Managing Director, Sales and Local Operations
Sales Leadership, Talent Management & Team Development
Responsible for strategic leadership, direction, and day-to-day management for a team of field sales professionals. Recruit, develop, mentor, and retain top sales talent; set clear expectations and performance standards; and foster a culture of accountability, high performance, and continuous improvement. Deliver ongoing coaching, ride-alongs, and formal development plans to elevate sales capabilities and individual and team effectiveness.
Market Strategy, Retention & Growth Execution
Own the local go-to-market strategy for assigned geography(s), including territory design, coverage models, and prioritization of high-value opportunities. Lead the execution of retention and growth strategies across existing and new accounts, ensuring robust account planning, customer contact strategies, and local executive presence and strong customer engagement. Partner with Marketing, Operations, Product, and other stakeholders to align programs, campaigns, and solutions to local market needs and growth objectives.
Revenue, Profitability & Performance Management
Drive achievement of sales, margin, and profitability targets for the local market. Establish and manage performance KPIs, forecasts, and reviews to track progress against goals, identify risks, and drive timely course corrections. Ensure disciplined pipeline management, accurate forecasting, and adherence to pricing policies and budget parameters while balancing growth, profitability, and customer experience.
Education & Experience
Level of Formal Education: Bachelor’s degree or equivalent experience
Area of Study: Business, Marketing, or a related field
Minimum Years of Experience: 8
Type of Experience: 8+ years of progressive experience in B2B field sales, account management, or sales leadership, with at least 2+ years leading sales teams focused on retention and growth
Proven success leading in multi-channel or multi-segment environments (e.g., private and/or public sector)
Deep understanding of B2B contract sales models, particularly in office products, furniture, facilities, or technology solutions
Demonstrated ability to navigate complex procurement and RFP environments in both private and public sector accounts
Familiarity with strategic sourcing practices, supply chain dynamics, and category management within the office products or similar distribution driven industries
Strong knowledge of distribution channels, vendor partnerships, and rebate/incentive programs in a B2B environment
Experience managing mid-market client portfolios across sectors such as corporate, education, healthcare, and government
Experience in P&L management, forecasting, territory planning, and performance analytics
Special Certifications: Sales leadership or coaching certifications preferred (e.g., Certified Sales Leader, Sandler Sales Certification)
Technical Competencies & Information Systems
Highly proficient with CRM tools (e.g., Salesforce or equivalent) for pipeline, territory, and performance management
Proficient in the Microsoft suite of tools (Excel, PowerPoint, Word, Outlook)
Comfortable using data and reporting tools to analyze performance, identify trends, and inform decision making
Skills & Abilities
Leadership & Coaching: Strong leadership and people management capabilities with a track record of building, motivating, and retaining high performing sales teams. Skilled at coaching in the field, modeling best in class sales behaviors, and developing frontline sellers and emerging leaders
Strategic & Commercial Acumen: Strategic thinker able to translate corporate vision into clear, actionable local market strategies and sales plans. Deep understanding of sales processes, contract structures, pricing models, and long-term retention strategies
Influence & Communication: Excellent communication, negotiation, and influencing skills at all organizational levels, including with senior executives and key external stakeholders. Ability to reconcile and align the perspectives of Sales, Operations, Marketing, and other functions to drive common outcomes
Operational Excellence & Execution: Proven ability to manage competing priorities and operate effectively in a matrixed environment. Strong discipline around pipeline management, forecasting, performance reviews, and operational rigor in the field
Personal Attributes & Other/Preferred
Results oriented and customer obsessed, with a strong focus on measurable outcomes and long-term relationships
Decisive, adaptable, and resilient in a dynamic, competitive market environment
High integrity, accountability, and a strong sense of ownership for both results and culture
Collaborative and relationship driven, with a clear bias for action and problem solving
Self-starter who thrives on developing people, elevating team capability, and driving sustained performance improvement