Commercial Sales Director

Responsibilities

• Achieve overall Commercial/Industrial sales revenue and margin targets.
• Lead, coach, and develop a small team of sales representatives.
• Set performance goals, conduct regular check-ins, and monitor KPIs.
• Ensure consistent, data-driven sales processes and forecasting.

Key Account Ownership

• Personally manage enterprise-level strategic accounts including Uline, Equipment Solutions, Tensco, Snap-On, and others.
• Direct, proactive customer communication.
• Project-level pricing and quoting.
• Ensuring on-time quality and delivery in partnership with production.
• Sourcing and inventory decisions tied to key customer demand.

Product Development & Solutions Support

• Gather customer insights and translate them into product or solution recommendations.
• Gain deep knowledge of manufacturing capabilities.
• Identify external sourcing options for unique materials (e.g., phenolic lockers/tops).
• Partner with engineering and operations to deliver custom solution needs.

Customer Service Leadership

• Ensure customer requirements are met for product accuracy, delivery, and service.
• Provide rapid response to customer questions, including occasional after-hours communication.
• Escalate and resolve issues impacting customer satisfaction.

Cross-functional Collaboration

• Work with Production, Engineering, Sourcing, and Customer Service to meet commitments.
• Support planning, forecasting, and inventory decisions connected to commercial sales.
• Deliver regular business updates and account reports to senior leadership.

Objectives

• Increase total commercial/industrial sales revenue by 3–5% by December 31 through effective leadership of the industrial sales team and direct management of key accounts.
• Achieve or exceed combined gross margin targets by improving margin performance by at least 1.0 percentage point by year-end through disciplined pricing and deal review.
• Maintain 85% or greater monthly sales forecast accuracy by December 31 through regular pipeline reviews and coaching of direct reports.
• Maintain 85% or greater customer satisfaction score by year-end through effective leadership and direct account management.
• Achieve or exceed 6–10 new industrial/commercial customers by December 31 through effective leadership and direct account management.

Qualifications

• Education: Bachelor’s degree in Business, Sales/Marketing, or related field or equivalent experience.
• Experience: 5-7+ years of B2B sales experience, preferably in industrial/commercial manufacturing. Experience managing key accounts and growing existing customer revenue. Prior leadership of sales representatives strongly preferred. Strong financial understanding (pricing, margins, forecasting).
• Licenses/Certificates: Driver’s license.
• Technology/Equipment: Proficiency with Microsoft Office Suite and standard business productivity tools.