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Sales Manager – Law Enforcement & Military Markets
Fully Remote | Continental U.S. | Competitive Base + OTE
About the Opportunity
Our client is a recognized leader in emblem, insignia, patch, and decoration solutions serving law enforcement, military, public safety, workwear, fashion, and corporate markets across North America. They are seeking a proven Sales Manager to lead and grow a high-performance team of up to 12 inside and outside sales professionals.
This is a fully remote role open to candidates anywhere in the continental United States. Travel of approximately 10–20% is required for field visits, customer meetings, trade shows, and rep ride-alongs.
The Role
The Sales Manager is a senior sales leadership position — not an individual contributor with a title. You will own North America revenue performance, managing a blended team of up to 6 inside and up to 6 outside sales representatives. You will report directly to the Chief Sales Officer and be accountable for hitting monthly, quarterly, and annual revenue targets.
Key Responsibilities
Sales Leadership & Team Performance
• Lead, coach, and develop a team of up to 12 inside and outside sales reps across North America
• Build a high-accountability sales culture grounded in urgency, ownership, and results
• Conduct regular one-on-ones, call reviews, pipeline inspections, and field ride-alongs
• Set individual performance goals, track KPIs, and manage structured performance reviews
• Recruit, onboard, and ramp new sales talent in line with growth targets
Revenue Ownership & Pipeline Management
• Own and deliver combined North America sales revenue targets across both brands
• Manage and grow pipeline across law enforcement, military, public safety, workwear, fashion, and corporate verticals
• Ensure CRM (HubSpot) accuracy and adoption across the full team
• Monitor pipeline health metrics including coverage ratios, velocity, aging deals, and conversion rates
• Provide regular sales progress updates to senior leadership
Market Expertise
• Apply working knowledge of LEO and military procurement including agency buying cycles, cooperative contracts, bid processes, and GSA vehicles
• Build and maintain relationships with agency buyers, quartermaster officers, procurement officials, distributors, and dealers in the public safety space
• Identify and develop opportunities in workwear, fashion, corporate, and other verticals where quick-turn decoration creates competitive advantage
• Represent both brands at trade shows, industry events, law enforcement expos, and government procurement events
Sales Systems & Process
• Design and enforce standard work for prospecting, pipeline management, outbound activity, discovery, and closing
• Implement Lean methodology across the sales team including standard works and structured problem-solving
• Manage a disciplined sales cadence across inside and outside reps to ensure consistent activity and pipeline generation
Qualifications
• 7–10+ years of B2B sales experience; 3–5+ years in a senior sales management role overseeing both inside and outside teams
• Direct experience selling into law enforcement agencies, military branches, public safety organizations, or government procurement channels — required
• Proven track record of building and scaling sales teams across multiple verticals and channels
• Strong command of pipeline management, CRM tools (HubSpot preferred), KPI-driven coaching, and revenue forecasting
• Understanding of multi-channel buying behavior including direct, distributor, cooperative contract, and GSA procurement vehicles
• Experience in uniforms, apparel, emblems, patches, insignia, decorated merchandise, or branded products — preferred
• Willingness to travel 10–20% for field visits, trade shows, customer meetings, and rep ride-alongs
• Strong executive presence with customers, agency stakeholders, distributor partners, and internal leadership
• Advanced Excel and analytical skills; ability to build and present sales performance reports
• Bilingual English/Spanish preferred
• Bachelor's degree in Business, Marketing, or related field required; MBA preferred
Why This Role
• True ownership — you report directly to the CSO and hold revenue accountability for two established brands
• Established team — you inherit a team and build on it, not starting from scratch
• Market fit — LEO, military, and public safety are core channels with expansion opportunity into workwear, fashion, and corporate
• Fully remote with flexibility to work from anywhere in the continental U.S. (excluding CA and NY)
• Competitive base salary plus strong OTE
Our client is an Equal Opportunity Employer and does not discriminate on the basis of race, color, sex, sexual orientation, age, religion, national origin, or disability.
JOB ID: 177385
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Andy Tripoli