About the Role
The Sales and Customer Success Manager is responsible for driving B2B and B2C sales of paper and cardboard targets, primarily to law enforcement agencies, commercial shooting ranges, military organizations, and direct-to-consumer buyers. This role combines strategic sales execution with hands-on leadership and customer relationship management. You will lead a high-performing team, ensure an excellent end-to-end customer experience, and work cross-functionally to meet ambitious growth and retention goals.
This role is pivotal to growing a key business unit within Action Target. It requires a deep understanding of web-based e-commerce platforms, inside sales processes, and channel/distributor relationships.
Key Responsibilities
Sales Strategy & Execution
- Own and execute the sales strategy across B2B and B2C channels.
- Identify and prioritize target customer segments, including law enforcement, military procurement, shooting ranges, and e-commerce buyers.
- Develop and manage pricing strategies that strike a balance between competitive positioning and margin.
- Ensure the team consistently meets or exceeds revenue, conversion, and retention goals.
Team Leadership
- Lead, coach, and mentor a team of 4–6 sales and customer service representatives.
- Develop performance goals, accountability structures, and training programs.
- Foster a positive team culture focused on responsiveness, professionalism, and results.
Customer Success & Retention
- Champion the customer experience from initial contact through post-sale engagement.
- Establish repeatable practices for onboarding, retention, and upselling.
- Leverage CRM data and customer feedback to improve service delivery.
Channel Management & Distributor Support
- Build strong relationships with distributors and partners that serve shooting ranges, resellers, and public agencies.
- Collaborate with channel marketing teams to develop targeted programs for resellers, integrators, and OEMs.
- Track distributor performance, identify trends, and implement improvements to increase partner revenue.
Web & E-commerce
- Collaborate with eCommerce and marketing teams to improve online sales performance.
- Influence product listings, merchandising, and promotions to increase traffic and conversion.
- Provide insights on web sales trends, customer behavior, and purchasing patterns.
Cross-Functional Collaboration
- Work closely with manufacturing, logistics, finance, and marketing teams to ensure operational alignment.
- Participate in product development feedback loops and inventory planning discussions.
Qualifications
Minimum Qualifications
- Bachelor's degree in Business, Marketing, or related field.
- 5+ years of experience in sales and/or customer success, preferably in a product-based B2B environment.
- Demonstrated ability to lead sales teams and develop high-performing individuals.
- Strong understanding of customer relationship management, sales pipeline development, and territory/account management.
- Experience with web-based commerce tools and CRM systems (e.g., Shopify, Salesforce).
Preferred Qualifications
- Familiarity with the law enforcement or shooting range industry is a plus.
- Experience working with distribution channels or in reseller management.
- Exposure to durable goods or target manufacturing is beneficial.
- Master’s degree or formal training in sales leadership or account management.
Success Metrics
- Year-over-year sales growth (B2B and B2C)
- Customer satisfaction and retention rates
- Distributor performance and partner engagement
- Team performance and development