Director of Sales

This is a fully remote position, open to applicants in Texas.

📋 Description

• Lead, manage, mentor, and cultivate the growth of Pencco's Regional Sales Managers.

• Convert commercial objectives into regional and individual sales targets, priorities, and action plans.

• Set expectations for customer engagement, account management, prospecting, opportunity development, and sales activities.

• Hold Regional Sales Managers accountable for revenue generation, volume, margin, customer retention, new business development, and performance metrics.

• Conduct regular sales evaluations to assess performance, opportunities, risks, customer engagement, and necessary actions.

• Maintain a robust sales pipeline and ensure that opportunities are identified, qualified, pursued, documented, and successfully completed.

• Ensure effective management of assigned customer accounts and maintain regular customer contact.

• Collaborate with Inside Sales/Bids on proposals, quotes, renewals, and customer opportunities.

• Implement and uphold pricing strategies, approval processes, and commercial guidelines.

• Monitor sales performance against budgets, forecasts, prior-year results, and commercial objectives.

• Develop precise sales forecasts and communicate significant changes, risks, and opportunities to the Chief Commercial Officer.

• Identify underperforming accounts, territories, products, and activities, and devise corrective action plans.

• Coach Regional Sales Managers on negotiation tactics, account strategies, prospecting, relationship building, and closing deals.

• Engage in major customer negotiations and account-related matters.

• Oversee all phases of the sales process, from prospecting to ongoing account management.

• Collaborate with Customer Service to identify, escalate, and resolve customer issues efficiently.

• Partner with Business Development to integrate new products, customers, markets, and opportunities into the sales organization.

• Work in conjunction with Product Management, Strategic Materials, Operations, Logistics, Finance, and other commercial departments.

• Establish and track sales KPIs, providing regular performance reports to the Chief Commercial Officer.

• Acknowledge strong performance and address shortcomings through coaching, development plans, and performance management actions.

• Assist in recruiting, onboarding, training, developing, and retaining sales personnel.

• Promote accountability, urgency, teamwork, customer responsiveness, and profitable growth.

⛳️ Requirements

• Demonstrated capability to lead, coach, and hold a professional sales team accountable.

• In-depth understanding of business-to-business and consultative sales methodologies.

• Strong sales management discipline, encompassing pipeline management, forecasting, territory management, account planning, and performance evaluation.

• Commercial insight into revenue, volume, gross margin, pricing, and customer profitability.

• Strong analytical and problem-solving skills, with the ability to leverage sales and customer data for decision-making.

• Capacity to establish clear expectations and effectively address both high-performing and underperforming employees.

• Excellent customer relationship and negotiation abilities.

• Proficient in coordinating effectively across Sales, Customer Service, Inside Sales/Bids, Operations, Logistics, Finance, and other functions.

• Exceptional communication, organizational, leadership, and interpersonal skills.

• Ability to balance customer needs with Pencco's profitability, operational capabilities, and strategic goals.

• Bachelor's degree in Business Administration, Marketing, Chemistry, Engineering, or a related field is preferred.

• 15 years of directly relevant experience.

• Significant experience in business-to-business sales with a proven track record of progression into sales leadership or management roles.

• Prior experience managing a regional or multi-territory sales organization is preferred.

• Experience in chemical, water treatment, industrial products, manufacturing, or distribution is strongly preferred.

• Demonstrated expertise in pricing, account management, sales forecasting, negotiations, and sales performance management.

• Proven track record in developing sales personnel and building a high-performing, accountable sales organization.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Supportive and collaborative work environment.

• Flexible work arrangements and work-life balance initiatives.