ISC’s team of Industrial Sales Recruiters has been engaged by a leading provider of industrial repair, protective coating, and maintenance solutions and is seeking a Sales Manager to lead a team of technical sales professionals across Virginia, Maryland, Washington, D.C., and portions of West Virginia.
This is a hands-on, field-based leadership position. The Sales Manager will spend most of the week accompanying sales consultants on customer visits, equipment surveys, presentations, and opportunity reviews. The role is responsible for driving territory revenue while strengthening the team’s consultative selling skills through ongoing coaching and development.
This opportunity is ideal for an experienced industrial sales professional who enjoys developing people, working directly with customers, and balancing sales leadership with revenue accountability.
Sales Manager Key Responsibilities
■ Provide regular field coaching support to each member of the sales team.
■ Participate in customer presentations, technical proposals, educational sessions, and product demonstrations. ■ Conduct structured post-call reviews to identify strengths, missed opportunities, and clear next steps.
■ Develop and maintain a formal sales training program covering the complete consultative sales process.
■ Create a structured onboarding program with clearly defined milestones.
■ Establish annual and quarterly revenue, margin, and growth goals for the territory.
■ Maintain an accurate sales pipeline and provide reliable monthly forecasts.
■ Drive new business development while maintaining and expanding existing customer relationships.
■ Set individual sales goals and territory assignments.
■ Support pricing strategy, proposal review, and margin management.
■ Coordinate with technical services, operations, and inventory teams to support customer commitments.
■ Ensure consistent use of CRM, call reporting, and opportunity-tracking systems.
Sales Manager Qualifications Required
■ Five or more years of industrial or technical business-to-business sales experience.
■ Demonstrated history of meeting or exceeding revenue goals.
■ At least two years of experience leading, coaching, or formally mentoring sales professionals, or a strong senior sales background that includes developing others.
■ Strong knowledge of consultative or value-based selling methods.
■ Ability to teach and reinforce a structured sales process.
■ Experience working in industrial environments such as refineries, chemical plants, terminals, power-generation facilities, marine operations, or manufacturing sites.
■ Willingness to spend approximately 70% to 80% of the workweek traveling within the territory and working alongside the sales team.
■ Ability to accommodate occasional overnight travel.
■ Valid driver’s license and acceptable driving history.
■ Ability to obtain and maintain required safety and site-access credentials, including TWIC.
■ Ability to satisfy required drug and background screening.
■ Proficiency with CRM platforms and standard business software.
Preferred
■ Background selling industrial coatings, repair composites, maintenance solutions, rotating equipment, or reliability-driven products and services.
■ Well-established relationships within the refining, petrochemical, and industrial maintenance sectors.
■ Working knowledge of surface preparation requirements, coating specifications, and industrial application methods.
Why Consider This Opportunity?
■ Lead and develop an established team of technical sales professionals.
■ Spend the majority of the workweek in the field rather than behind a desk.
■ Take ownership of a multi-state territory and its revenue strategy.
■ Work directly with industrial customers on complex maintenance and reliability challenges.
■ Receive competitive base compensation plus performance-based incentives.
■ Company vehicle or vehicle allowance, fuel support, and mobile device.
■ Health, dental, and vision insurance.
■ Retirement plan, paid time off, and paid holidays.
■ Ongoing technical, product, and sales training.
