Sales Manager

*About Bison Profab*

Bison Profab is a trusted manufacturer of high-quality custom enclosures and metal fabrication solutions, known for craftsmanship, reliability, and a commitment to doing things the right way. Our culture blends structure with genuine care for people, emphasizing clear communication, respectful collaboration, continuous improvement, and strong personal ownership. We operate under the Entrepreneurial Operating System (EOS), with well-defined roles, measurable priorities, and disciplined processes that support accountability and data-driven decision-making. Through tools like L10 meetings, scorecards, and open issue-solving, team members are empowered to contribute ideas, refine workflows, and strengthen operational clarity. At Bison, people thrive when they “Get It, Want It, and Have the Capacity to Do It” — and when they embrace a positive, team-first mindset that supports both individual excellence and collective success.

*About the Opportunity*

We are not looking for a caretaker. We are looking for a rock star — a hardworking, dedicated, loyal sales leader with the heart and the hunger for growth and success, who runs toward a challenge no matter where it comes from or how hard it is.

The Sales Manager is a player-coach: a true hunter who personally opens doors, develops new accounts, and closes business — while building, training, and mentoring a high-performing sales team and elevating it into a strategic function of the company. You will own the bookings and sales numbers in the annual company budget, protect gross margins on the work we quote and win, and keep our backlog healthy so production always has profitable work to build.

This is a rare ground-floor leadership opportunity in a fast-growing fabricator. Bison is investing in people, equipment, and capacity — and the Sales Manager who drives this growth will grow with it, with a clear path toward senior commercial leadership.

*What You Will Own*

• *Bookings & sales:* Deliver the bookings and sales targets set in the annual company budget — you are responsible and accountable for the number.
• *Business development:* Personally identify, prospect, open, and develop new accounts — relentless lead generation is a core part of this role, not a delegated one.
• *Gross margin:* Quote and win work at healthy margins; protect pricing discipline across the team and help the company sustain its gross margin targets.
• *Backlog health:* Maintain a strong, balanced backlog that keeps production loaded with profitable work and supports the revenue plan.
• *The team:* Lead, train, mentor, and develop the inside and outside sales team — and grow it into a strategic, scalable sales organization.
• *The systems:* Own pipeline integrity in Nutshell (CRM), drive adoption of the ERP and all company systems, and keep sales data accurate and actionable.

*Bookings, Margin & Backlog Accountability*

Each year, Bison deploys an annual company budget. The Sales Manager is directly responsible and accountable for the commercial side of that budget. Specifically, this role:

• Owns monthly, quarterly, and annual bookings and sales targets, and manages the pipeline coverage needed to hit them.
• Quotes and negotiates with margin discipline — pricing work based on material, engineering, labor, and outside service costs — and holds the team to the same standard.
• Monitors backlog level, mix, and aging; works with Operations to keep the backlog healthy, deliverable, and aligned with capacity.
• Tracks performance weekly on the sales scorecard — leads generated, first appointments, quotes issued ($ and #), win rate, bookings vs. plan — and reports results and gaps to leadership.
• Identifies risks to the plan early and drives corrective action: more at-bats, better targeting, sharper follow-up — not excuses.
• Provides input to the annual budgeting process: market opportunities, account plans, pricing strategy, and the sales capacity needed to support growth.

*Essential Duties & Responsibilities*

*Business Development & Prospecting (Hunter Role)*

• Dedicate a substantial portion of your time to identifying and qualifying prospective clients through cold calls, emails, in-person visits, trade shows, and networking.
• Open new customer accounts — including with clients who may not yet recognize their need for our solutions — and build a targeted prospect list of ideal-fit accounts.
• Employ consultative, value-based selling: uncover customer pain points and position Bison’s fabrication, welding, powder coating, and assembly capabilities to solve real business problems.
• Drive the full sales cycle from first contact to contract signature, negotiating and closing deals that deliver mutual value at healthy margins.
• Develop landed accounts through upsell, cross-sell, and repeat business; nurture trust-based relationships with key decision-makers.
• Travel up to 25–50% of the time to meet prospects and customers, attend industry events, and represent Bison in the field.

*Sales Team Leadership & Development*

• Manage, supervise, and direct the activities of the sales department — inside sales, outside sales, and sales support.
• Train, coach, and mentor each team member; build individual development plans and nurture relationships that help every associate achieve their goals.
• Grow the sales team into a strategic function: define roles, processes, and territories that scale with the company.
• Assist direct reports with quote preparation, product recommendations, and securing business when needed — lead from the front.
• Establish sales objectives by forecasting and developing annual quotas, projecting expected sales volume and profit for existing and new products.
• Run the weekly sales L10 meeting; review the scorecard, solve issues openly, and keep priorities clear.
• Recruit, interview, and hire sales talent as the team grows; address performance gaps fairly and quickly.

*Quoting, Accounts & Customer Experience*

• Respond to and route incoming inquiries (email, website, phone); help customers define enclosure specifications — NEMA/IP/ATEX ratings, UL requirements, materials, mounting, environment, and protection needs.
• Prepare accurate quotes with realistic lead times, based on material, engineering, labor, and outside service costs (galvanizing, machining, silk-screening, etc.).
• Personally manage a group of major accounts as defined by management, providing excellent service and follow-up.
• Maintain existing accounts through proactive follow-up on quotes, shipped product, and customer satisfaction.
• Work cooperatively with Estimating, Engineering, Production, and Quality to ensure seamless handoffs from sale to production and a world-class customer experience.

*CRM, Systems & Market Intelligence*

• Be the CRM champion: maintain a complete, current, and accurate pipeline in Nutshell — every activity, contact, and opportunity documented in real time — and hold the team to the same discipline.
• Use the ERP and all other company systems as required to keep quotes, orders, and customer data aligned from sale through invoicing.
• Provide weekly reporting on follow-up attempts, leads received, quotes generated, and purchase orders received.
• Continuously gather market intelligence — trends, competitor activity, customer needs — and use it to sharpen targeting, pricing, and strategy.
• Assist with marketing programs: website development (with our internet marketing vendor), email campaigns, newsletters, case studies, and new product promotion.
• Support ISO 9001 and ATEX/IECEx certification activities and internal/external audits as they relate to sales.
• Perform other related duties as assigned; good attendance and punctuality are essential to this position.

*Operating Cadence*

• *Daily:* Prospecting activity (calls, emails, visits), pipeline updates in Nutshell, and same-day follow-up on inquiries and quotes.
• *Weekly:* Lead the sales L10; review the scorecard — leads, appointments, quotes ($ and #), win rate, bookings vs. plan; coach reps one-on-one.
• *Monthly:* Review bookings, sales, margin, and backlog against budget with leadership; refresh account plans and the targeted prospect list.
• *Quarterly:* Present pipeline and market review; set and review quarterly sales goals (Rocks); evaluate team structure and development plans against the growth forecast.

*Key Performance Indicators*

Performance is measured against the annual company budget and the sales scorecard, including targets such as:

• Bookings vs. budget — monthly, quarterly, and annual plan attainment (target: 100%).
• Sales/shipped revenue supported by bookings and backlog vs. the annual plan.
• Gross margin on quoted and booked work vs. company targets.
• Backlog health — total value, mix, and weeks of coverage aligned with capacity.
• New accounts opened and revenue from new customers.
• Pipeline coverage and movement — qualified leads, first appointments, quotes issued, win rate.
• CRM data quality — complete, current, and accurate pipeline in Nutshell.
• Team development — rep performance against quota, training completion, and retention.

*Qualifications & Experience*

*Required*

• 10–15 years of progressive sales experience, including leading and developing a sales team.
• Experience in sheet metal fabrication or a comparable fab shop / custom manufacturing environment — ideally in organizations of roughly $50M in revenue or larger.
• A documented track record as a hunter: opening new accounts, building pipeline from scratch, and consistently exceeding bookings targets.
• Demonstrated accountability for budget-level commercial results — bookings, revenue, and gross margin.
• Well-connected in the industry, with an established network of customers, contacts, and market relationships.
• Strong command of CRM-driven selling (Nutshell or similar) and disciplined pipeline management; proficiency with ERP systems and Microsoft Office.
• Ability to read and understand submittal drawings, prints, and schematics; strong working knowledge of fabrication, welding, powder coating, and assembly processes.
• Knowledge of enclosure environmental ratings (NEMA, IP, ATEX/IECEx) and how requirements affect cost and pricing.
• Exceptional verbal and written communication skills — articulate, persuasive, and professional in every interaction.
• Well-read and intellectually curious, with an open mind to new ideas, tools, and ways of working.

*Preferred*

• Bachelor’s degree in Business, Engineering, or a related field — or an equivalent record of sales success.
• Experience working within EOS (Entrepreneurial Operating System) or a similar operating framework.
• Experience supporting marketing programs: web presence, email campaigns, content, and trade shows.
• Bilingual proficiency in English and Spanish.

*Who Thrives in This Role*

This position is built for someone who is:

• *A true hunter,* energized by prospecting, opening doors, and turning “no” into “yes.”
• *Hardworking,* dedicated and loyal, with the heart and desire for growth and success.
• *Self-driven,* taking initiative, never waiting for the phone to ring, and owning the number without excuses.
• *Resilient,* facing the challenge head-on — no matter where it comes from or how hard it is.
• *A player-coach,* leading from the front while developing others into top performers.
• *A lifelong learner,* well-read, well-connected, and always curious, with an open mind to new things.
• *Organized and disciplined,* managing time, territory, pipeline, and team with systems and consistency.
• *Team-first —* someone who truly “Gets It, Wants It, and Has the Capacity to Do It.”

*Physical Requirements*

• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.
• Ability to travel by car and air up to 25–50% of the time.

*Why Bison Profab*

Bison is a versatile, growing fabricator — custom enclosures, precision sheet metal, welding, powder coating, and assembly under one roof — with the quality systems (ISO 9001, ATEX/IECEx) and the capacity investments to compete for bigger work every year. For the right sales leader, that versatility is a weapon: more capabilities to sell, more markets to enter, and more room to grow. You will have real authority over the commercial engine, the backing of leadership, competitive compensation with performance incentives, and a genuine path to senior commercial leadership as the company scales. If you are a rock star who wants to build something — not just maintain it — this role was written for you.

_*Disclaimer: *__The above statements are intended to describe the general nature and level of work being performed by employees assigned to this job description. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of individuals so classified. All personnel may be required to perform additional responsibilities outside the scope of essential day-to-day duties as listed in this job description._

Pay: From $100,000.00 per year

Benefits

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Work Location: In person