THE OPPORTUNITY 

• Are you energized by leading a field sales team with a strong focus on execution, accountability, and results?
• Do you enjoy coaching sales professionals in real time to improve preparation, pipeline discipline, and deal progression?
• Are you motivated by the opportunity to strengthen sales rigor?

ABOUT THE COMPANY 

ARC Abrasives is a family-owned business headquartered in Troy, Ohio. Founded in 1960, ARC has grown into one of the nation’s largest abrasive converters through vertical integration, continuous innovation, and a strong commitment to quality. The organization places a strong emphasis on hands-on leadership and operational discipline, while intentionally delivering an elevated customer experience at every touchpoint. ARC differentiates itself by creating strategic value for its customers through exceptional service, support, and long-term partnerships with distributors and end users.

WHAT YOU’LL BE DOING

Reporting to the Director of Sales, the Sales Manager will lead and coach a team of six Territory Managers with a strong focus on execution discipline, pipeline rigor, and revenue performance. This is a hands-on leadership role that stays closely connected to deal strategy, customer engagement, and day-to-day sales execution.

The role is responsible for setting and enforcing standards around sales activity, opportunity qualification, call planning, and follow-up, while leading structured pipeline reviews and ensuring forecast accuracy and coverage. You will own territory-level performance across revenue, opportunity creation, win rates, and deal velocity, identifying gaps early and driving development or corrective action as needed.

IDEAL CANDIDATE QUALIFICATIONS AND EXPERIENCE

• Bachelor’s degree or equivalent sales leadership experience
• Five or more years of experience in field sales or sales management roles
• Proven experience leading, coaching, and holding sales teams accountable for execution and results
• Strong understanding of pipeline management, forecasting, and CRM-driven sales processes
• Experience in industrial, manufacturing, MRO, or distribution-driven sales environments preferred
• Demonstrated ability to influence without authority and partner cross-functionally
• Comfortable balancing hands-on coaching with performance accountability

KEY PERSONAL ATTRIBUTES 

• Execution-Oriented: Focused on turning activity into results through discipline and follow-through
• Coach and Leader: Develops people through observation, feedback, and clear expectations
• Accountability-Driven: Holds self and others to high standards of performance and preparation
• Organized and Structured: Brings rigor to pipeline management and forecasting
• Confident Communicator: Comfortable challenging and supporting sales professionals constructively
• Adaptable: Thrives in a growing, evolving organization

THE PAYOFF 

This is an opportunity to play a meaningful role in strengthening ARC Abrasives’ sales- execution today while growing into broader strategic account ownership over time. Success in this role directly impacts revenue predictability, sales effectiveness, and long-term customer partnerships within a family-owned organization poised for continued growth.

DIVERSITY/INCLUSION STATEMENT

Gilman Partners is committed to strengthening leadership teams and elevating the talent in our communities – and that means all qualified applicants will receive consideration without regard to race, ability, religion, sex, age, sexual orientation, gender identity/expression, or national origin. You don’t have to meet every qualification in this job description to apply. If you’re drawn to the position and believe your experience makes you a good fit, we encourage you to reach out.