Sales Manager

SummaryThe Sales Manager is responsible for developing and executing sales strategies to drive revenue growth, expand market share, and strengthen customer relationships for Lutco's product lines, including bearings, metal stampings, machined components, and assembled products. This position will lead business development efforts, manage key customer accounts, identify new market opportunities, and collaborate with Operations, Engineering, Quality, and Customer Service to ensure customer satisfaction and profitable growth.Essential Duties and ResponsibilitiesSales and Business Development

• Identify and pursue new business opportunities within existing and emerging markets.
• Generate and qualify leads through prospecting, networking, trade shows, industry contacts, and customer referrals.
• Expand sales within current customer accounts while developing new customer relationships.
• Conduct customer visits and presentations to promote Lutco products and capabilities.
• Prepare and negotiate pricing proposals, quotations, and contracts.
• Manage field force of independent reps.

Customer Relationship Management

• Maintain strong relationships with key customers and strategic accounts.
• Serve as the primary point of contact for major customer concerns and opportunities.
• Collaborate with Customer Service and Operations to ensure timely resolution of customer issues.
• Conduct regular customer reviews and business development meetings.

Strategic Planning

• Assist in developing annual sales forecasts and budgets.
• Establish sales goals and performance metrics.
• Evaluate market opportunities and recommend strategic initiatives.

Cross-Functional Collaboration

• Work closely with Engineering regarding new product opportunities and customer requirements.
• Collaborate with Operations to ensure capacity aligns with customer demand.
• Coordinate with Quality on customer quality concerns and corrective actions.
• Support product launches and continuous improvement initiatives.

Reporting and Analysis

• Track sales performance against established goals.
• Maintain accurate customer and opportunity records within company systems.
• Prepare monthly sales reports and forecasts as needed.

QualificationsEducation

• Bachelor's Degree in Business, Marketing, Engineering, or a related field preferred.
• Equivalent combination of education and experience may be considered.

Experience

• Minimum of 10 years of industrial manufacturing sales experience.
• Experience selling bearings, machined components, metal stampings, industrial components, or related products preferred.
• Proven track record of business development and revenue growth.
• Experience working with OEM and industrial customers.
• Manage field force of independent reps.

Skills and Competencies

• Strong leadership and relationship-building skills.
• Excellent verbal and written communication skills.
• Strong negotiation and presentation abilities.
• Strategic planning and problem-solving skills.
• Ability to read and interpret engineering drawings and specifications.
• Proficiency with Microsoft Office applications.
• Experience with ERP and CRM systems preferred.

Physical Requirements

• Ability to travel by automobile and airplane as necessary.
• Ability to attend customer meetings, trade shows, and industry events.
• Ability to occasionally tour manufacturing facilities and customer locations.

Travel Requirements

• Approximately 25% to 50% travel, depending on business needs.

Performance Expectations

The Sales Manager will be expected to:

• Achieve annual sales growth targets established by management.
• Develop new customer relationships and business opportunities.
• Increase sales within existing accounts.
• Maintain customer satisfaction and retention.
• Improve profitability through strategic pricing and account management.
• Provide accurate sales forecasts and reporting.
• Support Lutco's long-term growth and succession planning objectives.

About Lutco, Inc.

Family-Owned, American Made

Lutco, Inc. is a global supplier of quality semi-precision bearings, metal stampings, machined parts, and housed bearing assemblies with leading positions within its markets. We serve a diverse customer base in major industrial markets, including Farm Machinery, Office Equipment, Material Handling, Trucking, Industrial Equipment, Air Cargo, and Recreational Vehicles.

Equal Employment Opportunity

Lutco, Inc. is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, religion, sex, age, national origin, disability, veteran status, sexual orientation, gender identity, or any other status protected by applicable law.

Performance Expectations and Key Performance Indicators (KPIs)

The Sales Manager will be responsible for achieving measurable business development and sales objectives that support Lutco's strategic growth initiatives. Performance will be evaluated based on the following key metrics:

Annual Sales Growth

• Achieve annual sales growth targets established by management.
• Develop strategies to increase revenue within existing accounts and through new customer acquisition.
• Support the diversification of Lutco's customer base and markets served.

New Account Acquisition

• Secure a minimum of 3–5 new customer accounts annually, subject to market conditions and company objectives.
• Develop and maintain an active pipeline of qualified sales opportunities.
• Target OEMs, distributors, and industrial manufacturers that align with Lutco's capabilities and growth strategy.

Quoting Activity

• Generate and track customer quotations on a consistent basis.
• Maintain an active quoting pipeline sufficient to support annual sales growth objectives.
• Monitor quote-to-order conversion rates and identify opportunities for improvement.
• Collaborate with Engineering, Operations, and Customer Service to ensure timely and accurate quotation responses.

Customer Visits and Business Development Activity

• Conduct a minimum of 4–6 customer or prospect visits per month.
• Maintain regular contact with key customer accounts.
• Participate in industry trade shows, networking events, and customer meetings as appropriate.
• Provide documented reports summarizing customer visits, opportunities, concerns, and action items.

Gross Margin Improvement

• Support company profitability objectives through strategic pricing and account management.
• Work with management to improve gross margins while maintaining customer satisfaction and competitiveness.
• Evaluate product mix, pricing strategies, and market opportunities to maximize profitability.
• Monitor sales performance by customer, product line, and market segment.

Forecasting and Reporting

• Provide accurate monthly sales forecasts.
• Maintain current opportunity tracking and pipeline reporting.
• Submit monthly reports summarizing:
• Sales activity
• New business opportunities
• Quoting activity
• Customer visits
• Revenue performance
• Market trends
• Competitive activity

Strategic Growth Initiatives

• Identify opportunities for expansion into new markets and industries.
• Assist management in developing long-term growth strategies.
• Support succession planning and customer continuity initiatives.
• Develop relationships with key decision-makers within target organizations.

Overall Performance Expectations

Success in this position will be measured by the Sales Manager's ability to:

• Increase annual revenue.
• Improve gross profit margins.
• Acquire new customers.
• Retain and grow existing accounts.
• Generate a robust sales pipeline.
• Strengthen customer relationships.
• Support Lutco's long-term strategic growth objectives.

Pay: $150,000.00 - $180,000.00 per year

Work Location: Hybrid remote in Worcester, MA 01610

Salary : $150,000 - $180,000