Sales Manager

This is a fully remote position, open to applicants in Illinois, +2 more states.

📋 Description

• Take charge of the comprehensive sales strategy for enterprise accounts within the CPG, food and beverage, and consumer goods industries.

• Guide a team of seven sales professionals who are responsible for meeting quotas.

• Foster pipeline development, formulate deal strategies, and achieve revenue goals.

• Navigate intricate buying committees with multiple stakeholders and manage lengthy sales cycles.

• Create ROI-driven value propositions to enhance deal velocity and improve closing rates.

• Oversee enterprise accounts through the stages of discovery, evaluation, and closing.

• Mentor the team on enterprise sales methodologies, building executive relationships, developing deal strategies, and finalizing enterprise contracts.

• Set standards for maintaining pipeline hygiene, ensuring forecast accuracy, and conducting win/loss analysis.

• Offer continuous coaching, performance evaluations, and support to the team.

• Identify, nurture, and retain top-performing sales talent.

• Cultivate a culture centered around accountability, learning, and competitive excellence.

• Spot opportunities for competitive displacement.

• Generate win/loss insights and provide product feedback to inform the go-to-market strategy.

• Establish connections with senior and mid-management client stakeholders.

• Keep an eye on market dynamics and potential competitive threats.

• Coordinate resources from Pre-Sales, Professional Services, and Product teams.

• Collaborate with Pre-Sales on customer discovery sessions and product demonstrations.

• Work alongside Professional Services on crafting statements of work and proposals.

• Partner with Marketing on developing sales strategies, campaigns, and go-to-market plans.

• Manage RFP submissions and sales campaigns.

⛳️ Requirements

• Over 7 years of experience in sales management, particularly in enterprise SaaS or software solutions.

• A minimum of 3 years of experience managing complex, consultative sales cycles involving six-figure deal values and multiple stakeholders.

• Demonstrated success in building and leading sales teams that consistently achieve or surpass revenue goals in competitive environments.

• Experience in selling to consumer goods, food & beverage, or CPG sectors.

• Knowledge of buyer processes, supply chain dynamics, and challenges faced by consumer goods.

• In-depth knowledge of B2B enterprise SaaS buying cycles.

• Proficient in navigating procurement processes and engaging multi-functional stakeholders including Finance, Operations, IT, and Supply Chain.

• Capable of creating ROI-based value propositions for C-suite and operational buyers.

• Strong expertise in pipeline management.

• Familiarity with CRM tools like Salesforce or HubSpot.

• Experienced in sales analytics, ensuring forecast accuracy, and employing data-driven coaching and account strategies.

• Exceptional communication, influencing, listening, and consultative problem-solving abilities.

• Preferably familiar with Trade Promotion Management (TPM) or Revenue Growth Management (RGM) software solutions.

• Knowledge of trade spend management and ROI analysis within the consumer goods sector is preferred.

• Experience with Salesforce, Tableau, or similar enterprise sales and analytics platforms is preferred.

• A network within the CPG, food & beverage, or enterprise software sales community is preferred.

• Experience in a high-growth SaaS environment or in scaling sales organizations is preferred.

🏝️ Benefits

• An inclusive and supportive work environment.

• A respectful and welcoming global community.

• Opportunities for growth and learning.

• Flexibility with remote/virtual or hybrid work arrangements.