Sales Manager

Weaver Brothers Pallets. LLC offers a hands-on leadership opportunity for a senior commercial professional to drive profitable revenue growth across manufacturing, brokerage, and transportation. Based in Beaver Springs, PA (onsite), this role reports to the General Manager and converts customer needs into practical, profitable solutions aligned with production capacity, sourcing capabilities, fleet resources, and service standards. The company values a culture grounded in positive energy, teamwork, family, emotional intelligence, continuous improvement, and integrity.

Compensation: $80,000 - $115,000 per year.

What You’ll Own

• Develop and execute the annual sales plan to support revenue, gross-margin, EBITDA, cash-flow, and working-capital objectives.
• Lead customer acquisition and account growth, including retention, pricing, quoting, forecasting, pipeline management, and commercial reporting.
• Build and maintain a disciplined sales process with clear goals, account ownership, follow-up expectations, and measurable accountability.
• Coordinate with operations, brokerage, purchasing, transportation, finance, and ownership to ensure commitments are executable and profitable.
• Translate the General Manager’s strategic objectives into territory, market, customer, and product-level growth plans.
• Identify and prioritize target accounts across pallet manufacturing, recycled pallets, brokerage, logistics, and related wood-products markets.
• Expand share of wallet by adding products, locations, lanes, and service solutions with existing customers.
• Maintain a balanced portfolio to avoid unhealthy customer concentration and protect sustainable margins.
• Use market intelligence, competitor activity, customer feedback, and capacity information to recommend growth investments and commercial priorities.
• Personally manage or provide executive oversight for strategic and high-value customer relationships.
• Run regular business reviews covering service, quality, forecasts, pricing, upcoming needs, and improvement opportunities.
• Resolve escalated customer concerns promptly and coordinate corrective action with the appropriate operating leader.
• Ensure customer requirements, contacts, specifications, pricing agreements, and service expectations are accurate and current.
• Maintain pricing discipline and quoting standards in partnership with operations, purchasing, brokerage, transportation, and finance.
• Keep quotes aligned with current lumber and component costs, labor, freight, third-party sourcing, required specifications, capacity, risk, and target margin.
• Maintain documented approval thresholds for discounts, low-margin business, special terms, freight concessions, and nonstandard commitments.
• Review customer and product profitability, address margin leakage, and recommend repricing, redesign, sourcing changes, or exit strategies when appropriate.
• Align manufacturing sales opportunities with plant capacity, material availability, quality requirements, lead times, and production economics.
• Use the $5.4M brokerage operation strategically to broaden customer solutions, fill supply gaps, support multiple locations, and improve account penetration.
• Coordinate with the $1.9M transportation operation on routing, delivery commitments, fleet capacity, outside freight opportunities, and delivered-cost economics.
• Conduct structured handoffs for new business so specifications, volumes, timing, sourcing, credit, and delivery requirements are understood before launch.
• Participate in sales and operations planning to improve forecast accuracy, schedule stability, customer service, and resource utilization.
• Recruit, onboard, coach, and develop sales and customer-service talent as the commercial organization grows.
• Set expectations for activity, pipeline quality, account plans, forecast accuracy, margin performance, retention, and new-business results.
• Provide regular one-on-one coaching, opportunity reviews, field visits, and performance evaluations.
• Create a team culture of preparation, accountability, collaboration, continuous improvement, and service.
• Recommend incentive plans that reward profitable growth, collections quality, retention, and teamwork, not revenue alone.
• Maintain a current sales pipeline with opportunity value, probability, margin expectation, next action, owner, and anticipated close date.
• Provide accurate weekly and monthly forecasts by customer, product/service line, and division; report results, backlog, wins, losses, risks, pricing actions, market conditions, and customer concentration to the General Manager.
• Establish practical CRM or account-management disciplines and ensure consistent use.
• Partner with finance on credit limits, payment terms, receivables risks, contract review, and the quality of new revenue.
• Respect the company’s Amish workforce and community relationships by communicating customer needs clearly, practically, and respectfully through operations leadership.
• Remain accountable for profitable growth while operating leaders retain authority over safe capacity, scheduling, production methods, sourcing execution, and fleet compliance.

What You Bring

• 7+ years of progressive sales, business-development, or commercial leadership experience in wood products, pallets, lumber, packaging, manufacturing, logistics, or a related industrial market.
• Proven record of profitable revenue growth, key-account development, pricing discipline, negotiation, and customer retention.
• Strong business and financial acumen, including understanding costs, gross margin, freight economics, working capital, and customer profitability.
• Experience leading a sales process, developing forecasts, managing a pipeline, and coaching commercial team members.
• Clear communication skills and the ability to work effectively with ownership, customers, production leaders, office staff, drivers, suppliers, and a predominantly Amish production workforce.
• High integrity, positive energy, emotional intelligence, humility, practical judgment, and an owner’s mindset.
• Bachelor’s degree in business, sales, marketing, operations, or a related field preferred; relevant industry leadership experience may substitute.

Leadership Philosophy and Core Values

The Leadership Philosophy emphasizes a servant’s heart, an owner’s mindset, and an unwavering commitment to customers, people, accountability, operational excellence, and profitable growth while preserving the company’s culture and reputation.

Core values: Positive Energy > Growth Oriented > Team > Family > Emotional Intelligence > Continuous Improvement > Integrity.

Key Performance Indicators

• Revenue Growth: Growth by customer, market, and division versus plan
• Gross Margin: Gross-margin dollars and percentage; price realization
• New Business: Qualified wins, annualized value, margin, and launch quality
• Customer Retention: Revenue and gross profit retained; churn and at-risk accounts
• Pipeline Health: Coverage, stage quality, conversion rate, and sales cycle
• Forecast Accuracy: Actual results compared with weekly and monthly forecast
• Customer Concentration: Exposure to largest customers and progress diversifying
• Service & Quality: On-time delivery, complaints, returns, and corrective-action closure
• Working Capital Quality: Payment terms, receivable performance, and credit compliance
• Cross-Division Growth: Manufacturing, brokerage, and transportation opportunities captured

Working Relationships and Expectations

• Reports to: General Manager
• Key internal partners: Operations Manager, Production Manager, Brokerage Lead, Transportation Lead, Purchasing/Buyer, Office Manager/Controller, maintenance leadership, and ownership.
• External relationships: Strategic customers, prospects, purchasing and plant contacts, supplier partners, third-party manufacturers, carriers, and industry organizations.

This is a hands-on leadership role with regular customer contact, disciplined follow-up, field travel, plant coordination, and active participation in leadership meetings. The Sales Manager is expected to balance urgency with operational reality, protect the company’s reputation, and choose profitable, sustainable growth over volume without adequate return.