Sales Manager

Company Overview

We are partnering with a rapidly growing B2B commercial services organization in the Atlanta metro area to identify a Sales Manager. The business provides a broad range of solutions supporting commercial and industrial customers, combining project-based capabilities with an expanding portfolio of ongoing service and maintenance offerings.
The company has experienced significant growth and continues to invest in the people, leadership, technology and commercial infrastructure needed to support its next stage. The operating environment is highly collaborative and entrepreneurial, giving leaders significant visibility, access to senior leadership and the ability to influence the business directly.
Culture is a meaningful differentiator. The organization is intentionally people-focused, with a strong commitment to leadership development and a culture centered around accountability, drive, humility, integrity and taking care of people.
As part of the company’s continued evolution, an accomplished senior commercial leader was recently brought into the organization to transform and scale the sales function. The Sales Manager will be a key addition to the team and will have the opportunity to help shape how the sales organization operates, develops talent and supports the company’s continued growth.
The opportunity is particularly well suited for a proven B2B sales leader who enjoys developing people, building structure and improving how a sales organization performs. As the organization continues to evolve, there is meaningful opportunity for the scope and responsibility of this position to grow as well.

What You Will Be Doing

As the Sales Manager, you will lead and develop an existing team of approximately 10 sales professionals while partnering closely with senior commercial leadership to build a more scalable, disciplined and high-performing sales organization.
The immediate focus will be strengthening the fundamentals of sales leadership: coaching, one-on-ones, role plays, opportunity development, pipeline management, CRM adoption, KPI visibility and accountability. You will help create greater consistency in how the team sells while giving individual sales professionals the coaching and support needed to improve performance.
This is also an opportunity to help build. The sales organization is evolving, and this leader will have meaningful input into the sales processes, tools, reporting, training and operating cadence that support the future organization.
The initial team is primarily focused on commercial service and maintenance opportunities, with the broader strategy moving toward a more unified approach that enables sales professionals to represent the company’s full range of capabilities and develop deeper customer relationships.
Success will require someone who can balance people leadership with process and data—a leader who enjoys coaching in the field and developing talent but is equally comfortable using CRM, pipeline metrics and conversion data to understand performance and identify opportunities for improvement.

Major Tasks, Responsibilities, and Key Accountabilities

Sales Team Leadership & Development

• Lead, coach and develop a team of sales professionals.
• Establish a consistent cadence of one-on-one coaching, team meetings, pipeline reviews and sales-development activities.
• Conduct role plays and provide practical coaching around prospecting, discovery, opportunity development, presentations, negotiations and closing.
• Develop individual sales professionals based on strengths, performance gaps and career goals.
• Build trust and accountability across the team while establishing clear expectations for performance.
• Identify skill and training gaps and proactively develop solutions to improve team effectiveness.
• Support onboarding and development of new sales professionals as the organization grows.
• Help create a culture of continuous improvement, collaboration and shared accountability.

Sales Process & Performance Management

• Partner with senior commercial leadership to develop and continuously improve the company’s sales process.
• Establish clear expectations around sales activities, pipeline development, opportunity progression and conversion.
• Develop and monitor meaningful KPIs that provide visibility into individual and team performance.
• Use activity, pipeline and conversion data to identify coaching opportunities and performance gaps.
• Help increase the volume and quality of customer meetings, qualified opportunities and opportunities progressing from proposal through approval.
• Improve consistency in forecasting, pipeline visibility and sales execution.
• Translate broader sales strategy into practical day-to-day execution for the team.

CRM, Technology & Sales Infrastructure

• Drive consistent CRM adoption and ensure sales activities, opportunities and customer interactions are accurately captured.
• Use CRM data to manage pipeline, understand activity levels, identify trends and improve decision-making.
• Partner with senior leadership as the organization continues to evaluate and improve its sales technology and CRM tools.
• Help develop reporting, dashboards and management tools that provide greater visibility into sales performance.
• Establish processes and operating disciplines that can scale as the organization grows.
• Champion technology adoption and help the sales team understand how tools and data can improve effectiveness.

Growth & Customer Development

• Support the team in identifying, developing and advancing new B2B customer opportunities.
• Coach sales professionals on building deeper relationships with existing and prospective commercial customers.
• Help the team better understand customer needs and connect those needs with the organization’s broader capabilities.
• Support continued growth in commercial service and maintenance while helping the organization evolve toward a more integrated approach to customer development.
• Partner with sales professionals on significant or complex opportunities where additional leadership support can improve the likelihood of success.
• Reinforce a consultative, customer-focused sales approach built around understanding business needs rather than simply selling individual products or services.

Cross-Functional Partnership

• Build strong working relationships with operational and business leaders to ensure alignment between sales commitments and service delivery.
• Partner across the organization to improve communication, customer handoffs and overall customer experience.
• Help create stronger alignment between sales strategy and operational execution.
• Serve as a collaborative partner to senior commercial leadership in identifying opportunities to improve the organization, processes and customer approach.
• Bring ideas forward proactively and take ownership for developing and implementing solutions.

Qualifications & Experience

• Demonstrated success leading and developing B2B sales teams.
• Proven experience coaching sales professionals and improving individual and team performance.
• Strong understanding of sales process, pipeline management, opportunity development, forecasting and performance measurement.
• Experience establishing and managing sales KPIs and using data to identify performance trends and coaching needs.
• Strong CRM experience as a sales leader and user; experience with platforms such as HubSpot, Salesforce or comparable CRM systems.
• Comfortable using technology and data as part of day-to-day sales management.
• Demonstrated ability to create accountability while maintaining a positive, people-focused leadership approach.
• Experience developing sales talent through one-on-ones, role plays, field coaching, training and ongoing performance feedback.
• Strong business judgment and ability to understand the commercial and financial drivers behind sales decisions.
• Ability to operate effectively in a growing organization where processes and structures continue to evolve.
• Comfortable balancing strategic thinking with hands-on leadership and execution.
• Strong communication, collaboration and relationship-building skills.
• Demonstrated initiative and willingness to identify opportunities, develop solutions and take ownership for implementation.
• Bachelor’s degree preferred or equivalent relevant experience.

Preferred Experience

• B2B service sales experience is strongly preferred, particularly within an organization selling ongoing, recurring or contract-based services.
• Experience within commercial services, HVAC/mechanical, facilities, building automation/controls, electrical, plumbing, construction, industrial services, equipment, building products or related B2B environments is helpful but not required.
• Experience helping build, scale or improve a sales organization, sales process or operating model.
• Experience leading sales teams through organizational growth or change.
• Experience partnering closely with operations or service-delivery teams in a B2B environment.

Location

• Position is based in the Atlanta metro area.
• This is an onsite, highly visible leadership position with regular interaction with the sales team and broader leadership organization.

BrainWorks specializes in connecting industrial organizations with top-tier talent to drive operational excellence and business performance. Our Industrial Practice partners with organizations ranging from start-ups to Fortune 100 companies to deliver exceptional professionals who align with your business goals and industry demands.

With extensive knowledge of the challenges and opportunities in the industrial sector, our consultants leverage deep expertise and a vast candidate network to provide tailored solutions. Through our proven process BrainWorks delivers quality, speed, and results. Learn more at brainworksinc.com.

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