Sales Lead - Board Free Business Unit

Innotec•Zeeland, MI

About The Position

Innotec is entering its next phase of growth and we're looking for a Sales Leader who wants more than a quota. This is a rare opportunity to lead revenue growth inside a business unit and steward the enterprise sales systems that will power Innotec's future. If you are energized by building disciplined sales organizations, working closely with customers, and designing systems that actually work in the real world, this role was built for you. The Opportunity Innotec has intentionally moved away from a centralized sales model in favor of sales leadership embedded inside each business unit. Growth lives close to customers, products, and markets, not above them. The Board-Free Sales Lead plays a dual role: Direct responsibility for revenue growth, customer development, and sales execution within the Board-Free business unit Corporate responsibility for defining, stewarding, and continuously improving Innotec's shared sales systems and core sales processes across all business units You'll lead locally, but your impact will scale enterprise-wide. What You'll Do Lead Growth Inside the Board-Free Business Unit Own bookings, revenue, margin quality, and pipeline health Develop and execute annual and quarterly sales plans Lead opportunity strategy, account planning, and pursuit prioritization Serve as the senior sales voice with key customers Ensure disciplined execution from first conversation through close and operational handoff Build and Develop a High-Performing Sales Team Lead and coach internal sales talent Set clear expectations around activity, pipeline, and performance Build product, market, and customer competence across the team Recruit and develop sales talent as the business grows Manage External Sales Representatives Select, onboard, and manage rep partners Set clear expectations for coverage, activity, and reporting Hold reps accountable to pricing, quoting, CRM, and funnel standards Continuously assess effectiveness and make changes when needed Own Sales Discipline and Predictability Drive forecast accuracy and pipeline rigor Enforce pricing discipline and deal review standards Translate sales activity into forward-looking insights for planning and capacity Steward Enterprise Sales Systems (Corporate Responsibility) Define and maintain core sales processes and standards, including: - Opportunity qualification - Bid / no-bid decisions - Pipeline stages and definitions - CRM usage, data hygiene, and file structures - Forecasting cadence and reporting - Sales-to-operations handoff discipline Partner with Sales Leads from other business units to maintain alignment and consistency Improve systems based on real-world application, not theory How This Role Is Different You are close to customers, not buried in headquarters You build systems, not just follow them You lead through peer accountability, not hierarchy You balance growth ambition with execution discipline You help create a scalable, auditable sales engine, not hero-based selling

Requirements

7 to 10 years proven success leading B2B sales in complex or project-based environments
Experience building and managing sales teams and/or rep networks
Strong grasp of pricing, costing, and margin management in highly engineered products
Comfort operating with both autonomy and enterprise standards
CRM, pipeline, and forecasting discipline
Builder's mindset: energized by creating structure that enables growth
Strong customer presence and relationship credibility
Clear communicator and effective coach
Structured, disciplined operator
Comfortable holding peers accountable
Humble, service-oriented leader with high standards
Hunter mentality with operational follow-through

Nice To Haves

OE sales preferred

Responsibilities

Own bookings, revenue, margin quality, and pipeline health
Develop and execute annual and quarterly sales plans
Lead opportunity strategy, account planning, and pursuit prioritization
Serve as the senior sales voice with key customers
Ensure disciplined execution from first conversation through close and operational handoff
Lead and coach internal sales talent
Set clear expectations around activity, pipeline, and performance
Build product, market, and customer competence across the team
Recruit and develop sales talent as the business grows
Select, onboard, and manage rep partners
Set clear expectations for coverage, activity, and reporting
Hold reps accountable to pricing, quoting, CRM, and funnel standards
Continuously assess effectiveness and make changes when needed
Drive forecast accuracy and pipeline rigor
Enforce pricing discipline and deal review standards
Translate sales activity into forward-looking insights for planning and capacity Steward
Define and maintain core sales processes and standards, including:
- Opportunity qualification
- Bid / no-bid decisions
- Pipeline stages and definitions
- CRM usage, data hygiene, and file structures
- Forecasting cadence and reporting
- Sales-to-operations handoff discipline
Partner with Sales Leads from other business units to maintain alignment and consistency
Improve systems based on real-world application, not theory