What are the responsibilities and job description for the National Sales Manager position at Natoli Engineering Company, Inc.?
Position Summary
The Domestic Sales Manager owns revenue growth across the U.S., Canada and Puerto Rico for Natoli's full range of products and services. You will lead a team of 8–10 regional sales representatives, set the domestic sales strategy and the tactics to execute it, and hold the team accountable to clear KPIs.
The role sits at the center of the customer journey. You will align campaigns and lead flow with Marketing, keep orders and customer commitments on track with Customer Experience (CX), and work with Production Planning so quoted lead times match what the shop floor can deliver.
[embed: node/2a20d599-5b03]
The manager is the single point where field demand meets marketing, order execution and shop capacity.
Key Responsibilities
Sales strategy and planning
Qualifications
Required
Working conditions
Natoli Engineering Company, Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status or any other characteristic protected by law.
The Domestic Sales Manager owns revenue growth across the U.S., Canada and Puerto Rico for Natoli's full range of products and services. You will lead a team of 8–10 regional sales representatives, set the domestic sales strategy and the tactics to execute it, and hold the team accountable to clear KPIs.
The role sits at the center of the customer journey. You will align campaigns and lead flow with Marketing, keep orders and customer commitments on track with Customer Experience (CX), and work with Production Planning so quoted lead times match what the shop floor can deliver.
[embed: node/2a20d599-5b03]
The manager is the single point where field demand meets marketing, order execution and shop capacity.
Key Responsibilities
Sales strategy and planning
- Build and own the annual domestic sales plan: revenue and margin targets by region, product line (tooling, presses, replacement parts, encapsulation, services) and key account.
- Design territories, account segmentation and the coverage model; rebalance as the business grows.
- Identify growth plays: new logos, CDMOs and contract manufacturers, nutritional and confectionery segments, and cross-selling presses, turrets and services into tooling customers.
- Deliver an accurate monthly and quarterly bookings forecast and present pipeline, wins and risks to leadership.
- Uphold pricing, quoting and discount discipline in partnership with leadership.
- Recruit, onboard, coach and develop 8–10 regional sales representatives through weekly 1:1s, field ride-alongs and deal reviews.
- Set individual quotas, activity standards and development goals; run quarterly performance reviews and address underperformance promptly.
- Run weekly team meetings and pipeline reviews; drive a consistent, repeatable sales process.
- Keep the team technically sharp on tablet compression, tooling design and press applications, using Natoli's training resources.
- Recommend incentive and commission plans that reward the right behaviors.
- Define the team's KPI scorecard and review it weekly with each rep and monthly with leadership.
- Own CRM adoption and data quality: every account, contact, opportunity and quote logged and current.
- Use pipeline, win/loss and account data to decide where the team spends its time.
- Co-plan campaigns, product launches and trade-show presence with Marketing so they map to sales priorities by region and segment.
- Agree lead definitions, routing and follow-up SLAs; report back on lead quality and conversion.
- Feed customer insight, competitive intelligence and content needs to Marketing.
- Ensure clean quote-to-order handoffs: complete, accurate orders with correct specs, pricing and terms.
- Partner with CX on order status, expediting and escalations so customers hear one consistent message.
- Review customer issues, returns and satisfaction trends with CX and fix root causes on the sales side.
- Provide demand forecasts and large-deal visibility early so Production Planning can schedule capacity.
- Align quoted lead times with actual shop capacity; agree how rush and priority orders are handled.
- Track manufacturing progress on key orders and keep reps and customers informed.
- Participate in regular sales and operations planning (S&OP) reviews.
- Personally lead or support strategic accounts and major negotiations; build executive-level relationships.
- Bring the voice of the customer to Engineering and leadership to shape products and services.
Qualifications
Required
- Bachelor's degree in business, engineering or a related field, or equivalent experience.
- 7 years of B2B sales in capital equipment, precision components or industrial manufacturing, including 3 years leading a field or regional sales team.
- Proven record of hitting team revenue targets and growing key accounts.
- Experience building sales plans, territory models, forecasts and KPI scorecards.
- Comfort selling technical, made-to-order products where specifications, lead times and engineering input drive the deal.
- Track record of working closely with marketing, customer service and operations teams.
- Hands-on CRM proficiency (e.g., Salesforce, HubSpot or Microsoft Dynamics) and strong Excel skills.
- Clear, confident communicator with customers, reps and senior leadership.
- Valid driver's license, a passport (or ability to obtain one) for travel to Canada, and ability to travel 20–30%.
- Experience selling into pharmaceutical, nutraceutical, confectionery or other regulated manufacturing (GMP) environments, including accounts in Canada or Puerto Rico.
- Knowledge of tablet compression, solid-dose processing, tooling or packaging equipment.
- Familiarity with major ERP systems; hands-on experience with Microsoft Dynamics GP (Great Plains), SYSPRO or Microsoft Dynamics 365 Business Central is a plus, as is exposure to a formal S&OP process.
- Experience designing sales incentive plans and building a team through hiring.
- MBA or formal sales-leadership training.
- Leads by coaching: develops reps rather than doing their deals for them.
- Data-driven: runs the business on pipeline, forecast and KPI data.
- Customer-first: keeps commitments and solves problems across functions.
- Collaborative: builds trust with Marketing, CX and Production Planning.
- Technically curious: learns the product deeply enough to sell value, not price.
Working conditions
- Mostly on-site at Natoli headquarters in Saint Charles, Missouri, with regular time on the manufacturing floor (safety PPE required in production areas).
- Travel of 20–30% across the U.S., Canada and Puerto Rico, including overnight trips for field rides, key-account visits and industry trade shows.
- Occasional early or late calls to support customers across U.S., Canadian and Puerto Rican time zones.
Natoli Engineering Company, Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status or any other characteristic protected by law.