Sales Director

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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.

• 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 regarding 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.

• 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.

• Leadership & Accountability – Drives performance, sets expectations, and coaches consistently.
• Data‑Driven Decision Making – Uses dashboards, analytics, KPIs, and CRM insights to guide strategy.
• Commercial Acumen – Balances customer value, growth, and profitability.
• Process Discipline – Ensures consistent execution of sales processes and pipeline management.
• Collaboration – Works effectively across Sales, Marketing, Operations, Finance, and IT.
• Change Leadership – Helps shape a culture of continuous improvement and sales excellence.

• Revenue and margin…