Sales Manager, General Markets

Department: Sales

Employment Type: Full Time

Location: Swagelok Northern California

Reporting To: Director of Sales and Engineering

Compensation: $150,000 - $198,858 / year

Description

Key Responsibilities

• Lead the development and execution of market growth strategies that drive profitable revenue growth and market share expansion across the General Industrial, Life Sciences, and Oil, Gas & Chemical segments.
• Translate the Company's strategic plan into actionable sales initiatives, ensuring alignment of resources, priorities, and customer engagement activities with organizational objectives.
• Drive new business development efforts through effective pursuit of strategic opportunities within end users, EPCs, contractors, and other key market influencers.
• Establish and maintain strategic account and territory plans that identify growth opportunities, strengthen customer relationships, and increase penetration within targeted markets.
• Partner with Sales Engineers to develop and execute customer growth strategies that leverage the Company's full portfolio of products, services, and value-added solutions.
• Collaborate with the Director, Sales and Engineering to develop sales forecasts, establish performance objectives, allocate territories and resources, and optimize market coverage.
• Build and maintain executive-level relationships with key customers, decision makers, and industry influencers to strengthen strategic partnerships and advance long-term business objectives.

• Develop deep understanding of customer applications, operational challenges, and business drivers to position differentiated solutions that create measurable value and reduce total cost of ownership.
• Serve as a key voice of the customer within the organization by identifying emerging market trends, competitive dynamics, customer needs, and growth opportunities.
• Partner with Marketing, Engineering, Operations, and other cross-functional teams to deliver integrated customer solutions and ensure successful execution of strategic initiatives.

• Lead, develop, and inspire a high-performing team of Sales Engineers and assigned associates, fostering a culture of accountability, customer focus, collaboration, and continuous improvement.
• Build organizational capability through the recruitment, selection, onboarding, and retention of talented associates aligned with the Company's values and strategic objectives.
• Establish clear performance expectations and provide ongoing coaching, mentoring, and developmental feedback to support individual growth and business success.
• Drive associate engagement and professional development by promoting technical expertise, business acumen, leadership capability, and continuous learning.
• Conduct regular performance discussions to evaluate progress against role expectations, business objectives, and development plans, recognizing achievements and addressing performance gaps as needed.
• Ensure fair, consistent, and timely performance management practices, including appropriate documentation, communication, and partnership with Human Resources when required.
• Develop succession and talent development plans that strengthen the long-term capabilities of the sales organization and support future leadership needs.
• Create an environment that encourages open communication, teamwork, innovation, and alignment with the Company's mission, values, and strategic priorities.
• Maintain accountability for team performance, resource utilization, and execution of departmental objectives, taking appropriate action to ensure business goals are achieved.

• Hold Crucial Conversations – Engage in effective dialogue when there are opposing opinions, high stakes, and strong emotions.
• Apply Financial Fluency – Continuously seek out ways to increase the gross margin per invoice and reduce the cost to serve.
• Model Effective Interactions – Communicate effectively with both internal and external customers by being modifiable, inviting participation, and clearly stating intentions.
• Employ Essentialism – Prioritize tasks that support the achievement of our vision, mission, and strategic plan while living our core values.
• Communicate with Radical Candor – Challenge directly while caring personally to promote effectiveness and associate growth and development.
• Embrace the Power of Vulnerability – Create a culture where honest sharing of weaknesses, feelings, and experiences are recognized as opportunities for growth, improved relationships, and better outcomes.
• Align with Intrinsic Motivators – As much as possible, manage associates so that they have an appropriate amount of autonomy, can master a specific skill set, and are aligned with the broader purpose of the company.
• Servant Leadership – Be of service to associates by removing obstacles and providing support that enables their success and well-being.

Skills, Competencies, Education, & Work Experience

• Sales Acumen. Mastery of the Sandler Selling process; ability to manage and coach a territory-based sales team.
• Financial Acumen. Ability to maximize customer profitability while satisfying customer needs; understands gross margin drivers and cost-to-serve implications.
• Leadership. Models values-based leadership that inspires achievement, challenges poor performance, and promotes a cohesive and supportive team culture.
• Broad Negotiation. Able to negotiate with customers, associates, and suppliers to achieve win-win solutions.
• Customer Collaboration. Successfully works with all levels and roles at customer organizations, including C-suite executives.
• Results Orientation. Focuses time and energy on strategic and tactical needs of the business; consistently meets or exceeds assigned targets.
• Effective Communication. Email and verbal communications facilitate rapid responses by clearly and directly stating intentions, explanations, and requests.
• Computer Proficiency. Proficient in MS Office suite, MS Outlook, Zoom, CRM platforms, and ERP business systems.
• Technical Knowledge. Proficient with iPads, smart phones, and other applicable devices; capable of developing functional knowledge of the Swagelok product line.

• Minimum of 5 years of successful field sales, business development, or account management experience.
• Minimum of 5 years of people leadership experience, including responsibility for coaching, developing, and managing the performance of sales professionals or customer-facing teams.
• Demonstrated success driving revenue growth, developing strategic customer relationships, and achieving business objectives

•  Bachelor’s degree in engineering (mechanical, chemical, industrial), business, or a related technical discipline; an equivalent combination of education, experience, and demonstrated leadership success will be considered.

Benefits

• 100% covered employee Medical, Dental, & Vision Insurance
• Up to 80% dependent coverage for Medical, Dental, & Vision Insurance
• Life Insurance
• Health Care Flexible Spending Account
• Dependent Care Flexible Spending Account
• 401k Plan & Company Matching up to 4%
• Short-Term and Long-Term Disability
• Competitive Pay
• Generous PTO
• Paid Holidays
• Tuition Reimbursement
• Gym Membership Reimbursement up to $50/month
• Professional Coaching