Director of Growth

Position Summary

The Director of Growth (DOG) is responsible for leading our Commercial Organization and driving profitable organic growth across all business units. Rather than focusing simply on "growing sales," the core mission of this role is building and operating the Company’s institutional Commercial Operating System.

Key Business Partners

• Director of Commercial Operations and Shared Services
• Director of Field Operations and Integrations
• Director of Global Operations and Technology

Mission

Design, build, operate, and continuously improve the Company’s Commercial Operating System to create sustainable, profitable organic growth through disciplined execution, proactive customer engagement, and scalable commercial processes.

Primary Responsibilities

Commercial Leadership

• Organic revenue growth and gross profit expansion
• Customer retention and new customer acquisition
• Existing account expansion and market share growth
• Commercial forecasting, resource allocation, and strategic account planning
• Establishing and monitoring comprehensive commercial KPIs

Growth Account Manager (GAM) Leadership

• Establish clear daily and weekly activity expectations
• Coach and develop remote GAMs through structured one-on-one cadences
• Review account plans to improve outbound customer engagement and quote conversion
• Drive proactive customer contact to increase retention and share of wallet
• Develop future TGMs through structured career progression models

Territory Growth Manager (TGM) Leadership

• Strategic customer development and executive relationship management
• New strategic account acquisition and complex opportunity management
• Executive-level negotiations and Quarterly Business Reviews (QBRs)
• Periodic field coaching and long-term account planning
• Ensure TGMs maximize their time generating profitable growth and deepening relationships

Commercial Operating System Ownership

• Authoring commercial playbooks and defining customer segmentation
• Managing territory alignment, account assignments, and strict CRM discipline
• Overseeing pipeline health, forecasting methodologies, and weekly commercial scorecards
• Designing performance dashboards, tracking commercial metrics, and leading continuous process improvement

Performance Management & Talent Development

• Weekly pipeline reviews, activity compliance, and forecast accuracy audits
• Managing individual performance reviews, KPI accountability, and specialized coaching plans
• Diving full-cycle recruitment, hiring, onboarding, and succession planning
• Fostering a clear, structured career path from: Sales Support → GAM → Senior GAM → TGM → Director of Growth

Cross-Functional Leadership

• Align sales support priorities, quote turnaround times, client onboarding, and commercial workflow improvements
• Coordinate customer implementations, VMI execution, service levels, inventory availability, and overall customer experience
• Drive CRM improvements, ERP enhancements, AI initiatives, business intelligence dashboards, and widespread technology adoption

Key Performance Indicators (KPIs)

• Financial Metrics: Organic Gross Profit and Revenue Growth, New Customer Gross Profit generated, Existing Account Growth and Wallet-Share expansion, Group Gross Margin Improvement
• GAM Engine Performance: Gross Profit generated per GAM, Outbound customer contact volume and activity compliance, Quote conversion rates and raw pipeline growth, Proactive opportunity creation and local customer retention
• TGM Engine Performance: Strategic account growth metrics, New enterprise account acquisition, Conversion rates on large, complex opportunities, Completion of structured Quarterly Business Reviews
• Commercial Excellence: 100% CRM compliance and data hygiene, Forecast accuracy variations, Weekly commercial scorecard and playbook compliance

Qualifications

• 10+ years of progressive leadership experience in industrial distribution, B2B commercial operations, or enterprise sales management
• Proven success building, scaling, and operating structured commercial processes and performance management systems
• Documented track record leading inside sales, account management, or remote commercial growth organizations
• Strong analytical, executive communication, and high-performance coaching abilities
• Native or near-native professional English fluency

Preferred

• Industrial MRO (Maintenance, Repair, and Operations) distribution background
• Experience with Vendor Managed Inventory (VMI) systems
• Direct experience leading hybrid onshore/offshore commercial teams
• Hands-on experience implementing enterprise CRM, ERP, and advanced commercial automation/technology platforms (e.g., NetSuite, Salesforce, HubSpot)

Travel

Approximately 5-10% travel required. Travel will primarily include quarterly field coaching with TGMs, key strategic customer meetings, annual planning sessions, and occasional visits to core company hubs.

Success Profile (First 12 Months)

Within the first year, the Director of Growth will successfully institutionalize a disciplined, metrics-driven culture. They will establish the remote GAM framework as our primary engine for predictable organic growth, optimize the TGM structure for strategic accounts, and implement standardized commercial playbooks across all regions. Ultimately, they will transition our sales environment from one relying on individual heroics to a scalable, automated Commercial Operating System capable of supporting our aggressive long-term corporate acquisition strategy.