Sales Manager - Strategic Accounts

BOUT PORTLAND BOLT

Portland Bolt & Manufacturing Co. has built its business success on a philosophy of unparalleled service, quality products, and on-time delivery. Established in 1912, Portland Bolt manufactures large bolts and fasteners for construction projects worldwide — including high-rise buildings, bridges, power plants, and stadiums. Our enterprise includes multiple U.S. manufacturing locations and Applied Bolting Technology (ABT), the manufacturer of Direct Tension Indicator (DTI) washers. With products shipped to all 50 states, 10 Canadian provinces and territories, and 31 countries, we are a growing, global organization rooted in manufacturing excellence.

THE OPPORTUNITY

This isn't a title — it's a seat at the table. Portland Bolt is hiring a Sales Manager – Strategic Accounts to lead our Charlotte sales team and personally own a portfolio of our most important customers in the Southeast.

You'll sell the full Portland Bolt and ABT product portfolio — anchor bolts, custom threaded products, structural bolts, and DTI washers — into steel fabricators, contractors, EPCs, distributors, and OEMs. You'll build the relationships, run the team, set the pace, and own the results. If you're a player-coach who likes to win, builds trust with customers, and knows how to hold a team accountable without losing them, this role was written for you.

We're a 100-year-old manufacturer that still operates with the urgency of a startup. Our customers rely on us because we deliver — and this role is how we keep that promise in the Southeast.

WHAT YOU'LL DO

Strategic Account Management

• Own a defined portfolio of strategic accounts with personal revenue and gross margin targets
• Build and maintain written account plans covering share of wallet, decision-makers, upcoming projects, competitive position, and growth targets — reviewed quarterly with the VP of Sales
• Develop relationships at multiple levels: purchasing, project management, detailing, engineering, and executive leadership
• Engage customers early in the bid process to position Portland Bolt before specs and suppliers are locked
• Expand share of wallet by selling the full Portland Bolt and ABT portfolio across each account
• Lead pricing and commercial negotiations within the company approval matrix
• Serve as the primary point of contact from quote through delivery; partner with operations on lead times and expedites

Sales Leadership & Revenue Growth

• Set, track, and hold the team accountable for quote volume, conversion rate, revenue, and gross margin vs. budget
• Actively manage the quote pipeline with consistent follow-up on all open opportunities
• Follow up on expired and lost quotes to determine root cause and improve win rates
• Monitor competitive activity and market pricing; communicate demand signals to operations and planning
• Build a customer-focused team culture defined by urgency, follow-through, and accountability

Estimating & Pricing

• Estimate manufacturing costs for nonstandard bolts using specialized estimating software; review and approve team estimates
• Assign and protect appropriate profit margins across all team estimates
• Support order entry and purchasing of accessory items as needed

Reporting & Continuous Improvement

• Track and report KPIs to the VP of Sales: strategic account revenue and margin growth, quote volume, conversion rates, open follow-up activity, and lost business with reasons
• Use ERP/CRM tools to improve pipeline visibility and shorten response times
• Represent Portland Bolt at customer sites, industry events, and trade association meetings

WHAT SUCCESS LOOKS LIKE

• Written account plan in place for every strategic account within 90 days
• Measurable growth in revenue, gross margin, and share of wallet at strategic accounts
• Increased quotes per rep per day and quote-to-order conversion across the Charlotte team
• Growing pull-through of Portland Bolt and ABT products into the Charlotte customer base
• A highly accountable, high-performing Charlotte sales team

WHY PORTLAND BOLT

Portland Bolt offers a competitive total compensation package including:

• Base plus commission
• Medical, dental, and vision plans
• 401(k) with company matching
• Paid time off
• Free, onsite parking
• Company-paid Short-Term and Long-Term Disability
• Company-paid Life and AD&D insurance
• Company-paid Employee Assistance Program (EAP)

QUALIFICATIONS

• 5+ years of B2B sales experience in industrial or construction products; fasteners, steel, rebar, or building materials strongly preferred
• 2+ years of key or strategic account management with a proven track record of growing large accounts
• Prior supervisory or team-lead experience required
• Working knowledge of the construction supply chain: fabricators, contractors, erectors, and distributors
• Strong math skills for estimating: fractions, decimals, margin calculations, and unit conversions
• Ability to read drawings and specifications; familiarity with ASTM F1554, F3125, A325/A490 a plus
• Experience with ERP/CRM systems and Microsoft Excel
• Bachelor's degree preferred; equivalent experience considered
• Valid driver's license; ability to travel approximately 25%, primarily in the Southeast
• Conversational Spanish a plus