Company Summary
Our client is a privately held, family-owned manufacturer of capital equipment used in metal fabrication and industrial manufacturing operations, serving OEMs, contract manufacturers, and fabrication companies across a range of industrial and construction-related markets throughout North America. The Company has built a long-standing reputation in its industry over several decades, manufacturing its equipment domestically. It remains independently and family owned, offering a stable, long-term-oriented culture for both employees and channel partners.
Job Summary
The National Sales Manager is responsible for leading and executing the Company's sales strategy, driving revenue growth through direct sales, distributor development, strategic account management, and market expansion across North America. This role leads a small internal sales team while partnering closely with marketing, engineering, service, and production/operations to deliver a strong customer experience and support the Company's continued shift toward a more direct, field-based sales model in key growth regions.
This is a highly visible, hands-on leadership role reporting to senior executive leadership. Our client is seeking an experienced sales leader who brings established industry credibility and requires minimal ramp-up time, and who will travel regularly to meet with major customers and represent the Company at industry events.
Responsibilities
Sales Leadership & Strategy
- Develop and execute annual sales plans, forecasts, budgets, and performance metrics that support company revenue and profitability objectives.
- Identify opportunities for market expansion and new product introductions, and help lead the Company's continued transition from a distributor-led to a more direct sales model in key growth markets.
- Analyze competitive market conditions and recommend strategic responses.
Team Leadership
- Recruit, train, mentor, and manage a small inside sales team along with one field-based outside sales representative, with the expectation of growing outside sales coverage over time.
- Establish territory plans and sales objectives; conduct regular coaching and performance reviews.
- Lead or participate in a weekly cross-functional operations meeting, reporting on near-term sales activity and coordinating delivery timing with plant and production leadership.
Business Development
- Cultivate relationships with key accounts, OEMs, distributors, and fabrication companies; lead efforts to expand direct sales presence in target growth regions.
- Manage major customer negotiations and strategic accounts, including in-person visits to support significant capital equipment decisions.
- Support and maintain relationships with the Company's existing regional distributor network while helping lead a gradual, multi-year transition toward greater direct coverage.
Customer Relationship Management
- Respond promptly to inbound sales leads (generated primarily through the Company's website and phone inquiries, supplemented by CRM-sourced leads) with direct outreach and formal quoting.
- Partner with the service department on repair-versus-replace conversations for existing customers' installed equipment.
- Ensure timely resolution of customer concerns in coordination with service and technical support teams.
Marketing & Industry Presence
- Represent the Company at several major industry trade shows and events each year, coordinating logistics, staffing, equipment selection, and live demonstrations.
- Partner with marketing on campaigns, lead generation, and product launch strategies.
Sales Operations
- Manage sales forecasts, pipeline, and CRM activity and reporting.
- Coordinate closely with production and operations to align sales commitments and delivery timing with manufacturing capacity and lead times.
- Support pricing strategy and margin management.
Requirements
- Bachelor's degree, or an equivalent combination of education and directly relevant industry experience.
- 7 years of progressive sales experience specifically within the metal fabrication or machine tool equipment industry
- At least 1 year of sales leadership or management experience.
- Demonstrated success selling machine tool or fabrication equipment, including engineered or custom-configured solutions.
- Ability and willingness to travel to customers approximately 20–25% of the time (roughly 3–5 overnight trips per month), primarily within the eastern half of the United States.
- Willingness to be based near, or able to travel regularly to, the Company's headquarters one on-site visit per month.
Preferred Requirements
- 3 years of sales leadership or management experience.
- Experience managing national (rather than purely regional) sales territories.
- Experience working with distributor or dealer networks.
- Familiarity with construction, industrial, or specialty fabrication end markets.
- Willingness to relocate to the headquarters region.
- CRM proficiency (experience with HubSpot a plus) and sales analytics capability.
- Strong financial acumen, including experience managing budgets and forecasts.
Compensation & Benefits
Compensation
- Base Salary: $120,000 to $170,000
- Performance Bonus: 20% to 50% of base salary.
- Total Target Compensation: $150,000 to $250,000 .
Benefits
- Company credit card for business and travel expenses.
- Vehicle allowance available; a company vehicle may also be considered depending on candidate needs.
- Health, dental, and vision insurance.
- 401(k) with company match.
- Paid vacation and holidays.
- Cell phone and laptop provided.
- Professional development opportunities.
Location
This position is based near (or requires regular travel to) Loves Park, Illinois. Candidates located in or near the headquarters region are preferred; well-qualified candidates based elsewhere in the central or eastern United States will also be considered, provided they are able to travel to headquarters approximately once per month. Relocation to the headquarters region is preferred but not required for the right candidate.
Salary : $120,000 - $170,000
