Managing Director - Strategic Sales and Innovation

Overview

The Managing Director of Sales is responsible for leading and developing a team of Directors of Sales within an assigned region or business area. This role drives sales performance through leaders, translates regional strategy into district and market-level execution plans, strengthens dealer relationships, improves market results, and supports P&L performance across assigned districts.

• Translate regional strategy into district and market-level execution plans, including market plans and clear execution expectations for Directors of Sales.
• Partner with the Regional Vice President of Sales to shape market-level strategies based on field insights, dealer performance, competitive dynamics, and business trends.
• Identify strategic opportunities and risks within assigned districts, including priority markets, underperforming markets, high-growth opportunities, and resource needs.
• Use data, dealer insights, and market intelligence to recommend adjustments to strategy, resource allocation, field focus, and execution priorities.
• Provide clear feedback to the Regional Vice President of Sales on execution success and needed strategic adjustments.
• Lead assigned Directors of Sales to achieve business objectives, sales goals, dealer engagement expectations, market performance targets, and P&L-related outcomes.
• Identify opportunities to improve performance in priority markets, underperforming markets, and high-growth markets.
• Monitor progress against business objectives and partner with Directors of Sales to remove barriers, adjust plans, and improve outcomes.
• Support P&L performance across districts by driving sales results, market growth, dealer performance, and disciplined expense management.
• Partner with Finance, Sales Operations, and other business partners to understand financial performance, expense trends, and business opportunities.
• Coach, mentor, and develop Directors of Sales to strengthen leadership capability, business acumen, coaching effectiveness, and execution discipline.
• Build leadership depth by identifying, developing, and preparing future sales leaders.
• Continuously evaluate and improve assigned districts and teams using the company’s Organizational Health framework.
• Reinforce a leadership culture focused on ownership, accountability, collaboration, trust, and continuous improvement.
• Own performance execution across assigned districts, ensuring clear expectations for business results, leadership behaviors, execution standards, financial discipline, and team effectiveness.
• Readily collaborate cross‑functionally with Sales Enablement, Marketing, Product, People, Finance, and Sales Operations to support sales execution and company priorities.
• Maintain a strong understanding of assigned market dynamics, dealer needs, competitive trends, and business opportunities, and strengthen dealer relationships.

• Bachelor’s degree or equivalent relevant experience, with 8 or more years of progressive experience in sales leadership, field leadership, business development, financial services, or complex relationship management.
• Proven track record of driving business results and P&L-related outcomes through leaders and teams.
• Demonstrated ability to coach, develop, and hold leaders accountable for performance, execution, leadership behaviors, financial discipline, and team effectiveness.
• Strong understanding of sales execution, market performance, dealer development, field leadership, and financial drivers of business performance.
• Ability to use data, reporting, financial insights, and business metrics to identify trends, evaluate performance, and drive action.
• Strong communication, influence, decision‑making, and change leadership skills.
• Proven ability to lead in a fast‑paced, evolving business environment.
• Demonstrated leadership presence in team meetings, field interactions, dealer conversations, and cross‑functional partnerships.
• Ability to build trust, strengthen engagement, and create a high‑accountability culture.
• Ability to travel 50% to 75% based on business needs.
• Must reside in Los Angeles, CA, or be willing to relocate.

• Prior experience as a strong‑performing Director of…