Position Overview
Kroll International is seeking an experienced, hands-on Sales & Dealer Operations Manager to lead and develop our dealer-facing sales and account management organization.
This is not a traditional sales management position built around cold calling and individual quotas. Kroll operates as a wholesale distributor serving a diverse network of dealers, retailers, e-commerce partners, government customers, and industry partners. Success in this position requires someone who understands that long-term revenue growth comes from strong relationships, disciplined account management, responsive customer support, intelligent use of data, and consistent execution.
The right person will be equally comfortable leading a team, working directly with a major dealer, analyzing revenue and customer trends, developing an account strategy, resolving an operational issue, and presenting recommendations to senior leadership.
We are looking for a leader who can bring structure without creating unnecessary bureaucracy, hold people accountable while developing them, and take ownership of the department rather than simply maintaining it.
Key ResponsibilitiesTeam Leadership & Development
· Lead, coach, and develop the sales, account management, and dealer support team.
· Establish clear expectations, measurable objectives, and consistent accountability across the department.
· Conduct regular one-on-one meetings, performance reviews, coaching sessions, and team development.
· Identify individual strengths and position team members where they can have the greatest impact.
· Recruit, onboard, and develop new employees as the department grows and evolves.
· Build a culture centered around ownership, responsiveness, teamwork, and customer service.
Dealer & Account Management
· Oversee Kroll's key dealer relationships and ensure strategic accounts receive proactive support.
· Personally engage with major dealers, vendors, and strategic partners when appropriate.
· Develop account segmentation and coverage strategies based on revenue, opportunity, activity, and customer needs.
· Identify dealer attrition, declining purchasing patterns, and growth opportunities before they become larger issues.
· Support the recovery of inactive or declining accounts.
· Ensure the team understands customers' businesses rather than simply processing transactions.
Revenue Strategy & Business Development
· Develop and execute strategies to retain and grow Kroll's existing dealer network.
· Identify opportunities for new dealer acquisition, account expansion, vendor programs, and strategic partnerships.
· Analyze historical purchasing behavior, product categories, customer segments, and market activity to identify opportunities.
· Establish realistic forecasts and performance targets based on available data and market conditions.
· Measure performance beyond simple call volume by focusing on customer engagement, retention, revenue, margin, and account growth.
Vendor & Product Strategy
· Develop a strong working knowledge of Kroll's vendors, product categories, dealer programs, and distribution model.
· Work with vendors to identify opportunities for dealer growth, product launches, promotions, and targeted campaigns.
· Coordinate with Purchasing and Product teams to understand inventory availability, backorders, new products, and market opportunities.
· Help translate vendor initiatives into actionable programs for the dealer-facing team.
Cross-Functional Leadership
· Partner closely with Marketing to develop targeted campaigns based on customer data, product opportunities, geography, seasonality, and vendor priorities.
· Work collaboratively with Purchasing, Operations, Finance, E-Commerce, Marketing, and Executive Leadership.
· Improve communication between departments so customer-facing employees have the information necessary to properly support dealers.
· Identify operational barriers affecting revenue or customer experience and work across departments to resolve them.
Reporting & Continuous Improvement
· Provide leadership with clear reporting on revenue performance, dealer activity, account health, pipeline opportunities, risks, and departmental priorities.
· Maintain strong CRM discipline and ensure customer interactions, opportunities, and follow-up activities are properly documented.
· Develop processes and SOPs that create consistency without slowing down the organization.
· Continuously evaluate what is working, what is not, and where the department needs to adjust.
What We're Looking For
The ideal candidate is a business-minded leader who understands that managing a revenue-producing department requires more than managing a spreadsheet. You should be comfortable making decisions, solving problems, communicating directly, and taking ownership when something needs to get done.
Preferred Qualifications
· 5+ years of sales, account management, wholesale distribution, dealer development, business development, or related experience.
· 2+ years of leadership or team management experience.
· Experience managing large or strategically important customer relationships.
· Strong understanding of account segmentation, customer retention, forecasting, and revenue analysis.
· Experience working in wholesale distribution, B2B sales, dealer networks, outdoor/tactical products, sporting goods, public safety, or a related industry is strongly preferred.
· Strong CRM and Microsoft Excel skills.
· Ability to analyze customer and sales data and turn it into actionable strategy.
· Strong written and verbal communication skills.
· Demonstrated ability to work across multiple departments and priorities.
· Comfortable communicating with frontline employees, customers, vendors, and executive leadership.
· Oracle NetSuite ERP system knowledge and experience
The Person Who Will Succeed Here
· Takes ownership instead of waiting to be told what to do.
· Can operate effectively in a fast-moving environment where priorities occasionally change.
· Is comfortable challenging an existing process when there is a better solution.
· Communicates clearly and directly.
· Holds people accountable while still investing in their development.
· Understands the difference between activity and meaningful results.
· Can balance strategy with execution.
· Builds relationships naturally with customers, vendors, employees, and leadership.
· Uses data to make decisions but understands that relationships still drive the business.
· Is willing to jump into a customer issue or opportunity personally when necessary.
· Wants to build something better rather than simply inherit a department.
What Success Looks Like
During the first year, success in this role should include:
· Developing a strong understanding of Kroll's customers, vendors, products, and internal operations.
· Building clear accountability and expectations across the dealer-facing team.
· Strengthening relationships with Kroll's largest and most important customers.
· Establishing consistent account coverage and customer follow-up.
· Improving visibility into dealer retention, attrition, and growth opportunities.
· Developing stronger coordination between Sales/Dealer Operations, Marketing, Purchasing, and Operations.
· Creating repeatable processes that allow the department to scale.
· Producing sustainable revenue growth while improving the overall dealer experience.
Leadership Style
Kroll needs a leader who is visible, accessible, and engaged with the team.
This position is best suited for someone who leads from within the operation rather than from behind a desk. The successful candidate will understand their team's challenges, coach through problems, recognize strong performance, address poor performance directly, and create an environment where employees understand both what is expected of them and why it matters.
This role offers an opportunity to take ownership of an established customer base and help shape the next phase of Kroll's dealer and revenue strategy.
Pay: $90,000.00 - $110,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Flexible spending account
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Vision insurance
Experience:
- B2B sales: 5 years (Required)
- Management: 2 years (Required)
- Wholesale Distribution: 5 years (Required)
- CRM software: 2 years (Required)
Work Location: In person
