Commercial Sales Manager

SUMMARY: The Commercial Sales Manager is responsible for leading the day-to-day commercial execution of Cattron's Industrial Market. Working closely with the Director of Industrial Markets, this leader drives sales performance, develops the commercial organization, strengthens customer relationships, and ensures disciplined execution of the overall market strategy. The Commercial Sales Manager provides leadership for Territory Sales Managers while maintaining direct engagement with strategic customers and key growth opportunities.
This role is ideal for a technically oriented commercial leader with experience selling engineered products into industrial markets such as overhead cranes, material handling, industrial wireless controls, lifting equipment, automation, or related industries.

RESPONSIBILITIES

• Lead, coach, and develop Territory Sales Managers to achieve sales, profitability, and customer satisfaction objectives.
• Execute the commercial strategy established by the Director of Industrial Markets and translate strategic priorities into measurable action plans.
• Drive new customer acquisition while expanding business within existing OEM, distributor, system integrator, and end-user accounts.
• Personally manage and grow key strategic customer relationships and support major sales opportunities.
• Improve pipeline management, forecasting accuracy, CRM discipline, and sales process execution.
• Partner with Applications Engineering to deliver technical solutions for complex customer applications.
• Collaborate with Product Management, Engineering, Operations, Marketing, Customer Service, and Finance on commercial initiatives.
• Develop account plans, territory strategies, and channel partner initiatives that increase market penetration.
• Monitor sales performance, market trends, competitive activity, and customer feedback to identify growth opportunities.
• Recruit, onboard, mentor, and develop commercial talent while fostering accountability and continuous improvement.
• Represent Cattron at customer meetings, trade shows, and industry events.

REQUIREMENTS

• Demonstrated success leading technical B2B sales teams within industrial or engineered-product
• Strong consultative and application-based selling skills.
• Experience managing Territory Sales Managers and/or Inside Sales teams.
• Ability to develop people, drive accountability, and improve commercial execution.
• Strong business acumen with experience in forecasting, pipeline management, pricing, and sales
• Excellent communication, coaching, negotiation, and relationship-building skills.
• Ability to collaborate across Engineering, Product Management, Operations, Marketing, and Finance.
• Willingness to travel approximately 50%.

EDUCATION / EXPERIENCE

• Bachelor’s degree in business, Engineering, Marketing, or related field preferred.
• Minimum of 8 years of progressive sales experience within industrial or engineered-product markets.
• Minimum of 3 years leading sales professionals or commercial teams.
• Experience within overhead cranes, material handling, industrial wireless controls, lifting equipment, crane controls, or closely related industries strongly preferred.
• Experience working with OEMs, distributors, system integrators, and end users preferred.

IDEAL CANDIDATE PROFILE

The ideal candidate is a hands-on commercial leader who enjoys coaching people while remaining actively involved with customers and strategic opportunities.

• Proven leader who improves sales execution rather than simply managing activity.
• Strong understanding of the overhead crane, material handling, or industrial controls marketplace.
• Comfortable leading technical sales discussions alongside Applications Engineering.
• Disciplined in forecasting, CRM utilization, account planning, and pipeline management.
• Builds trust quickly with customers and cross-functional teams.
• Balances strategic thinking with day-to-day execution and accountability.