Director of Sales

Job Summary:

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, ensuring alignment with company goals, margin expectations, and customer experience standards.

The Director of Sales balances growth, pricing discipline, talent development, and cross-functional collaboration, while maintaining clear accountability for results.

Essential Duties:

Sales Strategy & Leadership

• Develop and execute a comprehensive 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 focused on accountability, professionalism, and continuous improvement.

• 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.

• Partner with Finance and Operations to optimize deal structure and cost-to-serve.

• Review large or strategic deals.

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 to ensure seamless execution.

• Align sales initiatives with operational capacity and service expectations.

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

Required Skills/Abilities:

• Strategic thinking and execution

• Financial and margin acumen

• Leadership and talent development

• Customer-centric mindset

• Data-driven decision-making

• Strong presentation, communication and negotiation skills

• Operational discipline and follow-through

• Valid Driver’s License

Education and Experience:

• Bachelor’s degree in business, Marketing, or related field (MBA preferred).

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

• Proven track record driving profitable growth and leading sales teams.

• 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.

• Proficiency with CRM systems and sales analytics.

Working Conditions, Hours, Travel:

• Office and warehouse environments

• Must have ability and willingness to travel 50% to meet business needs.

Physical Requirements:

• Regularly required to sit and often uses repetitive hand motions

• Must be able to lift up to 15lbs

• Requires the visual ability to perform detailed work at close distances (computer screens, accounting ledgers, using measurement devices).

• This job regularly requires verbal communication of detailed information to others either by phone or in person

Compensation and Benefits

• $125K- $150K per year DOE

• Vacation and Sick Leave

• 9 Holidays and 1 Floating Holiday

• 401k and 401k Match

• Medical, Dental, Vision, Life, Voluntary Life, Long and Short-Term Disability, Hospitalization, Critical Illness, Accident and Pet Insurance

Other duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

The Company” is an Equal Opportunity Employer and will make all employment-related decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.