National Sales Manager

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Job Purpose: The National Sales Manager will develop and execute effective sales strategies with Direct Factory Sales and Manufacturers’ Representatives to build and maintain sales opportunities, expand market share, and support distribution management, Product Development, and training. This role is a key ambassador of Fullerton Tool Company across North America.

Essential Responsibilities:

Revenue, Market Growth & Strategic Leadership

• Drive revenue growth and expand market share across all North American regions.
• Analyze sales data, changing trends, and competitive activity to develop strategies for improvement and growth.
• Proactively research competitors, identify industry shifts, provide market data and make informed updates to sales strategies to maintain Fullerton’s competitive edge.
• Collaborate and contribute to the annual sales budget and forecasts aligned with company growth plans.
• Lead by example in planning, prospecting, initiating, managing, and closing sales opportunities—both new and existing.
• Utilize data-driven tools such as CRM analytics, data analysis dashboards, and Power BI to guide strategic decision-making.
• Support field teams in articulating “The Fullerton Story” with compelling customer success and end-user examples.
  
  
  

Customer, Channel Strategic Partners (CSP’s), Distributor & Quoting Team Relationships

• Manage and develop key customer relationships, including national accounts.
• Strengthening partnerships with CSPs and distributors to drive sustainable growth.
• Collaborate closely with the Quoting Team, Customer Service, Engineering and operational departments to ensure customer needs are met.
• Provide guidance and support through field visits, observations, and measurement of results.
• Coordinate quarterly travel to Mexico and Canada to support distributors, customers, and regional team members.
  
  
  

Technical & Product Development Collaboration

• Bring strong technical understanding of cutting tools, machining processes, and industrial distribution to customer and product conversations.
• Work closely with Product Development to communicate customer needs and market data requirements.
• Provide technical input, VOC data, and field-based insights to support product innovation and continuous improvement.
• Organize and direct the activities of the Applications Specialist to deliver cost-saving and performance-improving solutions to key customers.
  
  
  

Sales Team Leadership & Operational Excellence

• Provide leadership through effective communication of vision, active coaching, and performance management.
• Collaborate with HR to recruit, hire, orient, train, and retain an informed and versatile sales team and manufacturer reps.
• Manage multiple team members, projects, and priorities effectively.
• Develop, maintain, update, and reinforce the Fullerton Sales Process.
• Oversee the FAST Academy Training Program for the sales team.
• Review and approve travel schedules and expenses to ensure cost-effective and policy-aligned travel.
• Balance field travel and office-based leadership responsibilities approximately 50/50 to maintain oversight, execution, and customer engagement.
  
  
  

Qualifications/Education/Skills:

• Bachelor’s Degree or equivalent preferred.
• High level of integrity and commitment to Fullerton Tool Company’s VISION and CORE VALUES.
• Minimum of 5 years’ experience in the cutting tool industry (technical skills required).
• Minimum of 3–5 years managing direct sales teams and/or manufacturer representatives.
• Proven track record of meeting or exceeding sales targets and driving revenue and market share growth.
• Strong understanding of machining processes, industrial distribution, and cutting tool applications.
• Proficient with Microsoft Office; experience with CRM systems and reporting dashboards; Power BI proficiency preferred.
• Excellent communication skills, both verbal and written.
• Strong analytical skills, including data interpretation and strategic planning.
• Demonstrated ability to balance travel with team management responsibilities.
• Clean driving record and ability to travel by plane domestically and throughout North America.
  
  
  

Working Conditions

• Approximately 50–60% management/office-based (Saginaw facilities or remote) and 40–50% travel.
• Domestic travel for key accounts, trade shows, and regional sales activity.
• Four required trips per year (quarterly) to Mexico and Canada.
• Overnight travel required for customer visits, conferences, and team meetings.
• Responsible for oversight of Sales Team travel and expense reports.
• Minimum of 25% presence at Saginaw facilities.
• Working with sharp cutting tools. Exposure to noise, grinding oil/coolant.
  
  
  

Physical Requirements

Regularly required to drive and sit or travel by air for long periods. Ability to lift up to 50 lbs.

• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.