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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:
"We offer a lot of stability. There’s slower progression to high earnings but they’re available. We look for account managers whose #1 motivation isn’t money. A lot of our Account Managers are parents or later in their career who value stability over everything"
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.