than isolated territory or account ownership.

House and Strategic Account Management

• Personally manage an assigned portfolio of house, strategic, and other key accounts.
• Maintain dependable baseline business from accounts that are important to production volume, capacity utilization, customer relationships, or the company’s market position.
• Develop account plans that balance revenue, margin, service requirements, credit exposure, production capacity, and long-term business value.
• Maintain regular contact with customers and develop relationships with decisionmakers, purchasing personnel, estimators, project managers, and other key stakeholders.
• Identify opportunities to expand product penetration and increase the company’s share of customer purchases.
• Lead pricing, quoting, negotiation, and issue resolution for assigned accounts.
• Monitor lower-margin accounts closely to confirm that pricing, freight, service demands, payment terms, and operational requirements remain acceptable.
• Address service problems promptly while protecting the company from unreasonable commitments or unprofitable practices.
• Develop succession and coverage plans so that critical customer relationships are supported by more than one company representative.

Business Development

• Develop and execute sales plans for targeted customers, territories, products, and market segments.
• Maintain an active role in prospecting and acquiring new customers.
• Identify opportunities with builders, lumber dealers, contractors, developers, and other potential purchasers of structural building components.
• Visit customers, prospects, projects, and job sites as necessary.
• Research lost and inactive accounts and develop practical plans to recover appropriate business.
• Monitor market conditions, competitor activity, pricing trends, construction activity, code changes, and emerging customer needs.
• Represent the company at industry events, customer meetings, and relevant trade functions.
• Evaluate opportunities based on revenue potential, margin, production fit, credit quality, service requirements, and long-term value.

Sales Planning and Performance Management

• Establish and maintain an accurate sales pipeline and forecast.
• Track sales activity, quote volume, hit rate, new opportunities, lost business, revenue, margin, and account performance.
• Use measurable information to identify gaps, coach the team, and adjust sales priorities.
• Review lost quotes and lost customers to understand whether the cause involved pricing, lead time, service, product availability, relationships, or other factors.
• Recommend pricing and account strategies that support both market competitiveness and responsible margin management.
• Provide management with regular, concise updates on pipeline status, forecasts, customer risks, competitive activity, and sales priorities.
• Help translate company revenue and profitability objectives into clear expectations for the sales team.

Customer and Order Management

• Ensure the sales team manages the complete customer process, including opportunity development, plan review, estimating coordination, quoting, order entry, scheduling, delivery, and issue resolution.
• Work closely with estimating, design, purchasing, production, traffic, accounting, and management to align customer expectations with available capacity and realistic delivery schedules.
• Escalate potential scheduling, pricing, credit, quality, or service issues before they become significant customer problems.
• Help resolve complex or sensitive customer issues while maintaining strong working relationships.
• Ensure customer requirements and commitments are documented accurately and communicated to the appropriate internal departments.
• Monitor accounts receivable for the assigned customer base and assist with collection or dispute resolution when necessary.
• Maintain current knowledge of the company’s products, manufacturing capabilities, lead times, and service limitations.

Qualifications

• At least five years of successful sales experience, preferably in structural building components, lumber, building materials, residential construction, or a closely related industry.
• Previous experience leading, coaching, or developing salespeople.
• Demonstrated ability to manage important customer accounts while leading a sales team.
• Working knowledge of roof trusses, floor trusses, wall panels, engineered wood products, lumber, or related building products is strongly preferred.
• Ability to read construction plans and blueprints or demonstrated ability and willingness to learn.
• Understanding of quoting, pricing, gross margin, freight, credit, production capacity, and customer profitability.
• Experience developing sales forecasts, account plans, activity expectations, and measurable performance goals.
• Strong working knowledge of Microsoft Office and customer, quoting, or sales-management systems.
• Ability to travel regularly throughout the company’s market area.
• Valid driver’s license and acceptable driving record.

Skills and Attributes

• Hands-on leadership and coaching ability
• Positive, practical, and accountable management style
• Ability to motivate people while maintaining clear expectations
• Strong relationship-building and customer-service skills
• Commercial judgment and margin awareness
• Negotiation and conflict-resolution skills
• Active listening and clear communication
• Planning, organization, and time management
• Critical thinking and complex problem-solving
• Ability to balance customer needs with operational realities
• Attention to detail without losing sight of broader business objectives
• Self-motivation and willingness to personally pursue business
• Ability to make timely decisions and follow through on commitments

What Success Looks Like

The successful Sales Manager will:

• Create a consistent rhythm of coaching, pipeline review, prospecting, and follow-up.
• Improve accountability and execution across the sales team.
• Maintain and strengthen the company’s critical house accounts.
• Generate a dependable baseline of business while pursuing better-margin growth opportunities.
• Improve forecast visibility and communication between sales and operations.
• Reduce preventable surprises involving pricing, scheduling, delivery, credit, and customer expectations.
• Build a sales culture focused on teamwork, customer service, profitable growth, and measurable results.

Schedule

• Monday through Thursday: 7:30 a.m. to 4:30 p.m.
• Friday: 7:30 a.m. to 2:00 p.m.
• Additional time and travel may be required based on customer and business needs.

Benefits

• Medical, dental, vision, and life insurance
• Aflac
• Short-term and long-term disability
• Paid time off
• Paid holidays
• Matching 401(k) & Profit Sharing

Job Type: Full-time

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Employee discount
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Referral program
• Tuition reimbursement
• Vision insurance

Education:

• Bachelor's (Required)

Experience:

• Sales Manager: 3 years (Required)

Language:

• English (Required)

Ability to Commute:

• Leola, PA 17540 (Required)

Work Location: Hybrid remote in Leola, PA 17540