Director of Sales & Commercial Strategy

The Director of Sales & Commercial Strategy is accountable for company-wide revenue performance across iGAM’s internal direct-sales team and digital commerce channels, including the company website. This leader will build and execute a commercially disciplined sales strategy that accelerates inventory turns, expands the customer base, develops sales talent, and aligns sales activity with inventory availability, age, margin, and warehouse-capacity priorities.

The ideal candidate combines proven industrial-equipment sales experience with hands-on leadership, pipeline management, pricing discipline, and e-commerce fluency. This role works closely with Marketing, Operations, Inventory, and company leadership to ensure the right products are positioned, promoted, priced, and sold at the right time.

The essential functions include, but are not limited to, the following:

· Own the enterprise sales plan across direct sales, website sales, and other approved channels, translating company goals into channel, team, and individual targets.

· Establish annual and quarterly revenue, gross-margin, pipeline, conversion, and activity goals; monitor performance and lead corrective action when results fall behind plan.

· Develop market, customer-segment, product-category, and account-growth strategies for industrial equipment and related inventory.

· Create a consistent sales operating rhythm, including pipeline reviews, forecasting, deal strategy, activity reviews, and performance coaching.

· Create and execute a strategy to turn warehouse non-MRO inventory approximately two to three times annually while balancing revenue, margin, market conditions, and capacity needs.

· Use inventory-aging reports, carrying-cost considerations, market data, and sales history to establish structured pricing and discount schedules by age, category, demand, and strategic priority.

· Design multiple disposition paths for aging, slow-moving, or space-intensive equipment, including targeted outreach, digital promotions, bundled offers, dealer or broker channels, auctions, and other approved liquidation methods.

· Maintain a prioritized “must-move” inventory list and direct sales and promotional focus accordingly, ensuring warehouse space remains available for incoming resale inventory.

· Partner with Operations and Inventory teams to improve visibility into equipment readiness, specifications, condition, listing status, and barriers to sale.

· Lead, coach, hold accountable, and motivate the internal sales team to achieve individual and company-wide goals.

· Help each salesperson build a stronger sales profile through prospecting discipline, cold calling, account mapping, relationship development, follow-up, cross-selling, and closing skills.

· Set clear expectations for outbound activity, new-customer acquisition, opportunity progression, CRM hygiene, responsiveness, and sales results.

· Provide regular one-on-one coaching, call and opportunity reviews, performance feedback, training, and development plans.

· Participate in recruiting, onboarding, goal setting, performance management, and succession planning for the sales organization.

· Own commercial performance for the website, including product prioritization, pricing alignment, offer strategy, conversion improvement, and coordination of listing quality.

· Ensure online and direct-sales channels operate as one coordinated sales system, with clear rules for pricing, ownership, customer response, and lead follow-up.

· Analyze channel performance and recommend improvements to product assortment, promotions, response times, customer experience, and conversion.

· Provide Marketing with clear, data-based direction on the products, categories, and inventory-aging priorities that require promotional support.

· Collaborate on email campaigns, digital advertising, website merchandising, product spotlights, sales collateral, and targeted account campaigns while Marketing retains…