Director, Commercial Accounts- Retail Markets (West)

About the role

The Director, Commercial Accounts – Retail Markets is responsible for driving new business growth and expanding existing relationships across a defined portfolio of mid-tier retail accounts. This role delivers revenue and order intake objectives through disciplined execution of Glory’s sales methodology and a strong consultative selling approach. As a key contributor to Glory’s growth strategy, this role leads new logo acquisition and account development across retail verticals including grocery, department store, QSR, convenience, and other cash-handling environments. The Director owns full lifecycle pipeline management—from opportunity creation through close—while building long-term customer value.

Responsibilities

• Proactively generate and qualify new business opportunities through outbound prospecting and strategic account engagement
• Achieve assigned sales (order intake) and revenue targets through effective pipeline management and strong closing skills
• Manage full sales lifecycle from lead generation to close
• Maintain accurate CRM documentation and forecasting
• Develop and execute territory and account plans
• Build and sustain customer relationships
• Partner cross-functionally to deliver solutions
• Resolve customer issues quickly and professionally
• Represent the company at industry events and meetings
• Travel within assigned territory for customer meetings
• Heavy outbound calls to prospects and customers to drive bigger deals and more new opportunities

Performance Expectations

• Achieve or exceed revenue and order intake targets
• Maintain strong pipeline aligned to quota expectations
• Consistently create and convert new opportunities
• Deliver accurate forecasting via CRM discipline

Requirements

• Bachelor’s degree in business, marketing or communications preferred
• 7+ years solution-based sales experience
• Strong retail market selling experience
• Proven success engaging senior-level decision-makers
• Demonstrated new business development capability
• Strong communication and presentation skills
• Documented ability to negotiate and close
• Proficiency with CRM, Excel, and PowerPoint

Core Competencies

• Lead generation and opportunity creation
• Strategic qualification and discovery
• Value-based selling
• Customer advocacy
• Adaptability and accountability

Location

The ideal candidate will reside in Southern California. Candidates located within LA to San Diego will also be considered, provided they live within 60 miles of a major airport.

Pay

Base Salary: $85K–$100K
Commission at Target: $120K
Bonus at Target: $80K
On Target Annual Compensation: $285K to $300K+
Strong Above Target Incentives
Car Allowance

Benefits

• 401(k) Retirement Plan with Fidelity – 2.5% Base contribution paid toward your retirement by Glory even if you do not participate. Plus, Glory matches 3% up to 6% of your contribution
• Health insurance – 3 medical plans to choose from (High, Medium, and Low deductible through Blue Cross Blue Shield)
• MDLive – 24/7 Virtual Doctor plus a Nurse Line
• Dental insurance
• Vision insurance
• FSA / Dependent Care
• Voluntary Life Insurance
• Basic Life insurance and AD&D – Company paid
• Short Term Disability / Long Term Disability / Employee Assistance Program – Company paid
• Paid Vacation – start with a prorated amount of hours your first year depending on start date. 80 vacation hours earning your first full year and vacation hours increase based on years of service
• Paid Sick days based on City/State requirements
• Paid Holidays – 9 to 11 days based on start date
• Professional development assistance
• Education assistance
• Adoption Assistance
• Legal and ID Theft plans
• Annual Bonus opportunity
• Opportunities for internal promotions/career advancement