Wealthy Recruiting
Sales Manager
With over 35 years of experience, our family-owned business is a leader in providing custom foam and protective case solutions for diverse industries, including major brands, corporations, governments, and agencies. We empower our clients through innovative tools like our desktop app for custom foam design, premade designs inspired by professionals, and expert engineering services for high-volume needs. Our commitment to quality, customer service, and continuous improvement drives our mission to deliver world-class solutions that protect and enhance our clients' operations. Guided by our core F.O.A.M. valuesFind a Way, Own It, Attitude, Make a Differencewe foster a culture of trust, accountability, and collaboration. We are seeking an experienced Sales Manager to join our Sales Department in Paterson, NJ, reporting directly to the Chief Operating Officer (COO). This full-time role is pivotal in leading a team of Account Representatives who serve both end users and distributors across diverse markets. The Sales Manager will drive revenue growth by fostering disciplined sales practices, ensuring accurate pipeline management, and promoting a high-performing, customer-focused team culture. This role demands a strategic leader who is technically savvy, collaborative, and deeply committed to our F.O.A.M. values, ensuring every interaction reflects trust, clarity, and accountability. Team Leadership & Coaching
Lead, mentor, and develop a team of Account Representatives, emphasizing clear communication, trust, and accountability. Set measurable goals and expectations, delivering consistent coaching and constructive feedback to enhance performance. Foster proactive communication and persistence in all sales interactions to strengthen customer relationships. Sales Process Management
Drive adoption of disciplined sales practices, including rapid lead response, timely quoting, structured follow-up, and thorough documentation. Support occasional technical selling efforts, collaborating with internal teams (Engineering, Customer Service, PMO, and Production) to develop tailored solutions. Ensure effective use of Acumatica CRM to track all sales activities, customer notes, and project progress accurately. Pipeline Development & Forecasting
Coach Account Representatives to build and maintain a robust, qualified sales pipeline through consistent prospecting and opportunity development. Conduct regular pipeline reviews and forecasting sessions to ensure accuracy, visibility, and alignment with revenue goals. Prioritize key deals, focusing on stalled or high-value opportunities to maximize win rates. Cross-Market Selling & Internal Collaboration
Guide reps in selling to both end-user and distributor markets, adapting strategies to meet diverse customer needs. Coordinate seamless handoffs with Customer Service, Engineering, PMO, and Production teams to ensure smooth project execution and delivery. Facilitate cross-departmental collaboration to align sales efforts with operational capabilities. Team Culture & Accountability
Cultivate a high-performing team culture rooted in professionalism, ownership, and results-driven execution. Ensure all team members embody the company's F.O.A.M. values in every customer and internal interaction. Encourage continuous improvement by leveraging customer feedback to refine processes and enhance service delivery. Key Performance Indicators (KPIs)
Time to First Response: Achieve an average lead response time of under 1 hour. Lead to Opportunity Conversion Rate: Maximize the percentage of leads converted into qualified opportunities. Volume of Opportunities Created: Ensure consistent creation of opportunities per rep on a weekly/monthly basis. Opportunity Win Rate: Increase the percentage of closed opportunities marked as "Won." Top 25 Opportunity Pipeline Value: Maintain a strong aggregate value for the top 25 opportunities. Loss Reason Categorization: Ensure 100% of lost deals are accurately categorized with clear reasons. Time to First Quote Sent: Minimize the average time from opportunity creation to quote delivery. Follow-Up Rate on Quotes: Achieve a high percentage of quotes with at least one follow-up logged. Volume of Quotes Sent: Drive consistent quote generation per rep on a weekly/monthly basis. Qualifications
Required:
10+ years of B2B sales experience, with at least 10 years in sales management roles. Proven success in selling to both end users and distributors across multiple markets. Strong track record in pipeline development, accurate forecasting, and closing new business using a repeatable sales methodology. Technically proficient, with the ability to engage in light technical selling when necessary. Expertise in CRM systems (preferably Acumatica), quoting tools, and structured sales processes. Exceptional communication skills, with a collaborative, coachable mindset and a passion for team development. High attention to detail and a commitment to process improvement, customer service, and operational excellence.
Preferred:
Experience managing sales of custom or engineered products. Familiarity with hybrid direct/channel sales models. Background in quoting, engineering collaboration, or project-based sales cycles.
Compensation
Base Salary:
$150,000 annually. Bonus Structure:
Very aggressive performance-based bonuses tied to team and individual KPIs, rewarding exceptional revenue growth and pipeline management. Professional Development:
Opportunities for training and career advancement to fuel long-term success.
With over 35 years of experience, our family-owned business is a leader in providing custom foam and protective case solutions for diverse industries, including major brands, corporations, governments, and agencies. We empower our clients through innovative tools like our desktop app for custom foam design, premade designs inspired by professionals, and expert engineering services for high-volume needs. Our commitment to quality, customer service, and continuous improvement drives our mission to deliver world-class solutions that protect and enhance our clients' operations. Guided by our core F.O.A.M. valuesFind a Way, Own It, Attitude, Make a Differencewe foster a culture of trust, accountability, and collaboration. We are seeking an experienced Sales Manager to join our Sales Department in Paterson, NJ, reporting directly to the Chief Operating Officer (COO). This full-time role is pivotal in leading a team of Account Representatives who serve both end users and distributors across diverse markets. The Sales Manager will drive revenue growth by fostering disciplined sales practices, ensuring accurate pipeline management, and promoting a high-performing, customer-focused team culture. This role demands a strategic leader who is technically savvy, collaborative, and deeply committed to our F.O.A.M. values, ensuring every interaction reflects trust, clarity, and accountability. Team Leadership & Coaching
Lead, mentor, and develop a team of Account Representatives, emphasizing clear communication, trust, and accountability. Set measurable goals and expectations, delivering consistent coaching and constructive feedback to enhance performance. Foster proactive communication and persistence in all sales interactions to strengthen customer relationships. Sales Process Management
Drive adoption of disciplined sales practices, including rapid lead response, timely quoting, structured follow-up, and thorough documentation. Support occasional technical selling efforts, collaborating with internal teams (Engineering, Customer Service, PMO, and Production) to develop tailored solutions. Ensure effective use of Acumatica CRM to track all sales activities, customer notes, and project progress accurately. Pipeline Development & Forecasting
Coach Account Representatives to build and maintain a robust, qualified sales pipeline through consistent prospecting and opportunity development. Conduct regular pipeline reviews and forecasting sessions to ensure accuracy, visibility, and alignment with revenue goals. Prioritize key deals, focusing on stalled or high-value opportunities to maximize win rates. Cross-Market Selling & Internal Collaboration
Guide reps in selling to both end-user and distributor markets, adapting strategies to meet diverse customer needs. Coordinate seamless handoffs with Customer Service, Engineering, PMO, and Production teams to ensure smooth project execution and delivery. Facilitate cross-departmental collaboration to align sales efforts with operational capabilities. Team Culture & Accountability
Cultivate a high-performing team culture rooted in professionalism, ownership, and results-driven execution. Ensure all team members embody the company's F.O.A.M. values in every customer and internal interaction. Encourage continuous improvement by leveraging customer feedback to refine processes and enhance service delivery. Key Performance Indicators (KPIs)
Time to First Response: Achieve an average lead response time of under 1 hour. Lead to Opportunity Conversion Rate: Maximize the percentage of leads converted into qualified opportunities. Volume of Opportunities Created: Ensure consistent creation of opportunities per rep on a weekly/monthly basis. Opportunity Win Rate: Increase the percentage of closed opportunities marked as "Won." Top 25 Opportunity Pipeline Value: Maintain a strong aggregate value for the top 25 opportunities. Loss Reason Categorization: Ensure 100% of lost deals are accurately categorized with clear reasons. Time to First Quote Sent: Minimize the average time from opportunity creation to quote delivery. Follow-Up Rate on Quotes: Achieve a high percentage of quotes with at least one follow-up logged. Volume of Quotes Sent: Drive consistent quote generation per rep on a weekly/monthly basis. Qualifications
Required:
10+ years of B2B sales experience, with at least 10 years in sales management roles. Proven success in selling to both end users and distributors across multiple markets. Strong track record in pipeline development, accurate forecasting, and closing new business using a repeatable sales methodology. Technically proficient, with the ability to engage in light technical selling when necessary. Expertise in CRM systems (preferably Acumatica), quoting tools, and structured sales processes. Exceptional communication skills, with a collaborative, coachable mindset and a passion for team development. High attention to detail and a commitment to process improvement, customer service, and operational excellence.
Preferred:
Experience managing sales of custom or engineered products. Familiarity with hybrid direct/channel sales models. Background in quoting, engineering collaboration, or project-based sales cycles.
Compensation
Base Salary:
$150,000 annually. Bonus Structure:
Very aggressive performance-based bonuses tied to team and individual KPIs, rewarding exceptional revenue growth and pipeline management. Professional Development:
Opportunities for training and career advancement to fuel long-term success.