The Sales Director is responsible for leading and executing the commercial strategy to drive revenue and profitable growth across all channels, including dealers, distributors, outside manufacturers’ representatives, the inside sales organization, and eCommerce platforms. 

Job Title: Sales Director

Reports To: President

Location: Western Chicago Suburb

Position Overview

The Sales Director is responsible for leading and executing the commercial strategy to drive revenue and profitable growth across all channels, including dealers, distributors, outside manufacturers’ representatives, the inside sales organization, and eCommerce platforms. This role oversees new customer acquisition, account expansion, channel performance, digital sales growth, and go-to-market execution across two product lines while collaborating cross-functionally with operations, finance, supply chain, customer service and management. The ideal candidate brings strong leadership, a data-driven approach, and a deep understanding of B2B sales in manufacturing.

Key Responsibilities

Sales Leadership & Strategy

• Develop and implement a comprehensive sales strategy that aligns with company growth targets and long-term objectives.
• Lead and manage distribution networks, manufacturers’ sales reps, the inside sales team, and eCommerce channels to achieve or exceed revenue and profitability goals.
• Identify new customer segments, markets, and applications to expand the company’s market presence.

Channel Management

• Establish performance expectations, scorecards, and accountability structures for distributors and manufacturer rep groups.
• Conduct regular business reviews with channel partners to drive productivity, responsiveness, and alignment.
• Implement channel programs, pricing strategies, and incentive structures that support sustainable growth.
• Develop and lead the company’s eCommerce strategy to enhance digital customer acquisition and grow revenue.
• Track digital KPIs (traffic, conversion, average order value, cart abandonment, etc.) and implement improvements to drive eCommerce growth.

Team Leadership & Development

• Mentor, coach, and develop the inside sales team to drive lead generation, and ultimately new revenue generation
• Foster a high-performance culture focused on results, collaboration, and continuous improvement.
• Ensure clear communication of goals, KPIs, and customer expectations across the organization.

New Customer Acquisition & Revenue Growth

• Drive prospecting, pipeline development, and conversion of new business opportunities.
• Oversee key account targeting, contract negotiations, and long-term relationship building.
• Utilize CRM and analytics tools to forecast accurately, monitor performance, and identify growth opportunities.

Cross-Functional Collaboration

• Partner with customer service, supply chain, and production to align demand planning and delivery performance with customer expectations.
• Collaborate with engineering and production to communicate market needs, customer feedback, and product improvement opportunities.

Financial Performance & Profitability

• Manage pricing strategies, margins, and discounting practices to ensure profitable growth.
• Develop annual sales budgets, forecasts, and financial plans in partnership with leadership.
• Monitor key financial indicators and implement course-correction actions as needed.

Additional Responsibilities

• Perform other duties as assigned; responsibilities may be modified or expanded as business needs evolve, and this job description is not intended to be an exhaustive list.

Qualifications

Required

• Bachelor’s degree in Business, Engineering, or related field.
• 8–12+ years of progressive sales leadership experience in manufacturing, industrial, or related B2B sectors.
• Proven success managing distributors, manufacturers’ reps, inside sales teams, and multi-channel sales strategies.
• Experience owning or contributing to an eCommerce sales program in a B2B or manufacturing environment.
• Demonstrated success driving new customer acquisition, revenue growth, and margin improvement.
• Strong analytical skills, CRM proficiency, and ability to make data-driven decisions.
• Exceptional communication, negotiation, and relationship-building abilities.

Characteristics of the Ideal Candidate

• Strategic thinker with strong commercial instincts.
• Motivational leader with the ability to develop high-performing teams.
• Results-oriented, disciplined, and highly accountable.
• Comfortable navigating complex organizations and influencing across functions.
• Customer-centric and focused on building long-term partnerships.