Commercial Sales Manager

Company: Guardiar
Location: Aberdeen
Posted on: May 30, 2025

Job Description:

At Hesco Armor, we don't just sell products - we provide life-saving equipment to those who serve and protect. Our hard body armor is trusted by law enforcement, federal agencies, and military professionals worldwide. We're seeking a Commercial Sales Manager who is mission-driven, field-oriented, and ready to lead our North American market to optimize and increase the sales of the Hesco Armor products.

This is a high-impact leadership role responsible for developing new markets, managing key customer relationships, to include federal, state, and local law enforcement and enhance market presence by building strategic partnerships to boost the company's position as a leader in the defense industry. Key Responsibilities and Accountabilities:

• Sales Strategy and Planning:
• Develop and execute a comprehensive sales strategy to drive revenue growth of Hesco's body armor products across the U.S and Canada, with focus on federal and law enforcement customers.
• Identify market trends, customer needs, and competitive dynamics to inform strategic decision-making.
• Set ambitious yet achievable sales targets with their team and develop action plans to ensure their attainment.
• Accountable for reaching the targets in sales turnover and profitability in the North American Region.
• Accountable for Account and Territory plans for the quarter, the year and a 5-year growth plan.
• Build and manage a robust pipeline of agency, distributor and integrator opportunities.
• Work closely with leadership and operations on SIOP to ensure accurate demand forecasting and fulfillment.
  • Team Leadership and Development:
  • Lead, coach, and mentor a team of sales representatives to achieve individual and team sales goals.
  • Provide guidance on sales techniques, product knowledge, and market positioning to enhance team performance.
  • Conduct regular performance evaluations, provide constructive feedback, and implement training and development initiatives as needed.
  • Collaborate with cross-functional teams to ensure alignment and effective account management practices. Resolve customer complaints by investigating problems, developing solutions, preparing reports, and making recommendations to management.
  • Coach team members on navigating complex procurement processes and federal contracting landscapes.
    • Customer and Partner Engagement:
    • Cultivate and maintain relationships with key accounts and strategic partners to drive sales opportunities and maximize customer satisfaction.
    • Develop account plans and strategies to expand business with existing customers and acquire new accounts.
    • Represent Hesco at industry shows, demonstrations, and filed trials.
    • Share customer feedback with R&D to support product developments and marketing efforts.
      • Market Expansion and Business Development:
      • Identify and pursue new business opportunities within the market, including verticals such as, federal, military, government, distributors, etc.
      • Develop and nurture relationships with federal and municipal agencies, channel partners, and procurement influencers.
      • Participate in industry events, trade shows, and conferences to promote the company's solutions and establish thought leadership.
      • Monitor competition by gathering current marketplace information on pricing, products, new products, delivery lead times, merchandising techniques, etc.
      • Work with marketing to maintain flyers, brochures, website with up-to-date product and contact information and work with marketing for lead generation and marketing campaigns for lead generations.
        • Sales Performance Analysis and Reporting:
        • Monitor sales performance metrics, pipeline activity, and market trends to evaluate the effectiveness of sales strategies and initiatives.
        • Generate regular reports and presentations to communicate sales results, forecasts, and insights to management.
        • Utilize data-driven analysis to identify areas for improvement and implement corrective actions as needed. Example: Analyze win/loss trends and pricing dynamics to optimize go-to-market strategy.
        • Determines annual unit and gross-profit plans by implementing marketing strategies, analyzing trends, and results.
        • Establishes sales objectives by forecasting and developing annual sales quotas for US by segment, projecting expected sales volume and profit for existing and new products.
          • Product and Market Knowledge:
          • Maintain a deep understanding of the company's product portfolio, including features, benefits, and competitive advantages.
          • Stay informed about industry trends, regulatory requirements, and emerging technologies relevant to the industry.
          • Share insights and expertise with internal teams to support product development, marketing strategies, and customer support efforts.
            • Require knowledge, Skills and Abilities:
            • High degree of self-structure and motivation.
            • Proactive, ambitious. Wants to evolve into a highly recognized individual.
            • Task and goal oriented.
            • Personally accountable. Understands the difference between accountability and responsibility. Delivers outcomes. Takes charge of tasks and goals and will get them done as agreed despite situations which might cause delays.
            • Ability to meet short deadlines, and willingness to work additional hours during deadline periods.
            • Strong leadership skills with the ability to inspire and motivate a sales team.
            • Strong customer service skills.
            • Must be able to effectively communicate with clients both external and internal.
            • Ability to achieve sales targets.
            • Ability to perform full cycle selling including prospecting, negotiating, and closing.
            • High level of self-confidence.
            • Strong presentation skills.
            • Ability to build and maintain client relationships.
            • Team player. Sees him/herself as an important component of a high-performance team.
            • Self-Directed/Disciplined - good self-management skills.
            • Fast paced and decisive.
            • Excellent communication, negotiation, and interpersonal skills.
            • Willingness to travel as needed to meet with clients, attend industry events, and support sales activities nationwide. 40% -50%.
            • Strategic thinker with the ability to develop and execute sales plans that align with company objectives.
            • Analytical mindset with proficiency in sales forecasting and performance analysis.
              • Education and Industry related Experience:
              • Bachelor's degree in business administration, Marketing, Material Engineering or related field preferred; military or law enforcement background a plus.
              • Minimum 8 years of sales experience; in defense, law enforcement, tactical gear, or related industry.
              • Strong knowledge of law enforcement procurement cycles and federal contracting.
              • Proven track record of success in sales management, preferably within the defense industry or in a related field.
              • Knowledge of ballistic plates.
              • Knowledge of Hesco Armor products.
                • Benefits:
                • A Chance to make a real-world impact by supporting those who protect others.
                • Competitive salary and performance-based incentives.
                • Comprehensive health, dental, and vision insurance.
                • Retirement savings plan with employer match.
                • Paid time off and flexible work arrangements.
                • Opportunities for career growth and professional development.Job Location:
                • Remote
                  
                  Compensation details: 120000-130000 Yearly Salary
                  
                  
                  
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Keywords: Guardiar, Renton , Commercial Sales Manager, Executive , Aberdeen, Washington