Director of Sales; Utility Products

Stella-Jones is a leading manufacturer of essential infrastructure products focused on serving utilities and railroads, as well as supplying big box home improvement stores across North America. Headquartered in Montreal, Canada and publicly traded on the Toronto Stock Exchange, Stella-Jones operates a vast network of facilities that employs more than 3,000 employees across the United States and Canada. Built on strong foundations with a coast-to-coast reach, we offer real opportunities for career success and community impact.

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The Director of Sales (Central Region) for the Utility Products Division at Stella-Jones is responsible for leading our sales efforts within an assigned territory, including managing a team of 5-8 Regional Sales Managers (RSMs). The Director ensures streamlined sales operations and focused attention to specific accounts. A key element of this role is guiding the team in working closely with other Stella-Jones departments, particularly logistics, operations, and finance.

Additionally, the Director is instrumental in crafting unique programs tailored to the needs of our largest customers, managing inventory effectively, and providing exceptional services to our clientele.

This specific leadership opportunity is open due to business expansion and is a remote, home-based position with significant travel (expected to be up to 60%) within the Central U.S. region focused on the Upper Midwest and nearby Central states. Targeted states include MN, WI, IL, IA, MO, NE, KS, CO, etc.
Candidates need to be located within the Central/Midwest region and have access to a major airport to support regular travel.

Regional Sales Strategy & Business Planning:

• Determines annual sales and budget plans by implementing marketing strategies and analyzing trends and results.
• Establishes sales objectives by forecasting and developing annual sales plans for regions and territories; projecting expected sales volume and profit for existing and new products.
• Directs market channel development activity and coordinates sales distribution by establishing sales territories, quotas, and goals.
• Implements national sales programs by developing field sales action plans.
• Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.
• Leads and develops a team of Regional Sales Managers, including recruiting, selecting, orienting, and training employees.
• Plans, monitors, and appraises job results; provides coaching, counseling, and performance management, including improvement plans as needed.
• Conducts performance evaluations, approves paid time off (PTO), assigns or delegates work, and provides ongoing guidance and support.
• Interviews candidates for open positions and builds a strong, high-performing regional sales organization.
• Completes sales operational requirements by scheduling and assigning employees and following up on work results.

Operational Execution & Cross-Functional Coordination:

• Works closely with logistics, operations, and finance to ensure streamlined sales execution and effective inventory management.
• Keeps advised on company policies, procedures, and objectives and ensures accurate and consistent communication of these to customers.
• Maintains professional and technical knowledge through ongoing learning, industry engagement, and professional networking.
• Participates and contributes to the company safety program.
• Performs other related duties as assigned.
• Pursues special projects such as competitive investigations and market studies on new products.
• Monitors market conditions and customer needs to identify growth opportunities and support long-term strategic decisions.

• Ten or more years of experience in industrial sales required
• Five or more years of experience leading an industrial products sales team required
• Sales experience into the utilities and/or wood products industries is a plus
• Advanced proficiency in Microsoft Office, including Excel…