Virtual Sales Manager - New Customer Acquisition & Re-engagement

Univar Solutions is a leading global distributor of chemicals and ingredients essential to the safety and wellbeing of our daily lives. The Virtual Sales Manager will lead a team focused on converting leads into new customers and re-engaging former customers, while also developing a scalable sales playbook to optimize team performance.

Responsibilities:

• Lead, coach, and inspire a team of virtual sales associates focused on new customer acquisition and former customer reactivation
• Build a high-performance culture through regular coaching, performance management, and development planning
• Foster accountability, collaboration, and continuous improvement within the team
• Design and build a comprehensive Sales Playbook documenting workflows, outreach strategies, messaging frameworks, qualification criteria, and performance expectations
• Continuously refine the playbook using performance data, field insights, and cross‑team feedback
• Ensure consistent adoption of the playbook across the team and partner functions
• Drive operational excellence by standardizing best practices and removing inefficiencies
• Oversee and optimize strategies that convert qualified leads into transacting customers
• Ensure associates follow structured outreach processes and use effective engagement techniques outlined in the playbook
• Monitor funnel metrics and use insights to improve conversion approaches
• Develop and refine processes for contacting and reactivating former customers
• Guide associates in crafting tailored outreach based on customer history and signals
• Track and improve reengagement and reactivation metrics, integrating successful tactics back into the playbook
• Identify workflow gaps and implement process improvements that drive efficiency and scalability
• Partner closely with marketing, operations, analytics, and product teams to enhance lead flow, messaging, enablement materials, and reporting
• Promote strong cross‑team communication to ensure alignment and maximize impact across functions
• Monitor KPIs related to lead conversion, productivity, reactivation, and pipeline health
• Provide regular insights and actionable recommendations to senior leadership
• Quickly implement corrective actions when targets are at risk

Requirements:

• Bachelor´s degree
• Proven experience in sales leadership within a high‑velocity or lead‑driven environment
• Strong leadership capabilities with demonstrated success in coaching and developing teams
• Proven ability to build and implement sales playbooks and drive adoption within teams
• Excellent communicator with strong collaboration skills and the ability to build alignment across functions
• Data‑driven mindset with the ability to translate insights into action