Sales Manager

Direct Reports

Direct Reports: Head of Sales (who manages 3 internal reps) and 13+ outside commission reps

Artforms is a leading designer and producer of screen-printed garments and other merchandise sold wholesale to retail locations around the country, including its own stores, Cool As A Moose. Cool As A Moose provides its retail customers with the absolute best service and merchandise in a fun, upbeat and professional atmosphere.

The Director of Sales is a newly created role responsible for building the management infrastructure and accountability systems needed to deliver the company’s annual revenue goals. This person inherits a team with strong top performers and significant untapped potential in the outside rep network, and will be expected to close the gap between the two. They work closely with the Head of Sales on strategy and client escalations, and with production leadership to ensure fulfillment supports sales commitments.

• Own the performance of the full sales organization: 3 internal reps and 13+ outside reps
• Establish a structured rep accountability cadence — weekly or biweekly check-ins, monthly scorecards, quarterly reviews
• Identify underperforming outside reps, build improvement plans, and make personnel decisions (including termination and replacement) where needed
• Coach and develop the Head of Sales on management effectiveness; serve as a resource without undermining his authority with the internal team
• Recruit and onboard replacement or additional outside reps as needed to cover gaps in the territory network
• Develop and own the annual sales plan: territory assignments, rep quotas, account strategies, and revenue forecasts by segment
• Build and maintain a simple but reliable pipeline and forecasting process — the company currently lacks visibility into forward-looking sales activity
• Identify high-potential accounts or geographies in the outside rep network that are underserved
• Identify and develop geographies that can reduce the seasonality effect on the company’s operations
• Present monthly sales performance to ownership with variance analysis and action plans

• Establish a formal communication protocol with production to flag large or complex incoming orders ahead of time
• Work with ownership on pricing strategy for key account renewals and new business
• Coordinate with the internal team on customer service escalations from the outside rep network

• Evaluate and implement a CRM or sales tracking tool appropriate for the team’s size and workflow
• Standardize rep reporting: activity metrics, pipeline stages, account health scores
• Build onboarding documentation for new outside reps to reduce ramp time

• 10+ years in B2B sales, with at least 3 years in a sales management role
• Demonstrated experience managing a geographically distributed team or independent rep network — managing people you can’t see daily is a distinct skill
• Track record of diagnosing and improving underperforming sales teams
• Strong analytical skills — comfortable building a simple forecast model, reading a P&L, and presenting data to ownership
• Excellent communication and relationship skills; able to earn credibility quickly with experienced reps

• Background in apparel, promotional products, branded merchandise, or resort/tourism industries
• Experience in businesses with mixed sales models (direct internal reps + outside/independent reps)
• Familiarity with CRM tools and basic sales operations
• Experience working in or with small-to-mid-size businesses where resources are lean and agility matters