Job Description

Job Description

Job Description

Reports To: VP, Sales and Product

Job Summary: The National Sales Manager is responsible for leading and executing the sales strategy of the domestic automotive business across the US & Canada, managing and mentoring a high-performing team that includes three Regional Sales Managers and a Business Development Manager. This role focuses on achieving sales targets, driving business growth, expanding market share, and ensuring customer satisfaction across all regions.

Key Responsibilities: Strategic Sales Leadership

• Develop and implement a national sales strategy aligned with company goals and growth targets.
• Manage authorized sales territories through a dual-brand strategy, ensuring our brands are positioned effectively to maximize market coverage, minimize channel conflict, and optimize market share.
• Analyze market trends, competitor activities, and customer insights to identify opportunities for revenue growth.
• Collaborate with marketing, product, and operations teams to align strategies and campaigns.

Team Management

• Lead, coach and develop a metric-driven, high performing sales team.
• Manage, coach, and support the regional sales team, ensuring consistent performance and accountability.
• Manage the Business Development Manager to drive new client acquisition and market expansion in new and underserved markets.
• Collaborate with the Inside Sales Manager and CRM Administrator to optimize lead conversion, customer support, and sales enablement functions.
• Set clear KPIs, sales goals, and performance standards for all direct reports.

Sales Execution & Performance

• Monitor national sales performance, pipeline development, and regional activity through CRM and reporting tools.
• Conduct regular reviews with the team to assess progress and implement course corrections as needed.
• Support high-value negotiations and opportunities when required.

Reporting & Forecasting

• Provide accurate sales forecasting, pipeline analysis, product / competitive needs and market feedback to senior leadership.
• Prepare and present national sales reports, insights, and recommendations for continuous improvement.

Customer & Partner Engagement

• Build and maintain strong relationships with key clients, partners, and stakeholders.
• Attend industry events, trade shows, and client meetings as the face of the national sales team.

Required Skills & Qualifications:

• 7-10 years of progressive sales leadership experience, including managing remote or regional teams
• Proven track record of achieving or exceeding sales targets of a B2B-focused, manufactured product, ideally consumable
• Strong leadership, coaching, and team development capabilities
• Strategic thinking and data-based decision making
• Excellent communication, negotiation, and analytical skills.
• Attention to detail and strong organizational skills
• Timely communication and reporting
• Experience using CRM and other sales enablement tools preferred
• Bachelor’s Degree (Business Administration, Marketing or related field) or an Associate’s Degree along with commensurate experience
• Ability to travel nationally 25%-40%
• Located and working in Malco’s Barberton, Ohio office is strongly preferred.

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