A Sales Manager plans and directs sale of products or services to customers. Coordinates sales distribution. Establishes sales territories, quotas and/or goals for staff, and provides training for sales representatives. Analyzes sales data to monitor customer preferences and develops strategies for increasing sales..
Exton, Pennsylvania — on-site Reports to: Chief Revenue Officer, FSW Group Direct reports: Welsford Co. regional sales representatives and ValveMan Territory Managers Who We Are FSW Group is a family-first organization, and we mean it literally. Every person here has people at home counting on them, and the reason we grow this business is so there is more on the table at the end of the day. We take care of the person first. The results follow. We are process control specialists and solution sellers. Our customers don't call us because we pushed hardest — they call us because we understand their application, we know the products, and we tell them the truth about what will actually work. We are building relationships meant to last decades, not quarters. "Metrics drive clarity. Coaching drives performance." The Opportunity We're looking for a Sales Manager to build the engine that makes our sales team successful. This is a builder's role. You'll inherit a capable team and a real book of business, and your job is to find what's broken, slow, unclear, or under-leveraged — and then fix it. Not write a memo about fixing it. Fix it. You'll be in the CRM, in the quotes, in the pricing, on the calls, and in the field, identifying gaps and personally working through the execution of closing them. You're also the person your reps come to when things get hard. You're building an environment where good salespeople want to stay for twenty years. Morale isn't a soft metric here — it's one of your primary deliverables. Two teams report to you, with two different growth problems to solve: Welsford Co. reps own defined regional territories by county. Their job is to serve those customers better and steadily grow their book of business. ValveMan Territory Managers take customers who found us once online and turn them into long-term partners. Your job is to make that conversion repeatable rather than accidental. What You'll Own Performance & Team Development Set annual goals with each salesperson, supported by monthly benchmarks and daily execution plans Monitor KPIs — calls, transactions, close rate, margins, pipeline health — and coach consistently to expectations Run weekly 1:1s that balance encouragement, problem-solving, skill development, and accountability Maintain documented annual development plans with quarterly progress reviews Lead quarterly performance reviews that are fair, data-driven, and growth-oriented Own revenue growth and profitability across both teams Culture, Trust & Team Health Foster a high-trust, family-focused culture where reps feel supported, challenged, and responsible for results Address performance issues and interpersonal conflicts early, directly, and constructively Resolve territory, account, and commission disputes fairly and efficiently Stay aware of team dynamics and intervene before issues reach morale or results Process, Systems & Sales Enablement Serve as functional owner of the CRM, communication platform, dashboards, and sales enablement tools Ensure the quoting → follow-up → closing workflow is efficient, consistent, and easy to execute Maintain accurate SOPs, quoting templates, call outlines, and scripts Continuously identify and remove the friction that slows deals and frustrates reps Partner with our automation and systems teams to improve visibility and ease of use Market Growth & Strategic Execution Work with reps to identify, document, and pursue territory and account growth opportunities Ensure every rep has a documented territory plan and target account list Support reps on large project opportunities and build the plans to win them Identify emerging industries, applications, and market trends, and translate them into sales strategy Training, Vendors & Onboarding Own onboarding for new sales hires and ongoing training for the existing team Maintain strong, collaborative relationships with our top revenue-producing vendors Identify product and technical knowledge gaps and implement targeted training Join customer calls as a supportive second voice and deal coach Cross-Functional Leadership Serve as the primary liaison between Sales and other departments Partner with Marketing on campaigns, messaging, and lead strategy; with Operations on fulfillment visibility; with Finance on pricing, margins, credit, and collections Act as the final escalation point for customer issues involving pricing, delivery, and availability Deliver weekly updates and monthly/quarterly forecasts to leadership with accuracy and context Hiring & Planning Lead interviewing, evaluation, and hiring of sales talent, and maintain a pipeline of future candidates Maintain fair and clear territory assignments and account ownership rules Support leadership in annual planning, quota setting, and budgeting Requirements Ability to work on-site in Exton, Pennsylvania. Our team, our customers, and our product are here. This is the first requirement of the role. Experience in the industrial valve market , or closely adjacent process control / flow control products. You can hold a real technical conversation with an engineer and a plant maintenance manager on the same day. Proven sales leadership experience managing and developing a team of sales representatives. Track record of improving sales processes and operational execution, not just managing to a quota Comfort with CRM, reporting, and using data to direct coaching and strategy Willingness to travel within assigned regions as needed to support the team and customers Valid driver's license Preferred Experience managing both outside/territory and inside/e-commerce sales models Background in distribution, industrial supply, or manufacturer's representation Technical or engineering aptitude in process control applications Who Thrives Here You're a solution seller, not a pressure seller. You believe the way to grow is to be genuinely useful, be right, and be there over time. High-pressure tactics won't work with our customers and aren't welcome here. You roll up your sleeves. You're as comfortable rebuilding a broken process as you are presenting to leadership. You take ownership. This is a standard business-hours role, but sales leadership rarely ends neatly at 5:00. When a rep needs you or a customer is at risk, you're there. You don't clock out on your people. You build people up. You give credit, absorb blame, and create a room people want to be in. What Success Looks Like Revenue and margin growth across both the Welsford territories and the ValveMan book Improved repeat-customer retention on ValveMan accounts A sales team that is more confident, better supported, and reporting higher morale Faster quote turnaround and a cleaner, more reliable pipeline Reps hitting their numbers because the system works, not because they're grinding alone Why This Role Matters The person in this seat determines whether our sales team feels supported or stranded, whether our customers get a trusted advisor or a vendor, and whether the families behind this business keep growing along with it. That's the weight of the job — and it's why it's worth doing.
