Sales Manager - B2B Sales

Used Cardboard Boxes  – San Diego, CA – Management Remote Full-time – Reports to Head of Sales

Founded in 2006, Used Cardboard Boxes  (UCB) is the largest processor of used gaylord totes, produce totes, resin bins, shipping boxes, and FIBCs (Super Sacks) in North America. Unlike recyclers, UCB’s business model is built on reuse, resale, and return of packaging back into circulation.

UCB serves major retailers, processors, and manufacturers through resale and closed-loop return programs that reduce cost and environmental impact. The company is profitable, growing, and investing in sales management to drive focused, high-impact execution.

The Sales Manager – B2B Sales is responsible for driving focused, high-impact sales campaigns that unlock revenue and gross profit from UCB’s most valuable opportunities. This role partners closely with Sales Manager – B2B Sourcing to identify where demand generation will create the greatest impact and to ensure sales efforts are aligned with supply realities.

This is a hands‑on management role that blends campaign strategy with day‑to‑day execution. The Sales Manager helps shape campaign priorities, builds and leads the sales team, and ensures reps execute consistently across outbound, inbound, and marketing-supported channels.

In the absence of a dedicated Sales Enablement function, this role serves as the primary owner of sales coaching, training, and skill development for the B2B Sales team, with the expectation that this responsibility may later specialize as the organization scales.

The Sales Manager – B2B Sales owns sales campaign execution and rep performance while contributing to campaign strategy through close collaboration with sourcing and marketing. This role ensures sales energy is directed toward opportunities that move the needle most.

The Sales Manager partners with the Head of Sales on priorities and performance, collaborates with the Sales Manager – B2B Sourcing to align demand with supply, and works with Business Development and leadership to scale results across the organization.

• Partner with Sales Manager – B2B Sourcing to identify the highest‑impact sales campaigns based on demand gaps and supply opportunities
• Advocate for sales-side priorities while incorporating sourcing constraints and insights
• Translate campaign strategy into clear target lists, messaging focus, and execution plans

• Own outbound, inbound, and marketing-supported sales campaigns
• Ensure reps are focused on the right accounts, opportunities, and deal types
• Reinforce pricing awareness and deal quality standards set by leadership
• Ensure campaigns prioritize opportunities with strong revenue and gross profit potential

• Hire, develop, and manage a high-performing B2B sales team
• Own onboarding, coaching, and ongoing skill development for the B2B Sales team, serving as the primary sales enablement leader until the function is specialized in the future
• Coach reps on deal strategy, pricing conversations, and objections

• Partner with Business Development to leverage email, content, events, and other channels to drive demand
• Ensure sales campaigns are supported by coordinated marketing efforts
• Provide feedback to Business Development on messaging, response quality, and campaign effectiveness

• Hold reps accountable to activity, pipeline health, and campaign outcomes
• Own CRM execution and discipline (e.g., Hub Spot), ensuring pipeline hygiene, forecasting accuracy, campaign tracking, and actionable reporting for sales leadership
• Surface execution risks, deal quality issues, and insights to the Head of Sales
• Act as a heavy user and contributor to Hub Spot design, including pipeline stages, workflows, reporting, and adoption standards
• Leverage conversation intelligence tools (e.g., Gong.io) to review calls, identify coaching opportunities, and reinforce best practices across the team

• Work with Solutions Engineering to structure deals correctly
• Partner with Operations to ensure…