Sales Manager - Outside Sales & Support

MMC Group • Richardson, TX

1d

About The Position

The Sales Manager is a Senior-level role responsible for the organization and support of the outside sales team, ensuring the team operates effectively to meet the company's sales targets and growth objectives. In our family-owned appliance distribution business, this individual will act as a key liaison between outside sales representatives and corporate resources. They will oversee sales operations, enforce policy compliance, and drive strategic initiatives to enable sales team success and significant business growth. The ideal candidate has extensive industry experience and a collaborative, service-oriented leadership style that fosters an environment of support, accountability, and high performance.

Requirements

• Experience: 8-10 years of experience in the sales industry or sales operations, with a strong track record in meeting and exceeding targets. Prior experience in appliance distribution or retail appliance sales is highly preferred, as it provides valuable industry knowledge. Candidates who have held similar roles should demonstrate progressive responsibility; for example, many Sales Manager positions require around 10+ years of B2B sales experience with several years in a leadership capacity.
• Leadership & Team Support: Proven ability to lead and mentor a sales team with a supportive, collaborative approach. The ideal candidate has experience coaching sales representatives and providing training or onboard support to new team members. A temperament that is patient, encouraging, and team-oriented is essential, as this role is as much about empowering others as it is about directing them.
• Policy and Compliance Knowledge: Strong understanding of sales operations policies, procedures, and ethical standards. The candidate must be able to enforce company policies and ensure the sales team's activities always remain in compliance. This includes familiarity with expense management rules, sales reporting requirements, and any industry-specific regulations. Attention to detail and integrity are key, as the Sales Manager will be accountable for upholding best practices and corporate guidelines within the team.
• Organizational & Analytical Skills: Excellent organizational skills, with the ability to manage multiple streams of information and documentation. The candidate should be adept at compiling, organizing, and analyzing sales data - such as trip logs, call reports, and performance metrics identifying trends or issues and inform management decisions. Experience producing regular reports and summaries for leadership is important (e.g., providing daily or weekly reports on field sales activities and successes).
• Technical Proficiency: Familiarity with Salesforce or other CRM software, and ease with sales enablement tools (e.g., territory mapping apps, analytics dashboards). The individual should demonstrate the ability to quickly learn and implement new technologies that can benefit the sales organization. For instance, proficiency in using CRM data to track pipeline and customer interactions is expected, as well as openness to adopting tools like Badger Maps or similar for route planning and activity logging. Experience in managing data and updates in a CRM daily is a plus.
• Communication & Interpersonal Skills: Exceptional communication skills (both written and verbal) and high-quality interpersonal skills. The Sales Manager must collaborate effectively with cross-functional teams (marketing, operations, finance) and build strong relationships with external partners and dealers. Being in a family-owned company, the ability to fit into a close-knit, values-driven culture is important - the candidate should be a team player who can maintain professionalism and positive rapport in all interactions.
• Strategic and Growth-Oriented Mindset: Demonstrated strategic thinking with an eye toward business growth. The ideal candidate is not just a maintainer of current processes, but also someone who actively looks for ways to grow the business and expand market presence, in line with company goals. They should be capable of identifying emerging opportunities (new markets, product lines, or partnerships) and helping to develop plans to capture them. An entrepreneurial mindset and enthusiasm for driving drastic business growth are highly valued in this role.

Nice To Haves

• Prior experience in appliance distribution or retail appliance sales is highly preferred, as it provides valuable industry knowledge.
• Candidates who have held similar roles should demonstrate progressive responsibility; for example, many Sales Manager positions require around 10+ years of B2B sales experience with several years in a leadership capacity.
• Experience in managing data and updates in a CRM daily is a plus.

Responsibilities

• Support Outside Sales Team: Provide on-the-ground support and ensure outside sales representatives have all the resources, product information, training, and tools needed to succeed in the field. Act as a point of contact for the outside team, addressing their needs promptly and facilitating solutions to help them meet their sales goals.
• Monitor Sales Expenses & Policy Compliance: Oversee and approve all outside salespersons' expenditure (e.g. travel, entertainment, and marketing expenses), ensuring all spending aligns with company policies and budget guidelines. Implement routine checks and audits of expense reports to maintain compliance with the company's travel and expense policy and take corrective action on any out-of-policy expenditures.
• Maintain Sales Policies & Procedures Documentation: Keep the Sales Department's policies and procedures manual up to date. Regularly update this documentation with industry "best practices', process improvements, and current forms/templates for sales activities. Ensure all team members are informed of any changes and have easy access to the latest guidelines and forms, thereby promoting consistency and compliance across the sales team.
• Business Development Support: Assist with identifying and developing new business opportunities. Research market trends and potential clients or dealers in the appliance sector and report promising leads and opportunities to the Vice President of Sales for further pursuit. Work closely with leadership on business development strategies and follow up to ensure new initiatives are implemented effectively.
• Reporting & Audit Coordination: Compile and review weekly reporting information from the outside sales team. Ensure that each sales representative submits their weekly travel logs, call reports, and in-store display audit results on time. Analyze these reports to track field activities and sales performance and prepare summary reports for senior management. Address any inconsistencies or missing data by coordinating with the respective salesperson promptly.
• Field Activity Tracking: Use field sales tools (such as Badger Maps) to monitor outside sales reps' activities and showroom visits. Require salespeople to utilize the check-in functionality to log customer visits and review this data to verify that showroom visits and customer interactions are properly documented. Leverage Badger's team dashboards to track rep locations and visit frequencies, generating weekly activity reports that provide essential oversight of field operations.
• Retail Accounts & Program Records: Maintain up-to-date records of all retail dealer locations in our network and their current sales programs, promotions, or display agreements. This includes keeping a database or CRM updated with each dealer's profile, current pricing/program participation, and any special terms. By managing this information, the Sales Manager ensures the outside sales team and management have accurate, real-time knowledge of each retail partner's status.
• Website and Dealer Locator Updates: Oversee the accuracy of the company's external information by keeping the organization's distribution website and the online dealer locator tool updated. This involves adding or removing dealers as needed, updating contact information and territories, and ensuring that product information, sales promotions, and any dealer-facing content is current and correct. Coordinate with the marketing or IT team as necessary to implement these updates in a timely manner.
• Sales Tools Implementation: Evaluate and implement new sales tools and technologies to enhance team productivity and reporting. The Sales Manager will lead the adoption of systems such as CRM software or field sales applications, ensuring they are configured to the team's needs and integrated with existing processes. They will also train the sales team on these tools and monitor usage to ensure successful implementation (for example, leveraging CRM data to grow and manage the sales pipeline effectively). By staying familiar with modern sales enablement tools and techniques, this role helps the company modernize its sales operations.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed