Sales Manager

Summary

The Sales Manager is responsible for leading Waytek’s Account Management team (Farmers) and building the new Business Development team (Hunters) to drive growth across Tier 1 and Tier 2 accounts. This role combines strategic sales leadership, team development, and hands-on customer engagement. The Sales Manager will create and execute sales strategies, mentor account managers, establish a business development playbook, and ensure Waytek expands its managed account base by aggressively identifying, nurturing, and converting high-potential customers.

Essential Functions

Sales Strategy & Leadership

• Partner with the CRO to define and execute sales strategies for account management and new business development.
• Establish goals, KPIs, and reporting processes for both Account Managers and Business Development Specialists.
• Provide regular feedback to leadership on customer trends, competitive insights, and performance outcomes.

Account Management Team Leadership (Farmers)

• Lead and mentor a team of Account Managers (currently 3 Account Managers 1 Lead Account Manager).
• Ensure the team builds trusted, long-term relationships with key customers.
• Guide account planning and execution to grow revenue through upselling, cross-selling, and share-of-wallet expansion.
• Utilize daily huddles to review activities, pipeline opportunities, voice-of-customer insights, and team alignment.
• Serve as a point of escalation for Tier 1 2 customer issues, ensuring timely resolution and high satisfaction.

Business Development Team Leadership (Hunters)

• Build and lead a new Business Development team (starting with 1 BDS).
• Create and refine the Business Development playbook, including lead scoring, outreach strategies, qualification processes, and follow-up standards.
• Oversee the identification and pursuit of high-potential customers from ecommerce orders, trade show leads, and other inbound sources.
• Ensure Business Development Specialists proactively engage prospects, assess needs, and clearly communicate Waytek’s value proposition.
• Drive the goal of doubling the number of managed accounts through effective vetting, nurturing, and conversion.

Collaboration & Cross-Functional Alignment

• Partner with Marketing on lead generation programs, on-line quotes, catalog initiatives, and trade show activities.
• Coordinate with Customer Service on large-quote follow-up processes to maximize win rates.
• Work with Operations and Finance to ensure account strategies align with company profitability goals.
• Engage with the Sales, Inventory and Operations Planning function providing customer based insights to optimize inventory levels

Operational & Analytical Excellence

• Drive adoption and proper usage of Waytek’s ERP (Proton) and CRM systems, with a focus on maximizing Pronto AI functionality.
• Maintain accurate customer and sales activity records to enable visibility and data-driven decision making.
• Regularly analyze performance metrics and adjust strategies to ensure continuous improvement.

Experience & Qualifications

• Bachelor’s degree in Business, Sales, Marketing, or related field preferred; equivalent experience considered.
• 7 years of B2B sales or account management experience, with at least 3 years in a leadership role.
• Demonstrated success managing high-value accounts and driving new business development.
• Strong ability to coach, mentor, and inspire sales professionals with varying levels of experience.
• Proven track record of creating and implementing sales processes, playbooks, and performance measurement systems.
• Excellent communication and interpersonal skills, with the ability to build trust across all organizational levels.
• Strong organizational skills with the ability to manage multiple priorities and teams simultaneously.
• Analytical mindset with experience using CRM/ERP systems, KPI reporting, and performance dashboards.
• Knowledge of electrical components, manufacturing, automotive, transportation, or related industries is preferred.

Work Environment

Work is generally confined to a standard office and work at home environments. Trade show attendance and customer face to face visits occur 3-5 times per year.

Physical Demands

• No unusual physical demands are associated with this position.
• Spends 80% of the time typing or talking while sitting/standing.
• Occasionally, carries, pulls, or pushes 2 – 6 pounds. Infrequently lifts, carries, pulls, or pushes up to 20 lbs.
• Infrequently stoops, kneels, balances, reaches, crawls and crouches while performing office or work duties.
• Verbal and auditory capacity enabling interpersonal communication through automated devices, such as telephones, radios, etc.
• Constant use of eye, hand and finger coordination enabling the use of automated office machinery or equipment.
• Visual capacity enabling constant use of computer or other work-related equipment.