Director, Commercial Sales

Superior Plus•Rochester, NY

1d•Remote

About The Position

Reporting to the VP, Commercial Acquisition & Retention, the Director of Commercial Sales is responsible for leading the U.S. sales organization and delivering profitable, sustainable growth through new customer acquisition, market-share expansion, and disciplined sales execution. Leading six sales teams across the U.S. business, the Director will establish a high-performance sales culture focused on identifying and capturing high-value growth opportunities, increasing competitive wins, improving sales productivity, and consistently delivering against acquisition, volume, and margin targets. This leader will translate the company’s commercial strategy into clear market-level priorities and ensure sales teams have the leadership, coaching, tools, pipeline discipline, and accountability required to win in the marketplace and accelerate organic growth.

Requirements

Bachelor's degree in Business, Marketing, or related discipline preferred, or equivalent combination of education and experience.
10+ years of progressive sales and commercial leadership experience, including significant experience leading multi-market or geographically dispersed sales organizations.
Demonstrated track record of delivering substantial new customer acquisition and market-share growth.
Experience operating in a competitive, field-based B2B sales environment.
Proven ability to lead leaders and build high-performing sales teams.
Strong experience developing and executing regional or national sales strategies.
Legal Authorization to work in the US is required. We will not sponsor individuals for employment visas now or in the future for this job opening.

Responsibilities

Lead, coach, develop, and hold accountable six sales teams responsible for new customer acquisition and market-share growth.
Develop and execute the U.S. sales strategy with a clear focus on profitable organic growth and competitive takeaways.
Establish clear acquisition, volume, revenue, margin, pipeline, and market-share objectives across each sales team and market.
Create a consistent operating rhythm that converts strategy into measurable field-level execution.
Build executive-level relationships with strategic customers, prospects, industry partners, and key market stakeholders to create new growth opportunities and strengthen Superior's position in priority markets.
Champion Superior Propane's safety culture and ensure commercial practices align with company policies, regulatory requirements, industry standards, and the highest standards of business integrity.
Build a strong acquisition-first sales culture that proactively targets competitive accounts and underserved market opportunities.
Increase commercial intensity around prospecting, opportunity creation, competitive displacement, and closing.
Personally engage in significant strategic opportunities and help teams successfully navigate complex or high-value customer acquisitions.
Establish consistent KPIs and performance expectations across the U.S. sales organization.
Use data and market insights to identify performance gaps, emerging opportunities, and areas requiring intervention.
Drive rigorous CRM adoption (Salesforce), pipeline visibility, forecasting accuracy, and sales activity management.
Build, develop, and retain a high-performing team of sales leaders and sales professionals.
Create a culture characterized by ambition, accountability, customer focus, speed, collaboration, and a strong will to win.
Partner closely with Operations, Delivery/Service, Pricing, Marketing Finance, Customer Experience, and other commercial functions to remove barriers to growth.
Champion new commercial initiatives and go-to-market strategies that expand the company’s addressable market.