Sales Manager

Description

Summary
The Sales Manager will play a pivotal role in shaping the future of Waytek’s growth engine—leading a high-performing Account Management team (Farmers) while building and scaling a dynamic Business Development team (Hunters) from the ground up. This is a high-impact leadership opportunity for someone who thrives on both strategy and execution—driving expansion across Tier 1 and Tier 2 accounts while unlocking new market potential.

Blending visionary sales leadership with hands-on engagement, this role will define and execute bold growth strategies, coach and elevate top talent, and establish a best-in-class business development playbook. The Sales Manager will be instrumental in accelerating Waytek’s momentum by identifying, pursuing, and converting high-value opportunities—turning potential into performance and customers into long-term partners.

Essential Functions

Sales Strategy & Leadership

• Partner with the CRO to define and execute sales strategies for account management and new business development.
• Establish goals, KPIs, and reporting processes for both Account Managers and Business Development Specialists.
• Provide regular feedback to leadership on customer trends, competitive insights, and performance outcomes.

Account Management Team Leadership (Farmers)

• Lead and mentor a team of Account Managers (currently 3 Account Managers + 1 Lead Account Manager).
• Ensure the team builds trusted, long-term relationships with key customers.
• Guide account planning and execution to grow revenue through upselling, cross-selling, and share-of-wallet expansion.
• Utilize daily huddles to review activities, pipeline opportunities, voice-of-customer insights, and team alignment.
• Serve as a point of escalation for Tier 1+2 customer issues, ensuring timely resolution and high satisfaction.

Business Development Team Leadership (Hunters)

• Build and lead a new Business Development team (starting with 1 BDS).
• Create and refine the Business Development playbook, including lead scoring, outreach strategies, qualification processes, and follow-up standards.
• Oversee the identification and pursuit of high-potential customers from ecommerce orders, trade show leads, and other inbound sources.
• Ensure Business Development Specialists proactively engage prospects, assess needs, and clearly communicate Waytek’s value proposition.
• Drive the goal of doubling the number of managed accounts through effective vetting, nurturing, and conversion.

Collaboration & Cross-Functional Alignment

• Partner with Marketing on lead generation programs, on-line quotes, catalog initiatives, and trade show activities.
• Coordinate with Customer Service on large-quote follow-up processes to maximize win rates.
• Work with Operations and Finance to ensure account strategies align with company profitability goals.
• Engage with the Sales, Inventory and Operations Planning function providing customer based insights to optimize inventory levels

Operational & Analytical Excellence

• Drive adoption and proper usage of Waytek’s ERP (Proton) and CRM systems, with a focus on maximizing Pronto AI functionality.
• Maintain accurate customer and sales activity records to enable visibility and data-driven decision making.
• Regularly analyze performance metrics and adjust strategies to ensure continuous improvement.

Requirements

Experience & Qualifications

• Bachelor’s degree in Business, Sales, Marketing, or related field preferred; equivalent experience considered.
• 7+ years of B2B sales or account management experience, with at least 3 years in a leadership role.
• Demonstrated success managing high-value accounts and driving new business development.
• Strong ability to coach, mentor, and inspire sales professionals with varying levels of experience.
• Proven track record of creating and implementing sales processes, playbooks, and performance measurement systems.
• Excellent communication and interpersonal skills, with the ability to build trust across all organizational levels.
• Strong organizational skills with the ability to manage multiple priorities and teams simultaneously.
• Analytical mindset with experience using CRM/ERP systems, KPI reporting, and performance dashboards.
• Knowledge of electrical components, manufacturing, automotive, transportation, or related industries is preferred.

Work Environment

Work is generally confined to a standard office and work at home environments. Trade show attendance and customer face to face visits occur 3-5 times per year.

Physical Demands

1. No unusual physical demands are associated with this position.
2. Spends 80%+ of the time typing or talking while sitting/standing.
3. Occasionally, carries, pulls, or pushes 2 – 6 pounds. Infrequently lifts, carries, pulls, or pushes up to 20 lbs.
4. Infrequently stoops, kneels, balances, reaches, crawls and crouches while performing office or work duties.
5. Verbal and auditory capacity enabling interpersonal communication through automated devices, such as telephones, radios, etc.
6. Constant use of eye, hand and finger coordination enabling the use of automated office machinery or equipment.
7. Visual capacity enabling constant use of computer or other work-related equipment.