Director of Sales

Position: Director of Sales

The Director of Sales is responsible for leading, developing, and executing the sales strategy to drive profitable revenue growth. This role provides strategic and operational leadership to outside sales, inside sales, and customer service functions.

This is a remote role for somoene on the East Coast of the U.S. This role will be 50% travel on East Coast.

Essential Duties: 

Sales Strategy & Leadership

•      Develop and execute a sales strategy aligned with company growth, margin, and market objectives.

•      Establish annual and long-range sales plans, targets, and forecasts.

•      Translate corporate objectives into actionable sales initiatives across regions, territories, and customer segments.

•      Lead change management initiatives to improve sales effectiveness and scalability.

Team Leadership & Development

•      Lead, coach, and develop Sales Managers, Outside Sales, Inside Sales, and Customer Service Representatives.

•      Build a high-performance sales culture

•      Recruit, onboard, and retain top sales talent.

•      Conduct regular performance reviews and coaching sessions.

Revenue, Margin & Pricing Management

•      Own revenue growth and gross margin performance across the sales organization.

•      Ensure disciplined pricing practices and adherence to margin guidelines.

Customer & Market Management

•      Oversee customer segmentation and coverage models (outside sales, inside sales, house accounts).

•      Personally manage or support key strategic and national accounts as needed.

•      Strengthen customer relationships and retention through proactive engagement and service alignment.

•      Monitor market trends, competitive activity, and customers’ needs to adjust strategy accordingly.

Sales Operations & Forecasting

•      Drive accurate forecasting, pipeline management, and sales reporting.

•      Utilize CRM and analytics to improve visibility, accountability, and decision-making.

•      Establish and monitor KPIs related to sales activity, conversion, customer retention, and profitability.

Cross-Functional Collaboration

•      Partner closely with Operations, Customer Service, Marketing, Finance, and Procurement.

•      Align sales initiatives with operational capacity and service expectations.

•      Support new product introductions, promotions, and marketing campaigns.

Education and Experience:

•      8–12+ years of sales leadership experience, preferably in B2B distribution, wholesale, or industrial markets.

•      Strong understanding of pricing strategy, margin management, and customer segmentation.

•      Experience managing both outside sales and inside sales/customer service functions.

•      Demonstrated ability to lead, coach, and develop high-performing teams.

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