Sales Manager - Strategic Accounts

PORTLAND BOLT & MANUFACTURING CO LLC•Charlotte, IA

13d•Onsite

About The Position

Portland Bolt & Manufacturing Co. is hiring a Sales Manager – Strategic Accounts to lead its Charlotte sales team and personally manage a portfolio of important customers in the Southeast. The role sells Portland Bolt and Applied Bolting Technology products—including anchor bolts, custom threaded products, structural bolts, and Direct Tension Indicator washers—to steel fabricators, contractors, EPCs, distributors, and OEMs. The position combines strategic account ownership, team leadership, revenue and margin accountability, estimating, pricing, reporting, and customer relationship management. The Sales Manager develops account plans, builds relationships across customer organizations, engages buyers early in the bid process, leads pricing negotiations within company approvals, and serves as the primary customer contact from quote through delivery. The role manages team performance and the quote pipeline, reviews estimates, monitors market and competitor activity, tracks KPIs, and represents Portland Bolt at customer sites and industry events. The position is based in Charlotte, North Carolina, with approximately 25% travel, primarily in the Southeast. Success includes documented plans for every strategic account within 90 days, growth in strategic account revenue, gross margin, and share of wallet, improved quote activity and conversion, increased pull-through of Portland Bolt and ABT products, and a highly accountable, high-performing Charlotte sales team. Portland Bolt describes itself as a global manufacturer established in 1912, with multiple U.S. manufacturing locations and products shipped across the United States, Canada, and other countries.

Requirements

At least 5 years of B2B sales experience in industrial or construction products.
At least 2 years of key or strategic account management experience, with a proven record of growing large accounts.
Prior supervisory or team-lead experience.
Working knowledge of the construction supply chain, including fabricators, contractors, erectors, and distributors.
Strong math skills for estimating, including fractions, decimals, margin calculations, and unit conversions.
Ability to read drawings and specifications.
Experience with ERP/CRM systems and Microsoft Excel.
Valid driver's license and ability to travel approximately 25%, primarily in the Southeast.

Nice To Haves

Experience with fasteners, steel, rebar, or building materials is strongly preferred.
Familiarity with ASTM F1554 and F3125, and A325/A490 specifications.
Conversational Spanish.
Bachelor's degree preferred; equivalent experience will be considered.

Responsibilities

Own a defined portfolio of strategic accounts and meet personal revenue and gross margin targets.
Create and maintain written quarterly-reviewed account plans that address share of wallet, decision-makers, upcoming projects, competitive position, and growth targets.
Build relationships with customer stakeholders in purchasing, project management, detailing, engineering, and executive leadership.
Engage customers early in the bid process to position Portland Bolt before specifications and suppliers are finalized.
Grow share of wallet by selling the full Portland Bolt and ABT product portfolio across assigned accounts.
Lead pricing and commercial negotiations within the company approval matrix.
Serve as the primary customer contact from quote through delivery and coordinate with operations on lead times and expedites.
Set, track, and hold the team accountable for quote volume, conversion rate, revenue, and gross margin compared with budget.
Manage the quote pipeline and ensure consistent follow-up on open opportunities, expired quotes, and lost quotes; identify reasons and improve win rates.
Monitor competitive activity and market pricing, and communicate demand signals to operations and planning.
Build a customer-focused team culture centered on urgency, follow-through, and accountability.
Estimate manufacturing costs for nonstandard bolts using specialized estimating software; review and approve team estimates.
Assign and protect appropriate profit margins across team estimates.
Support order entry and purchasing of accessory items as needed.
Track and report KPIs to the VP of Sales, including account revenue and margin growth, quote volume, conversion rates, follow-up activity, and lost business with reasons.
Use ERP/CRM tools to improve pipeline visibility and shorten response times.
Represent Portland Bolt at customer sites, industry events, and trade association meetings.