Director of Sales

THE PRESTWICK GROUP • Sussex, WI

49d • Hybrid

About The Position

Provide strategic leadership, coaching, and direction to a national sales team of Inside and Outside Sales Representatives. The core purpose of this role is to drive nationwide revenue growth by executing an Account-Based Selling (ABS) methodology focused on key target accounts. This leader will build a hungry, business-savvy sales culture capable of evaluating customer business needs, constructing strategic account plans, and selling on value with key accounts.

Requirements

• 5+ years of progressive sales leadership experience managing a combination of Inside and Outside Sales Representatives in B2B, commercial furniture, hospitality, or durable consumer goods.
• Demonstrated mastery of Account-Based Selling (ABS) principles and multi stakeholder account planning.
• Proven track record of training and leading teams in value selling and margin preservation within price-competitive markets.
• Exceptional business acumen, analytical skills, and communication capabilities.
• Proficiency with modern CRM systems (e.g., Salesforce, HubSpot) and sales enablement tools.
• Willingness to travel nationally (up to 40%) for key account visits, field coaching, and industry trade shows.

Responsibilities

• Provides hands-on leadership and ongoing coaching to Inside and Outside Sales team members.
• Sets clear expectations, targets, and accountability for daily activities and overall revenue performance.
• Uses structured performance benchmarks (30, 60, and 90-day goals) to accelerate team effectiveness.
• Drives national Account-Based Selling (ABS) strategy across identified target accounts.
• Directs team members in systematically penetrating high priority accounts with no current business or low historic penetration.
• Guides representatives through comprehensive business evaluations to map key decision makers and build strategic growth plans.
• Coaches and embeds value based selling methodologies.
• Trains sales representatives to articulate aesthetics, durability, total cost of ownership, and total product value to defend margins against lower cost competitors.
• Elevates the team's business acumen, enabling them to communicate effectively with customer executives and buyers.
• Manages sales metrics, forecasting, and CRM discipline across all regions.
• Monitors sales pipelines, conversion rates, and key metrics to ensure predictable national sales growth.
• Maintains clear, transparent communication regarding priorities, targets, and market trends.
• Uphold company fundamentals and department playbook standards while driving department and company initiatives.
• Inspire trust, accountability, and resilience through empathetic and exemplary leadership.
• Promote operational efficiency through accurate data management, organized record-keeping, and effective communication.
• Approve direct report timecards and PTO requests promptly for payroll processing.
• Approve Research & Development hours within five working days of requests.
• Ensure direct reports complete all required trainings by deadlines.
• Establish and conduct regular one-on-one meetings with direct reports.
• Train, mentor, and hold direct reports accountable for department goals and objectives.
• Provide coaching and performance feedback, ensure direct reports have the necessary training and tools to succeed.
• Document coaching and performance conversations, sharing with HR as appropriate.
• Partner with leadership and other relevant stakeholders on training and employee development initiatives.
• Address misalignments with company standards, rectify situations, and protect Brands/Companies.
• Act as a company agent, raise concerns constructively to leadership in the best interest of the organization, and avoid lowering morale by sharing them downward.
• Celebrate wins consistently by recognizing individual success, departmental results, and company achievements.
• Partner with leadership to determine department staffing levels and participate in the internal interviewing and hiring process.
• Terminate employees when appropriate, in collaboration with leadership and HR.
• Champion company culture, mission, core values, and vision.
• Participate in management meetings as directed.
• Demonstrate a clear understanding of the Company’s vision and strategies for growth.
• Act as a change agent for company initiatives, promoting a positive attitude and encouraging others to embrace and contribute to organizational change.
• This position is responsible but not limited to all the tasks and duties listed above

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed