Director of Sales - West

Carboline is seeking a Director of Sales to lead our multi-state territory covering the Western, U.S., leading sales operations, developing talent, expanding market share, and achieving ambitious revenue and profitability goals. In this role, you will provide leadership to a team of sales professionals, cultivate key customer relationships, identify new business opportunities, and collaborate across the organization to execute growth strategies.

• Bachelor's or Master's degree in Business, Engineering, Technical Discipline, or related field with 2+ years of sales experience; OR Minimum 5+ years of professional sales experience
• 2+ years of supervisory, leadership, or management experience
• Valid driver's license required

• Minimal physical activity required
• Occasionally lift up to 50 lbs.
• Extended computer usage, up to 8 hours per day
• Occasional exposure to various chemicals
• Approximately 50% travel, including overnight travel as needed

• Recruit, hire, develop, retain, coach, mentor, and evaluate a high-performing team of sales representatives; assign accounts, direct sales activities, and drive individual and team performance to achieve regional revenue and profitability objectives.
• Conduct regular field travel with sales representatives to support strategic accounts, project opportunities, and professional development.
• Develop and execute regional sales strategies that drive revenue growth, market expansion, and profitability.
• Identify emerging market trends, customer needs, and competitive opportunities to strengthen Carboline's market position.
• Build and maintain strong relationships with key customers, contractors, owners, distributors, and industry influencers throughout the region.
• Maintain direct involvement with major accounts and high-value projects to support growth and customer satisfaction.
• Negotiate approved contracts and support strategic business development initiatives.
• Review customer requirements and recommend products, solutions, or enhancements that address their needs and create value.
• Coordinate product demonstrations, trials, and customer evaluations to support project wins and long-term partnerships.
• Manage all aspects of regional financial performance, including sales, profitability, budgets, accounts receivable, and consigned inventory.
• Develop annual operating plans and budgets to achieve sales and profit goals.
• Utilize Salesforce to manage opportunities, forecasts, specifications, target accounts, and sales activity.
• Provide sales forecasting and market intelligence to support warehouse and distribution planning.
• Partner closely with Marketing, Technical Service, R&D, Operations, Finance, and Customer Service teams to support customer needs and business objectives.
• Leverage corporate resources to maximize regional performance and deliver innovative customer solutions.
• Resolve account, commission, service, and operational issues in collaboration with internal stakeholders.
• Support new product launches, strategic initiatives, and continuous improvement efforts across the organization.
• Ensure customers receive exceptional service and support throughout the sales process.
• Demonstrate a strong commitment to Carboline's safety, quality, and operational excellence programs.

Carboline is a St. Louis-based coatings manufacturer with a global reach. The company, founded in 1947, produces high-quality performance coatings, linings, and fireproofing products in more than 20 manufacturing facilities around the world. Carboline has been ranked a top workplace, so culture and maintaining a safe and clean work environment is something we take very seriously.

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