Sales Director
About The Position
The Sales Director is a frontline commercial leader responsible for driving revenue growth, margin performance, and customer engagement through direct management of a team of 4–6 Account Managers or Business Development Managers. This role blends strong sales leadership, performance management, and operational excellence to build a high-performing, data-driven sales organization. This leader will ensure disciplined sales execution, consistent use of CRM and sales processes, accurate forecasting, and ongoing development of the sales team and support Regional Vice Presidents across the country.. The Sales Director will collaborate cross-functionally with Marketing, Operations, Sales Operations, Finance, and Product teams to maximize account penetration, deliver superior customer experiences, and align daily sales activity to company strategy.
Requirements
- Bachelor’s degree in Business, Marketing, Sales, or related field; MBA preferred.
- 8–10+ years of progressive B2B sales or sales leadership experience.
- Proven success leading a team of field sales representatives with strong performance results.
- Expertise in CRM systems (Microsoft Dynamics CRM or SalesForce preferred) and analytics tools such as Power BI.
- Strong understanding of sales processes, territory planning, pricing strategy, and performance management.
- Excellent coaching, communication, and leadership abilities with a collaborative style.
- Data-driven mindset with strong analytical and problem-solving skills.
Responsibilities
- Lead, mentor, and develop 4–6 direct sales representatives, promoting a culture of accountability, excellence, and continuous improvement.
- Set clear, measurable targets for revenue, margin, pipeline, and customer engagement.
- Conduct regular one-on-ones, account reviews, pipeline inspections, and field coaching sessions.
- Partner with leadership to refine value propositions and help sales reps shift from transactional selling to solution-based selling.
- Drive consistent and accurate pipeline management through disciplined CRM usage (Microsoft Dynamics CRM).
- Ensure accurate forecasting and visibility into team performance using standardized metrics and dashboards (Power BI).
- Review sales performance weekly and monthly, implementing coaching plans or corrective action as needed.
- Use win/loss analysis, conversion rates, and performance insights to identify improvement opportunities.
- Implement standardized sales processes, including territory planning, account planning, customer touchpoint cadence, and pricing/quoting practices.
- Ensure optimal territory coverage, workload balance, and customer prioritization.
- Leverage segmentation and pricing guidance to drive profitable growth and margin expansion.
- Reinforce disciplined use of tools and technology for opportunity management and call preparation.
- Partner closely with reps to expand relationships within key accounts, increase share of wallet, and identify cross-sell opportunities.
- Collaborate with Marketing on campaigns, lead generation, and customer segmentation initiatives.
- Elevate customer experience by promoting solution-based selling and uncovering end-to-end opportunities.
- Promote strong data governance and adoption of CRM, sales dashboards, and reporting tools.
- Utilize analytics to coach reps, evaluate territory performance, and identify growth opportunities.
- Collaborate with Sales Operations on pricing compliance, discounting frameworks, commissions, and credit assignments.
- Work with Finance to ensure alignment on forecasting, budgeting, and margin targets.
- Partner with Product Directors and Marketing to deliver training and support field-level execution.
- Support IT and Sales Operations in driving adoption of new tools, CRM enhancements, and analytics capabilities.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
