Sales Manager - New Business

Our Story:
Crisis Prevention Institute Inc. (CPI) is the worldwide leader in evidence-based de-escalation and crisis prevention training and dementia care services. Our programs teach professionals the skills to recognize, prevent, and respond to crises in the workplace. Since 1980, we've helped train more than 17 million people within service-oriented industries including education, health care, behavioral health, long-term care, human services, security,corporate, and retail.

At CPI, we are dedicated to changing behaviors and reducing conflict for theCare, Welfare, Safety, and Securityof everyone. We believe the power of empathy, meaningful connections, personal safety, and security are the antidotes to fear and anxiety. It's a philosophy that is central to everything we do, and traces back to our beginning.

As a member of the team, you can expect to:

• Make a difference through your work - You'll be proud to tell your family and friends about what you do.
• Gain significant career experience only obtained within a fast-growing organization - Entry-level roles through executive leadership.
• Feel fulfilled and have fun - We work hard but make the time to build meaningful relationships and celebrate the wins.

The Role:

The Sales Manager - New Business energizes and empowers a team of high-performing 'hunter' sales professionals to drive CPI's growth. This role is pivotal in capturing new customers, expanding CPI's reach in education and healthcare, and consistently exceeding ambitious revenue goals. By inspiring excellence and fostering a resilient, winning culture, the Sales Manager accelerates CPI's market presence and delivers measurable results.

What You Get To Do Everyday:

• Design and execute sales strategies to expand CPI's customer base and capture new market opportunities.
• Identify emerging market opportunities, target segments, and competitive threats to refine strategies.
• Recruit, hire, train, and onboard high-caliber sales 'hunters', setting clear performance expectations and sales quotas.
• Provide ongoing, intensive coaching on prospecting techniques, cold outreach, negotiation, and fostering a results-driven, resilient culture.
• Conduct regular one-on-one sessions, performance reviews, and provide constructive feedback to drive continuous improvement.
• Manage and monitor a robust sales pipeline, ensuring consistent lead generation, qualification, and movement of opportunities through the sales funnel.
• Track and analyze key performance indicators (KPIs) such as lead volume, conversion rates, deal size, and close cycles using CRM software.
• Prepare accurate sales forecasts, performance reports, and expense budgets.
• Develop and enforce a scalable, repeatable sales process tailored for outbound sales activities.
• Partner with Marketing, Product, Customer Care, and other departments to align strategies and ensure the sales team has the necessary resources and support.
• Step in as a negotiation expert to help secure high-value and complex deals.
• Strengthen relationships with key customers and stakeholders to drive retention and expansion.
• Share timely, actionable feedback to leadership on pricing, competitive activity, customer feedback, and emerging opportunities.
• Represent CPI with professionalism and enthusiasm at trade shows, conferences, and other industry events.
• Make business decisions that are financially responsible, accountable, justifiable, and defensible in accordance with organization policies and procedures.
• Perform other position-related duties as assigned.

You Need to Have:

• Bachelor's degree in business, marketing, or a related field
• Five or more years of proven success leading sales teams focused on new business acquisition ('hunting'), consistently exceeding quotas and driving revenue growth
• Demonstrated expertise in contract negotiation, revenue forecasting, and territory financial management
• Proficiency with Microsoft Office suite, CRM platforms, and sales analytics tools
• Willingness and ability to travel throughout the assigned territory, with residency in the coverage area
• Maintain a clean driving record
• Meet all Vendor Credentialing requirements to ensure unrestricted access to CPI customer sites, including valid identification, background checks, drug screening, and required immunizations (such as COVID-19), as specified by each customer
• Continuously uphold all credentialing standards throughout employment to support essential job functions
• Exceptional leadership - able to inspire, motivate, and elevate a team in a fast-paced, competitive environment
• Strategic mindset with sharp business judgment and adaptability to changing market dynamics
• Outstanding communication, presentation, and negotiation skills, with the confidence to engage decision-makers at every level
• Strong analytical and problem-solving abilities, leveraging data to drive sales strategies and close performance gaps
• High energy, integrity, and resilience, with a relentless commitment to results and excellence

We'd Love to See:

• Demonstrated success in B2B consultative or solutions-based sales environments

What We Offer:

• $70,000 annual base
• On target earnings of $150,000 (base + uncapped commissions)
• Annual company performance bonus
• Comprehensive benefits package
• 401k
• PTO
• Health & Wellness Days
• Paid Volunteer Time Off
• Continuing education and training
• Remote or MilwaukeeHeadquarters

Crisis Prevention Institute is an Equal Opportunity Employer that does not discriminate against any applicant or employee on the basis of age, race, color, ethnicity, national origin, citizenship, religion, diversity of thoughts and beliefs, creed, sex, sexualorientation, gender, gender identity, or expression (including against any individual that is transitioning, hastransitioned, or is perceived to be transitioning), marital status or civil partnership/union status, physical ormental disability, medical condition, pregnancy, childbirth, genetic information, military and veteran status, orany other basis prohibited by applicable federal, state, or local law. The Company will consider foremployment qualified applicants with criminal histories in a manner consistent with local and federalrequirements. Our management team is dedicated to this policy with respect to recruitment, hiring, placement,promotion, transfer, training, compensation, benefits, employee activities, and general treatment duringemployment.