National Sales Manager (Commercial)

Heckler & Koch Defense Inc.•Columbus, GA

About The Position

The Sales Manager is responsible for leading and growing revenue across assigned channels for all Heckler & Koch commercial products including firearms and accessories. Channels include distribution, chain stores, and direct Premium Dealers. This role combines strategic sales leadership, relationship management, and team development in support of the company’s growth objectives and brand positioning. This role provides senior leadership over external sales representatives and internal sales coordinators, drives sustainable revenue growth, and ensures full compliance with all federal, state, and local firearms regulations.

Requirements

Bachelor’s degree in Business, Marketing, or a related field (MBA preferred) – or equivalent experience.
5–12+ years of progressive sales leadership experience, including national or multi‑regional responsibility
Proven track record of driving revenue growth through distributor and dealer networks
Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
Financial acumen and commercial decision‑making
People development and organizational leadership
Regulatory awareness and ethical judgment
Data‑driven planning and performance management
Excellent written and verbal communication skills
Ability to evaluate situations and make decisions at a sales strategic level in consultation with stakeholders
Ability to handle stress of deadlines and quotas
Excellent computer skills
Must be able to safely operate and demonstrate the use of company products including firearms
Proficiency with CRM, sales analytics, and forecasting tools

Nice To Haves

Deep understanding of firearms industry regulations and commercial best practices
Experience scaling teams and infrastructure in high‑growth environments

Responsibilities

Assist with developing and then execute the company’s national sales strategy aligned with revenue, margin, and market‑share objectives
Establish annual and quarterly sales forecasts, and performance targets across all regions
Analyze market trends, competitive activity, and sales data to identify growth opportunities and risks
Lead national product launch sales strategies in coordination with marketing and product teams
Design and execute promotional activity in line with sales objectives
Oversee and optimize national dealer, distributor, and key account relationships
Negotiate national pricing programs, commercial agreements, and strategic partnerships
Drive expansion and penetration within core and emerging markets
Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs. Communicate and champion customer needs internally.
Lead, mentor, and develop internal sales staff & external sales representatives
Own objective setting, coaching and performance monitoring of sales representatives.
Define performance expectations, KPIs, and incentive structures
Identify emerging markets and market shifts while being fully aware of new products and competition status
Conduct regular performance reviews and talent development planning
Build a disciplined, accountable, and high‑performance national sales culture
Collaborate with marketing on brand positioning, demand generation, and trade show strategy
Partner with operations, supply chain, and finance to support demand planning and inventory management
In conjunction with product management to identify, qualify, and quantify market gaps and new products.
Ensure all sales activities comply with ATF regulations, state and local laws, and company policies
Partner with legal and compliance teams to assess regulatory changes and implement required adjustments
Champion ethical selling practices and risk mitigation across all sales channels