Hunt #13: A Sales Journey: From Twists and Turns to Triumph in a New Industry

Good morning hunters!

Today's newsletter profiles a manufacturing sales leader & what it’s like to be an Account Manager on his team, some recently captured HOT companies I think are interesting, and parting words of wisdom.

Enjoy!

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Main event

I recently caught up with a sales leader I met over four years ago, and let me tell you, his career story is anything but ordinary. Filled with unexpected twists, this leader has navigated his way through various industries, facing challenges head-on, and ultimately building a successful career in a completely unfamiliar field. Buckle up—this story is a ride!

First, the backstory

After graduating college, this sales leader spent over a decade exploring a diverse range of industries. He started by owning a territory in the wine and spirits industry, then moved on to work at a family-owned chocolate company, and now, he leads a sales team at a thermoplastic manufacturing company.

Interestingly, he was never drawn to the SaaS tech world. Instead, he’s always sought out companies with products he could genuinely enjoy selling—products with proven success in the market. This approach resonates with many salespeople outside the SaaS space, and it’s easy to see why. Selling something you believe in isn’t just smart; it’s essential.

Overview of the company

For the past four years, this sales leader has been with a 30,000-employee manufacturing company headquartered in Japan. The company produces thermoplastic materials used in various industries, including Consumer Electronics, Footwear, Medical, Industrial, and Sports & Recreation. However, he works for a subsidiary with fewer than 100 employees (about 30 in the US), giving him the best of both worlds: the stability and benefits of a large corporation with the close-knit environment of a small company.

He leads a team of about five Account Managers who handle full-cycle sales—closing new deals and managing ongoing projects. But here’s where it gets interesting: each Account Manager’s day-to-day role varies significantly.

A day in the life of an Account Manager

Given the diversity of their customer base, every Account Manager on his team has a slightly different focus. For example, one Account Manager spends all their time servicing a single, very large customer with significant purchasing power. Others juggle multiple clients while also prospecting for new business.

This setup allows the sales leader to match team members’ skills and interests with the work they’ll enjoy the most, creating a more engaging and fulfilling work environment.

The role is heavy on project management, with deals taking a minimum of nine months to finalize, and the average project spanning 15-18 months. Account Managers stay involved throughout the entire project lifecycle, ensuring everything runs smoothly.

Comparison to software sales

If you’re familiar with software sales, this role couldn’t be more different. In software sales, reps often need to create or identify problems that their product can solve. But in the manufacturing world, customers come to them with real, tangible issues—like needing to replace one material with another. The sales team’s job is to work backward from the problem to find the best solution.

Compensation model

In this role, the compensation model is a base salary plus an annual bonus tied to both company and individual performance. Given the long sales cycles and the possibility of projects being delayed or canceled through no fault of the Account Manager, traditional commissions aren’t part of the package. The salary cap is currently set at $110,000.

Working for a large company has its perks, but it also means there’s less flexibility in compensation. As the sales leader puts it:

Final Thoughts

This sales leader’s journey is a testament to the importance of finding the right fit—both in terms of the industry and the company culture. Whether you’re drawn to the excitement of a startup or the stability of a large corporation, the key is to know what you’re looking for and to ask the right questions before making a move. After all, a successful career isn’t just about what you sell; it’s about finding a place where you can thrive.

Recently captured HOT companies

For this newsletter, I’ve chosen to highlight 4 companies currently featured on Quota Hunters:

• Atomic Black Coffee Spirits: Hiring Founding On-Premise Account Manager (Greater Boston)

• Admiral Metals: Hiring Outside Sales Reps (Floriday & New York)

• Northeastern University: Hiring Assistant Director - Affinity Engagement (Boston)

• Thompson Safety: Hiring across the country (we’re featuring Boston, DC, and Baltimore)

There are more than 1,200 sales jobs featured across 500+ companies (and we recently added a SaaS category!!)

Words of wisdom

The road not taken: Why this sales leades would choose the commercial insurance industry if he could do it all over again

Though he’s achieved success in his current field, if given the chance to go back to his senior year of college, he’d likely dive straight into the commercial insurance industry. But why would he choose that path?

When I asked him what draws him to commercial insurance, his answer was simple yet compelling: the ability to build a book of business that keeps paying off for decades. It’s not just about the immediate success; it’s about setting yourself up for long-term financial stability. This kind of opportunity isn’t unique to commercial insurance, either—you’ll find similar advantages in fields like merchant processing, certified financial planning, staffing, and more.

The idea is straightforward: put in the hard work for the first five years, and then enjoy the fruits of your labor for the next 35. Who wouldn’t want that?

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”