Sales Manager (Field-Based) – B2B Sales Leadership

Responsibilities

• Direct and mentor both inside and field sales teams to accelerate revenue growth across Michigan
• Deliver ride-along coaching, on-the-spot training, and immediate performance feedback
• Establish clear expectations, measurable metrics, and an ongoing performance management framework
• Adjust leadership style to engage and motivate teammates across varying levels of experience
• Allocate roughly half of your time in the field collaborating with sales representatives throughout Michigan
• Assist key accounts, manage complex negotiations, and cultivate strategic client relationships
• Enhance customer engagement to boost retention and account growth
• Track territory performance, pipeline activity, and conversion metrics
• Convert sales strategy into day-to-day actions and effective territory execution
• Lead pipeline management, improve forecasting accuracy, and enforce CRM discipline
• Refine sales processes to raise efficiency and win rates
• Oversee commission structures and track performance outcomes
• Collaborate with operations and safety teams to ensure timely delivery of commitments
• Work jointly on onboarding, issue resolution, and enhancing the customer experience
• Assist with acquisition integration and expansion into new territories

Requirements

• Bachelor’s degree in Sales, Business or related field, or equivalent experience
• Minimum five years of sales experience with a proven track record of revenue growth
• Three or more years in sales leadership or team management preferred
• Proven ability to coach, mentor and develop high-performing teams
• Strong analytical, financial and problem-solving skills
• Experience with CRM systems and sales reporting tools
• Valid driver’s license and frequent travel within Michigan
• B2B sales leadership and team development experience
• Field coaching and performance management background
• Pipeline and CRM management experience (Salesforce, Dynamics, etc.)
• Experience delivering revenue growth and executing sales strategy
• Customer relationship and account management expertise
• Pricing, negotiation and performance analytics skills

Technologies

• Salesforce
• Dynamics

Benefits

• Competitive salary based on experience
• 401(k) contribution up to 15 percent, no employer match required
• Health, dental and vision insurance
• Paid time off plus holidays
• Company vehicle or travel reimbursement where applicable

Top reasons to apply

• High visibility leadership role with direct impact on company growth
• 50 percent field-based, coaching and leading alongside your team
• Opportunity to lead both inside and outside B2B sales teams
• Strong retirement benefit with up to 15 percent 401(k) contribution
• Join a stable, family-owned company with 60 plus years of success

Job Details

• Full-time
• Exempt
• Field-based in Lansing, MI with approximately 50 percent travel across Michigan

What makes this employer different

• Field-focused leadership that remains connected to the team and customers
• High visibility to influence sales performance and strategic direction
• People-first culture with emphasis on coaching, mentoring and development
• Stability and growth with 60 plus years of success and ongoing investment

Why you will love working here

• Lead from the front by spending time in the field developing talent and closing deals
• Own impact on revenue growth and team performance
• Collaborative environment with cross-functional partnerships across operations, safety and customer solutions
• Meaningful work supporting essential environmental services across Michigan

Work Schedule

• Monday to Friday
• Typical hours 8:00 a.m. to 5:00 p.m., with flexibility required
• Field-based role with regular travel across Michigan