National Sales Manager

Job Description

The National Sales Manager is responsible for leading Hobart Service's Field Sales organization, including Territory Sales Representatives and Inside Sales Representatives, from the company's headquarters in Troy, Ohio. This role is accountable for driving profitable growth through disciplined sales leadership, pipeline management, talent development, and execution of Hobart Service's sales strategy.

The National Sales Manager will establish a culture of accountability, coaching, and continuous improvement while ensuring consistent execution of the organization's sales playbook, customer engagement strategies, and growth initiatives. This leader will partner closely with National Accounts, Branch Operations, Marketing, Service Leadership, and Executive Leadership to accelerate growth within priority market segments and strategic verticals. The National Sales Manager is expected to be a highly engaged sales leader who spends significant time coaching, developing, and supporting the Field Sales Team in the execution of Hobart Service's sales strategy.

Success in this role is achieved through consistent leadership presence, disciplined sales execution, talent development, and accountability to performance expectations.

These are the most significant job duties performed. The size, scope and complexity of assigned duties and responsibilities are dependent on the level and experience of the incumbent. To perform this job successfully, an individual must be able to perform each assigned essential duty satisfactorily. Other responsibilities or special projects not specifically listed below may also be assigned.

• Lead and develop a national Field Sales organization consisting of Territory Sales Representatives and Inside Sales Representatives.
• Deliver profitable revenue growth through execution of sales strategies, segment-focused initiatives, and consistent pipeline generation.
• Own the team's sales performance, forecasting accuracy, funnel health, and achievement of annual operating plan targets.
• Drive growth within identified strategic segments, key product categories, and priority customer groups.
• Partner with National Accounts and operational leadership to identify growth opportunities and improve market penetration.

• Lead recurring pipeline, funnel, and forecast reviews with individual team members and sales leadership.
• Establish clear expectations for prospecting activity, opportunity management, account planning, and customer engagement.
• Monitor sales effectiveness metrics and develop action plans to improve conversion rates, sales productivity, and overall effectiveness.
• Ensure effective utilization of CRM systems, reporting tools, and sales analytics to drive data-based decision making.
• Develop and maintain rigorous sales operating rhythms, including funnel reviews, opportunity reviews, and performance discussions.

• Dedicate most of the leadership time (“The 80”) toward coaching, mentoring, and developing sales talent through regular one-on-one meetings, field rides, customer visits, deal reviews, and skill-building activities.
• Maintain an active coaching cadence with each team member focused on opportunity management, prospecting effectiveness, territory planning, and professional development.
• Provide timely and candid performance feedback while holding team members accountable to established sales processes, expectations, and results.
• Drive adoption of Hobart Service's sales methodology, sales process, and customer engagement standards.
• Identify capability gaps and implement individual development plans that improve performance and…