Sales Manager - Strategic Accounts

PORTLAND BOLT & MANUFACTURING CO LLC•Charlotte, IA

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 Southeast customers. The role sells Portland Bolt and Applied Bolting Technology (ABT) products—including anchor bolts, custom threaded products, structural bolts, and Direct Tension Indicator (DTI) washers—to steel fabricators, contractors, EPCs, distributors, and OEMs. This is a player-coach position combining strategic account ownership, team leadership, estimating, pricing, and revenue growth. The Sales Manager owns personal revenue and gross margin targets for strategic accounts, develops written account plans, builds relationships with customer stakeholders, and engages customers early in the bid process. The position leads the sales team’s performance against quote volume, conversion, revenue, and margin goals; manages the quote pipeline; reviews estimates; and monitors competition and market pricing. The role also tracks and reports KPIs to the VP of Sales, uses ERP/CRM tools to improve visibility and response times, and represents Portland Bolt at customer sites and industry events. Success includes written plans for every strategic account within 90 days, growth in strategic account revenue, margin, and share of wallet, increased quote activity and conversion across the Charlotte team, increased product pull-through, and a highly accountable sales team. Travel is approximately 25%, primarily in the Southeast.

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 track 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, 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.
Familiarity with ASTM F1554 and F3125, including A325/A490.
Conversational Spanish.

Responsibilities

Own a defined portfolio of strategic accounts and meet personal revenue and gross margin targets.
Build and maintain written strategic account plans covering share of wallet, decision-makers, upcoming projects, competitive position, and growth targets; review plans quarterly with the VP of Sales.
Develop customer relationships across purchasing, project management, detailing, engineering, and executive leadership.
Engage customers early in the bid process and expand account share by selling the full Portland Bolt and ABT product portfolio.
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 sales team accountable for quote volume, conversion rate, revenue, and gross margin versus budget.
Manage the quote pipeline and consistently follow up on open opportunities, expired quotes, and lost quotes to identify causes and improve win rates.
Monitor competitive activity and market pricing and communicate demand signals to operations and planning.
Build a customer-focused team culture characterized by urgency, follow-through, and accountability.
Estimate manufacturing costs for nonstandard bolts using specialized estimating software and 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 reasons for lost business.
Use ERP/CRM tools to improve pipeline visibility and shorten response times.
Represent Portland Bolt at customer sites, industry events, and trade association meetings.