Director, National Sales of the West

You must reside in WA, OR, AZ, UT, CA, ID, MT, or NV to be considered for this role.

About the Company

Turning Point Brands, Inc. (NYSE: TPB) is a leading manufacturer, marketer, and distributor of branded consumer products with active ingredients. We sell a wide range of products exclusively to adult consumers, from our iconic brands to our next generation products to fulfill evolving consumer preferences. Our three focus segments are led by our core, proprietary brands including Zig-Zag® (rolling papers and wraps), Stoker’s® (looseleaf chew and moist snuff) along with our distribution platforms in NewGen. Our products are sold in over 215,000 retail outlets in North America and through our e-commerce platforms. Our businesses generate solid cash flow which we use to finance acquisitions, increase brand support, expand our distribution infrastructure, and strengthen our capital position.

As a team of ambitious individuals, we strive to be the best at what we do. We have an entrepreneurial and creative approach to get the job done. We value great attitudes, strong communication skills, tenacity, grit, and a willingness to learn and take risks.

About the Role

The National Sales Director (NSD) manages and measures all activities of the Field Sales Organization (FSO), which is comprised of Regional National Sales Managers and Territory Business Managers. This role develops the capabilities and effectiveness of the FSO through coaching, training, and organization-building skills. The NSD is responsible for the performance and revenue results of their assigned region of the FSO.

The Director of National Sales develops and delivers Business Reviews, Business Plans, and infrastructure recommendations to Trade Marketing and Executive Management to obtain necessary resources. This role participates in field “work-with’s” with Territory Business Managers and National Sales Managers to coach and train in skill development. Additionally, this position develops Coaching Documents, Corrective Action Plans, and Performance Reviews to document all coaching, training, and counseling discussions.

This role participates in sales forecasting activities, the establishment of performance metrics and goals, and collaborates with marketing resources and the sales leadership team to define overall sales strategy. The position requires up to 75% travel and has personnel management responsibilities, reporting to the SVP, Sales. Sales leaders are also expected to cover accounts and be proficient in bringing in business for their regions. The normal shift is 40 hours per week in the field, with periodic extended hours as needed. Some weekend travel/work may be necessary. This position may be assigned other duties as determined by the Supervisor.

Responsibilities

• Develops and leads the capabilities of a U.S. region (group of specified states) of sales leaders through effective coaching and training, as well as a select list of key accounts, to drive overall organizational and business results.
• Manages and measures all activities of their assigned Field Sales Organization.
• Strategically thinks through a diverse set of business issues, challenges, opportunities, and resources, then develops unique, actionable, solution-oriented plans.
• Demonstrates the capacity to distill large quantities of data into discernible trends and indices that enhance decision-making or provide necessary intelligence.
• Demonstrates a clear understanding of the big picture of the overall company direction, rationale, and goals. Builds plans within scope of responsibility that produce maximum proportionate yield of business productivity and tailors strategies to adjust to marketplace diversity.
• Effectively manages the established strategic direction and commitments within the plan to consistently meet or exceed expectations.
• Develops and delivers well-thought-out presentations with a succinct story and actively engages the audience to measure understanding.
• Models defined skill sets and company values with a positive attitude in all interactions (internally and externally) on a consistent basis.
• Demonstrates the ability to ask probing, open-ended questions to aid employees in self-evaluation of skill strengths and development areas. Provides suggestions, recommendations, and training for employing new techniques to enhance skill IQ.
• Consistently delivers open and honest feedback on strengths and development areas in a professionally balanced approach, providing prompt, substantive examples to ensure clarity.
• Demonstrates effective planning, preparation, and behavioral interviewing skills to hire the best-qualified candidates that meet or exceed company expectations.

Requirements

• Significant prior people and/or retail account management experience.
• Strong business planning and financial fact-based selling skills; excellent written/verbal communication and presentation skills.
• Proficiency in business math concepts (e.g., gross margins, selling price, COGS, ROI, Trade Promotion proficiency).
• Critical thinking skills with the ability to navigate and offer creative solutions in various selling situations.
• Ability to build financially astute and analytically driven sales plans that generate results.
• Purposefully plans and prioritizes initiatives to achieve results.
• Motivated, self-starter with dedication to both individual and team growth.
• Demonstrated proficiency across a variety of technological platforms (especially Salesforce or similar CRM) and ability to learn new systems.
• Extensive car travel and overnight stays required.
• Must have and maintain a valid driver’s license and clean driving record.
• Responsible for being knowledgeable of and acting in strict accordance with all relevant laws, regulations, and Company policies, including FDA regulations.

Qualifications

• Bachelor’s degree from a 4-year college or university preferred.
• 5–7 years of related experience and/or training; or equivalent combination of education and experience will be considered.
• Sales and team leadership experience in Fast Moving Consumer Goods (FMCG) and/or sales experience in a similar industry.

Benefits

• 12 Paid Holidays
• PTO (Paid Time Off)
• 401K with company match
• Medical, Dental, Vision Insurance
• Short Term Disability Insurance
• Basic Life Insurance
• Tuition Assistance
• DailyPay