B2B Sales Manager

The B2B Sales Manager will lead, coach, and develop a team of 9 B2B sales associates across both Inside and Outside Sales. This role requires a strong focus on team leadership, accountability, pipeline oversight, performance management, CRM discipline, and operational execution. The ideal candidate is not a player-coach, but a leader who makes the entire team more effective by improving consistency, follow-through, sales behaviors, and results, all leading to significant revenue growth.

Success in this role will be measured by the team's ability to acquire new customers, grow existing customer relationships, increase repeat purchase activity, improve customer retention, and achieve sustainable revenue growth.

Job Responsibilities Manage and develop a team of 9 Inside and Outside Sales associates. Conduct weekly 1:1s with each direct report, focused on coaching, accountability, pipeline review, and skill development. Lead weekly team meetings, training sessions, and best-practice sharing. Monitor and improve key business metrics including revenue, active accounts, new account acquisition, customer retention, repeat purchase activity, pipeline coverage, conversion rates, and CRM compliance.

Set clear expectations and hold associates accountable for execution. Track individual and team scorecards, reviewing results regularly. Assist with deal strategy, high-value opportunities, and customer escalations as needed. Maintain accurate revenue forecasting and identify pipeline gaps. Ensure smooth handoffs between Outside Sales and Inside Sales. Master Pipedrive (CRM) and drive full team adoption. Audit CRM usage, data quality, activity tracking, and follow-up compliance.

Ensure all customer interactions, leads, deals, and account activity are properly documented. Improve workflows, sales processes, and operational efficiency. Support Account Managers in growing existing accounts through coaching, planning, and training. Monitor customer retention, satisfaction, and account health. Monitor performance against revenue, activity, follow-up, and account management goals. Compile and review weekly scorecards for B2B leadership meetings. Partner with Accounting, Delivery, Operations, Merchandising, and other teams to resolve issues and improve customer experience.

Share field feedback, customer insights, sales trends, and operational challenges with leadership. Develop and execute prospecting strategies to increase new customer acquisition. Ensure Outside Sales representatives maintain healthy prospect pipelines and activity levels. Monitor lead conversion rates through each stage of the sales funnel.

At Bob’s Discount Furniture, we value the unique skills and experiences that each candidate brings. Success in this role is driven by a combination of technical expertise, problem-solving abilities, behavioral and leadership skills, and customer focus. If you thrive in a dynamic environment and enjoy leveraging your skills to make an impact, this is the perfect opportunity for you!

To excel in this role, you will need to demonstrate strengths in the following skill areas:
Core Competencies & Expertise Coach the team to be more proactive in outreach, including cold calls, emails, and customer follow-up. Address performance gaps and implement clear improvement plans by identifying top customers, sudden increases and revenue drop offs. Ensure associates are actively managing their own accounts, including customer follow-up, QBRs, and weekly outreach expectations. Review pipeline health weekly and ensure opportunities are progressing appropriately.

Evaluate sales activity, conversion trends, customer growth, and drop-offs. Develop strategies to re-engage…