Role Summary
The Sales Manager will lead, coach, and grow our outside sales team covering New York, New Jersey, Connecticut, and Pennsylvania. You will own the territory quota, build the playbook for outside sales execution, and partner directly with the CEO and operations team to translate field insight into product, pricing, and merchandising decisions.
This is a hands-on player-coach role for an operator who has built and led multi-state outside sales teams selling physical / hard good products.
Key Responsibilities
- Lead and develop a team of outside sales reps covering NY, NJ, PA and CT, visiting and calling on retail flower shops with our hard-goods CPG portfolio.
- Build and maintain a complete intelligence list of every flower shop across NY, NJ, CT, and PA — names, owners, buying patterns, decision-makers, and current vendors.
- Recruit, hire, onboard, and ramp outside sales reps as the team scales across the territory.
- Develop a deep understanding of what every customer buys, how, when, and why — and own the end-to-end buying process for all customers across the territory.
- Travel with sales reps occasionally to ride along, understand the market firsthand, and surface new opportunities.
- Own the territory quota and set individual quotas; build pipeline coverage, forecasting discipline, and a clear weekly cadence with the team.
- Drive new account acquisition across the territory: set monthly prospecting goals, organize blitz days, and personally close named anchor accounts.
- Run daily 1:1s and a weekly team standup; conduct monthly performance reviews using HubSpot CRM data, mirroring the cadence already in place for individual contributors.
- Own HubSpot hygiene for the team — call logs, deal stages, account notes, pipeline accuracy — and use the data to coach reps, not just report up.
- Build a structured account segmentation model — key accounts, growth accounts, and prospects — and assign or rebalance house accounts across reps.
- Partner with operations, purchasing, and the CEO on demand signals, new product launches, pricing tests, and seasonal campaigns (Valentine's Day, Mother's Day, holidays).
- Resolve escalated customer and credit issues; protect margin while preserving the customer relationship.
- Train the sales team on finding new accounts and maximizing existing accounts to full capacity.
- Work with the Marketing Team to generate new ideas to product specials, sales promotions, and other lead generation and sales maximization opportunities.
- Lead the sales forecasting of the company and be accountable for sales targets across every salesperson.
- Improve sales strategy for each account and the overall sales process.
Qualifications
Required
- 5 years of B2B outside sales experience, with at least 2 years directly managing a team of outside sales reps.
- Track record of leading sales teams in wholesale distribution, hard-goods CPG, food service, or other route-based / shop-call industries.
- Demonstrated ability to grow a multi-state book of business through both new account acquisition and existing account expansion.
- Hands-on CRM operator — HubSpot strongly preferred; comfortable enforcing CRM discipline and using pipeline data to coach reps.
- Strong commercial instincts: comfortable with margin, GP%, AOV, order frequency, and managing a territory P&L.
- Coaching mindset — you have ridden along, debriefed calls, and developed reps into top performers.
- Excellent communicator, organized, and execution-oriented; comfortable being the bridge between the field and the back office.
Nice to Have
- Spanish language proficiency.
- Floral industry experience.
- Existing relationships in the floral industry.
Compensation & Benefits
- Competitive base salary commensurate with experience.
- Commission on team sales performance.
- Performance bonus tied to new account acquisition and team quota attainment.
- Paid time off and standard company holidays.
- Direct partnership with the CEO and a clear path to expand the team and territory as the business grows.
How We Will Measure Success
- Team net sales revenue and YoY growth across NY, NJ, CT, and PA.
- New account acquisition (count and revenue) across the territory.
- Average order value, order frequency, and reactivation of dormant accounts.
- CRM hygiene and forecast accuracy across the team.
- Rep ramp time, retention, and quota attainment.
Pay: $70,000.00 - $120,000.00 per year
Work Location: In person
