Director of Strategic Sales

Description

POSITION SUMMARY

The Director of Strategic Sales is responsible for the overall strategy, leadership, and performance of Key Account Sales, Vertical Market Sales, and the organization's corporate sales strategy. This individual will establish, develop, implement, and execute both short-term and long-term objectives, plans, and policies designed to meet or exceed organizational goals while advancing the company's mission and growth initiatives.

The Director of Strategic Sales will be accountable for cultivating, supporting, and maintaining strategic relationships with key customers, major accounts, and industry leaders. Leveraging internal resources and support channels, this leader will ensure exceptional customer engagement and long-term partnership success.

A primary responsibility of this role is driving the standardization, alignment, and unification of sales processes, strategies, and best practices across the North American market. The Director will work closely with Regional Directors, Department Directors, and executive leadership to develop and execute a cohesive commercial strategy that enhances market penetration, customer satisfaction, revenue growth, and organizational effectiveness.

ESSENTIAL FUNCTIONS

• Provide strategic vision, leadership, and direction for the Key Account Sales and Vertical Market Sales teams, ensuring alignment with corporate objectives and growth initiatives.

• Partner closely with direct reports to address and resolve customer-related issues, including but not limited to equipment sales, service support, financial matters, and operational concerns, ensuring a high level of customer satisfaction.

• Collaborate with the President and Executive Committee to develop and execute strategic plans, programs, and initiatives for Key Accounts and Vertical Markets that support the Company's mission, vision, and long-term business objectives.

• Evaluate, analyze, and communicate the impact of current and future business plans, programs, and strategies. Provide recommendations regarding new market opportunities, business initiatives, and portfolio enhancements that drive revenue growth and profitability.

• Work closely with department leaders and direct reports to oversee operational activities, including workforce planning, budget management, sales planning, customer events, strategic projects, and market intelligence activities.

• Maintain a comprehensive understanding of industry trends, market conditions, customer needs, and competitive activities within assigned markets. Provide timely insights and recommendations to capitalize on opportunities and mitigate potential risks.

• Lead the continuous improvement of sales processes, policies, and best practices by collaborating with cross-functional leaders to enhance organizational efficiency, customer experience, and overall profitability.

• Represent the Company within industry associations, trade organizations, and strategic supplier networks to strengthen market presence, promote Company solutions, and identify growth opportunities.

• Partner with direct reports and internal support teams to develop customer-focused solutions that align with client objectives and deliver measurable value, ensuring customer expectations are consistently met or exceeded.

• Serve as a strategic business partner by supporting the growth of existing accounts, developing new customer relationships, identifying emerging business opportunities, and establishing strategic partnerships that contribute to the achievement of revenue, profitability, and market expansion goals.

• Foster a culture of accountability, collaboration, innovation, and customer-centricity while developing high-performing sales teams capable of delivering sustainable business results.

QUALIFICATIONS

• Strong strategic development

• Strong business and financial acumen

• Minimum 10 years of experience in progressive leadership

• Salesforce experience required

• Bachelor’s or Master’s degree in business, marketing, finance or related field is preferred

SKILLS AND ABILITIES

• Strategic visionary with sound logic

• Strategic planning skills: business analysis skills a must

• Strong financial analysis skills with an operational focus

• Substantial experience with legal documents and contractual language, as it pertains to the companies risk and position

• Excellent oral, written, presentation and interpersonal skills

• Excellent negotiation skills with interpersonal savvy and change management

• Strong industry knowledge.

• Ability to coach, mentor, and motivate teams

• Manage several outstanding issues, opportunities and strategic projects at once

• Strong customer advocate

• Excellent organizational and time management skills

• Adaptable to change as needed

• Willingness to participate in extensive travel is required

WORK ENVIRONMENT

• Typical office environment

• Travel, as necessary, (by automobile and / or airplane); monthly travel is expected ranging above 33% of working time.

Equal Opportunity Employer

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