Company Overview:

Blulabs, a family-owned international supplier, is a trusted partner to clients worldwide, manufacturing products for the airline, food service, retail, and janitorial & sanitation industries with factories across Asia, Latin America, and the EU. We deliver high-quality products and drive a high-energy, entrepreneurial culture that values ownership and adaptability.

You will directly manage the sales team and the CRM, build the reporting and KPI framework that shows how the business is really performing, and use that visibility to coach, develop, and hold the team accountable. You will oversee account management for our existing customer base, ensuring those relationships are protected and grown by the account managers who own them, and you will partner with executive leadership to set sales strategy and then deploy the people and resources to execute it.

This is a management role, not an individual contributor seat. You will lead the sales and account management team, including account managers who own the day to day customer relationships, while you set the strategy, the standards, and the accountability that make the team perform. You will report to the Chief Revenue Officer and work alongside an executive led selling motion rather than replacing it

SCOPE AND DECISION RIGHTS

  • Direct management of 4 sales and account management professionals.
  • Revenue responsibility for a business north of $175M in annual sales, with an aggressive multi year growth plan across new channels and accounts.
  • Full ownership of the CRM, the sales reporting stack, and the KPI framework. You define the numbers the business manages to.
  • Authority to design territory and account coverage, identify headcount needs, and lead hiring for the team.
  • Authority to design and administer the sales bonus and incentive plan, subject to CRO approval.

KEY RESPONSIBILITIES

Team Leadership and Talent

  • Serve as the day to day manager, coach, and point of accountability for the sales and account management team.
  • Drive higher productivity out of the existing team through clearer expectations, closer management, and real coaching.
  • Hire into the team as headcount and skill gaps are identified.
  • Run a formal performance review process, and design and administer bonus and incentive compensation.

Sales Strategy and Resource Deployment

  • Partner with executive leadership to set target markets, account priorities, new product launches, coverage model, and the growth plan.
  • Deploy people, territories, accounts, and budget against that strategy.
  • Manage the team so the strategy is actually executed rather than just planned, course correcting as conditions change.

CRM, Pipeline and Performance Reporting

  • Get the entire team structured on a single CRM and hold them to using it accurately and consistently.
  • Run regular pipeline reviews and own the forecast.
  • Set clear KPIs at the team and individual level, and build the reporting needed to track performance against them.
  • Use that data to actively manage day to day performance, not just to report after the fact.

Account Management and Customer Relationships

  • Oversee the account managers who own day to day relationships with our existing customer base, setting the standard for how those accounts are managed and grown.
  • Protect the existing customer base and identify and execute opportunities to grow within it.
  • Stay close to key relationships so customers feel cared for at the leadership level.

New Business and Channel Growth

  • Drive new account acquisition against the priority target list, personally leading the pursuits that warrant a senior presence.
  • Build the outbound and pipeline generation discipline the team needs so growth is not dependent on inbound or on executive relationships.
  • Support new product and channel launches with clear coverage, targets, and follow through.

Escalation and Day to Day Support

  • Act as the first point of escalation for the problems that come up across the sales organization, and resolve them quickly.
  • Keep the department healthy and growing as the consistent, present leader the team can rely on.

FIRST TWELVE MONTHS

A successful first year looks like this:

  • The entire team is on one CRM with data leadership can trust.
  • A KPI and reporting framework is live, and the first full pipeline review and forecast cycle has run end to end.
  • A formal performance review cycle is complete and the obvious skill and coverage gaps are addressed.
  • Account managers are operating to a clear standard, with the strategic accounts under your oversight measurably stronger than when you started.
  • The team is measurably closer to its share of the growth plan than when you started.

QUALIFICATIONS

Required

  • 10 or more years of progressive sales leadership experience, including at least 5 years directly managing sales representatives and account managers. This is a people management role, not an individual contributor or quota carrying seat.
  • Demonstrated experience helping scale a B2B sales organization through a period of significant revenue growth.
  • Proven track record standardizing a sales team on a CRM and using CRM data and reporting to drive management decisions.
  • Experience building and running KPI and performance management frameworks: goal setting, pipeline reviews, forecasting, and performance reporting.
  • Hands on experience hiring and developing sales talent, including conducting formal performance reviews.
  • Strong account management background, owning strategic customer relationships, protecting renewals, and growing existing accounts.
  • Experience designing or administering sales compensation and bonus plans.
  • Comfortable operating with a high degree of autonomy in an entrepreneurial, executive led environment, and able to bring structure without slowing the business down.
  • Excellent communication and organizational skills, able to hold a team accountable while maintaining trust and morale.

Preferred

  • Experience in B2B distribution, manufacturing, foodservice, PPE, or similarly supply chain intensive industries.
  • Familiarity with CRM platforms such as HubSpot or Salesforce, and with BI and reporting tools such as Power BI.
  • Experience partnering alongside a founder or rainmaker style executive rather than replacing one.
  • Experience helping a company transition from founder or executive led sales to a structured, professionally managed sales organization.
  • MBA or equivalent experience.

WHAT WE OFFER

  • Base salary in the range of [$XXX,XXX to $XXX,XXX], plus a performance bonus tied to team and company revenue growth.
  • Direct access to executive leadership and a real mandate to build and run the sales department.
  • A high growth environment with aggressive expansion plans across new channels and accounts.
  • Collaborative, entrepreneurial culture with fast decision making and real ownership.
  • Comprehensive health benefits, PTO, and 401(k).
  • Remote work flexibility.

HOW TO APPLY

Submit your resume and a brief cover letter to isaac@blulabs.com. Applications are reviewed on a rolling basis.

Blulabs is an equal opportunity employer.

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