Sales Manager

Full-Time Position
Nashville, TN

The Role:

We’re looking for a Sales Manager to lead our sales team, directly manage a portion of our US dealer accounts, and build the systems and reporting that support Novo’s next stage of growth.

Reporting directly to the General Manager, you’ll establish a more structured, measurable approach to running the sales department. Novo has an established product and dealer network, but our sales infrastructure is still developing. You’ll help select and implement a CRM, improve sales data quality, and create reporting that helps the team set priorities and make better decisions.

This is a hands-on role. Alongside developing the team and building processes, you’ll own dealer relationships, handle day-to-day sales activity, and be accountable for the performance of your assigned accounts. The right person enjoys both selling and building a more effective sales department.

What You'll Do:

Build sales systems and processes

• Assess current sales practices, data sources, and tools, then establish a practical roadmap for improvement.
• Help select and implement a CRM suited to Novo’s business, and lead its adoption across the sales team.
• Establish consistent account records, pipeline stages, activity tracking, and follow-up practices.
• Define how sales information is entered, maintained, and reviewed, with clear ownership and expectations for data quality.
• Document repeatable processes for account management, dealer onboarding, sales reviews, and forecasting.
• Use your own account activity to test and refine processes before introducing them across the team.

Establish reporting and turn data into action

• Define core sales metrics and consistent reporting standards so the team works from the same numbers.
• Build dashboards and recurring reports that show performance by representative, dealer, distributor, product, and channel.
• Establish performance baselines, set measurable targets, and track progress against goals.
• Analyze order trends, account activity, reorder patterns, and available dealer sell-through data to identify risks and growth opportunities.
• Build unit and revenue forecasts, track actual results against projections, and improve forecast accuracy over time.
• Lead weekly and monthly sales reviews that explain results, identify gaps, and assign clear actions and follow-up.
• Work with finance and operations to reconcile sales reporting with order and financial records.

Manage US dealer accounts directly

• Own an assigned portfolio of US dealer accounts, including regular outreach, product presentations, order development, and follow-up.
• Develop account plans and sales targets that support stronger dealer relationships and sustainable growth.
• Help dealers make informed stocking decisions and sell Novo guitars through to players.
• Identify opportunities to grow existing accounts and develop new dealer relationships.
• Maintain accurate account records and clear next steps in the CRM.

Lead and develop the sales team

• Manage, coach, and develop sales representatives through clear expectations, regular one-on-ones, and performance reviews.
• Establish individual and team goals, monitor results, and address performance gaps.
• Use reporting to prioritize account coverage, guide coaching, and hold the team accountable for follow-through.
• Coordinate sales commitments with production capacity, available inventory, and delivery schedules.
• Protect Novo’s pricing, margins, sales policies, and premium brand position.
• Visit dealers, attend trade shows and industry events, and support hiring and onboarding as the team grows.

What You’ll Bring

• Experience in the musical instrument industry is strongly preferred, particularly in sales or account management for a guitar manufacturer, musical instrument distributor, or dealer network.
• Familiarity with independent guitar dealers, wholesale sales, and premium instrument sales is especially valuable.
• Experience directly managing dealer, distributor, wholesale, or channel accounts.
• A track record of building or significantly improving sales processes and reporting.
• Hands-on experience implementing a CRM or leading meaningful improvements in its adoption and use.
• Strong spreadsheet, analytical, and forecasting skills, including the ability to organize incomplete data into useful reporting.
• Demonstrated ability to translate performance data into account priorities, coaching, and measurable business improvements.
• A practical approach to building systems that a small team can maintain and use consistently.
• The ability to balance direct account responsibility with team leadership and department development.
• Clear communication, sound judgment, and dependable follow-through.
• Ability to travel approximately 25% of the time.

*Experience in musical instruments, premium consumer products, specialty retail, or manufacturing is preferred.

What Success Looks Like

• A CRM the team uses consistently, with reliable account information and clear next steps.
• Accurate, accessible reporting that supports decisions and accountability.
• Clear sales goals and a regular process for reviewing results and taking action.
• Better visibility into dealer performance, growth opportunities, and sales risks.
• Improving forecast accuracy and stronger coordination with production.
• Strong relationships, consistent coverage, and measurable sales performance across your assigned US accounts.
• A more effective sales team and sustainable growth that protects Novo’s margins and dealer relationships.