Sales Manager

• Are you energized by leading a field sales team with a strong focus on execution, accountability, and results?
• Do you enjoy coaching sales professionals in real time to improve preparation, pipeline discipline, and deal progression?
• Are you motivated by the opportunity to strengthen sales rigor?

ARC Abrasives is a family-owned business headquartered in Troy, Ohio. Founded in 1960, ARC has grown into one of the nation’s largest abrasive converters through vertical integration, continuous innovation, and a strong commitment to quality. The organization places a strong emphasis on hands‑on leadership and operational discipline, while intentionally delivering an elevated customer experience at every touchpoint. ARC differentiates itself by creating strategic value for its customers through exceptional service, support, and long‑term partnerships with distributors and end users.

Reporting to the Director of Sales, the Sales Manager will lead and coach a team of six Territory Managers with a strong focus on execution discipline, pipeline rigor, and revenue performance. This is a hands‑on leadership role that stays closely connected to deal strategy, customer engagement, and day‑to‑day sales execution.

The role is responsible for setting and enforcing standards around sales activity, opportunity qualification, call planning, and follow‑up, while leading structured pipeline reviews and ensuring forecast accuracy and coverage. You will own territory‑level performance across revenue, opportunity creation, win rates, and deal velocity, identifying gaps early and driving development or corrective action as needed.

• Bachelor’s degree or equivalent sales leadership experience
• Five or more years of experience in field sales or sales management roles
• Proven experience leading, coaching, and holding sales teams accountable for execution and results
• Strong understanding of pipeline management, forecasting, and CRM‑driven sales processes
• Experience in industrial, manufacturing, MRO, or distribution‑driven sales environments preferred
• Demonstrated ability to influence without authority and partner cross‑functionally
• Comfortable balancing hands‑on coaching with performance accountability

• Execution‑Oriented: Focused on turning activity into results through discipline and follow‑through
• Coach and Leader: Develops people through observation, feedback, and clear expectations
• Accountability‑Driven: Holds self and others to high standards of performance and preparation
• Organized and Structured: Brings rigor to pipeline management and forecasting
• Confident Communicator: Comfortable challenging and supporting sales professionals constructively
• Adaptable: Thrives in a growing, evolving organization

This is an opportunity to play a meaningful role in strengthening ARC Abrasives’ sales‑execution today while growing into broader strategic account ownership over time. Success in this role directly impacts revenue predictability, sales effectiveness, and long‑term customer partnerships within a family‑owned organization poised for continued growth.

Gilman Partners is committed to strengthening leadership teams and elevating the talent in our communities – and that means all qualified applicants will receive consideration without regard to race, ability, religion, sex, age, sexual orientation, gender identity/expression, or national origin. You don’t have to meet every qualification in this job description to apply. If you’re drawn to the position and believe your experience makes you a good fit, we encourage you to reach out.