Director of Sales Training

Reece Group•Concord, NC

About The Position

The Director of Sales Training provides direct leadership and oversight to Designated Sales Managers while personally mentoring, advising, and coaching Sales Representatives across the company. Reporting to the Regional Vice President, this hands-on leader aligns sales practices and goals, strengthens customer and vendor relationships, improves execution from opportunity through delivery, and develops consistent, profitable selling behaviors. The role combines management accountability with active coaching and formal training development. The Director supervises and develops Sales Managers, partners with the RVP on territory priorities and sales initiatives, and supports managers with team coaching and sales execution. The role also provides individual mentorship to Sales Representatives, observes customer and vendor interactions, and coaches sales skills from preparation and discovery through negotiation, follow-up, and closing profitable orders. The position reinforces processes across outside sales, inside sales, operations, and other stakeholders, and helps teams manage customer projects from initial contact and quotation through order, delivery, and completion. It supports account growth, customer and vendor relationships, product positioning, and value-based selling. The Director plans and delivers sales training, creates repeatable materials and development programs, identifies high-potential talent, and reports coaching, training, and performance trends to the RVP. The role requires significant time in the field.

Requirements

Substantial experience in outside sales and sales leadership.
Demonstrated ability to manage sales leaders and personally coach individual contributors.
Strong customer and vendor relationship skills.
Commercial judgment, pricing knowledge, and gross profit awareness.
Clear communication, sound judgment, accountability, and willingness to spend significant time in the field.
Ability to maintain scheduled days and hours, including onsite presence at the assigned location.
Ability to lift up to 25 pounds on occasion and sit and stand for extended periods.
Ability to operate equipment common to office settings, including computers and copiers.
Oral communication skills, including speaking, speech clarity, and speech recognition.
Written communication skills, including writing, reading, written comprehension, and written expression.
Mental capacities including achievement and effort, active listening, adaptability, analytical and critical thinking, attention to detail, cooperation, coordination, dependability, initiative, integrity, relationship maintenance, problem sensitivity, service orientation, social perceptiveness, stress tolerance, and time management.

Nice To Haves

Waterworks or utility infrastructure distribution experience.

Responsibilities

Directly supervise, coach, and evaluate Sales Managers, establishing consistent expectations, goals, and accountability.
Partner with the RVP on territory priorities, sales initiatives, target accounts, and performance improvement.
Support Sales Managers in coaching their teams, following up on opportunities, and resolving barriers to sales execution.
Mentor and advise Sales Representatives individually to develop their judgment, confidence, and selling skills.
Conduct vendor ride-alongs with Sales Managers, observe interactions, and provide actionable feedback.
Coach preparation, discovery, relationship building, objection handling, negotiations, follow-up, and closing profitable orders.
Review and reinforce handoff procedures among outside sales, inside sales, operations, and other stakeholders.
Coach teams on managing opportunities and customer projects from initial contact and quotation through order, delivery, and completion.
Identify process gaps, clarify ownership, and strengthen communication and customer follow-through.
Work with Sales Managers on target-account plans, existing-account growth, and disciplined prospect follow-up.
Mentor teams on building lasting customer and vendor relationships based on trust, service, and reliability.
Teach vendor collaboration, product positioning, and value-based selling to support gross profit margins.
Plan and deliver practical sales training classes for new and experienced personnel throughout the company.
Build repeatable training materials and long-term development programs in collaboration with company leadership.
Identify high-potential talent and share effective sales practices across locations.
Provide the RVP with regular updates on coaching activity, manager development, training progress, and performance trends.
Recommend targeted improvement plans and evaluate whether training improves execution, customer development, and profitability.