Director of Sales and Business Development

The Director of Sales and Business Development is responsible for the overall coordination, functional management and leadership of the sales team. They drive the company’s financial targets through high-level business development, customer acquisition and robust revenue growth objectives. A high degree of emotional intelligence paired with strong leadership skills to build a truly cohesive, high performing team is essential.

Supervisory Responsibilities

• Recruit, interview, hire, and train management-level staff in the department.

• Oversee the daily workflow of the department through management-level staff.

• Perform constructive and timely development conversations.

• Handle discipline and termination of employees in accordance with company policy.

Duties/Responsibilities

• Effectively communicate and collaborate with the VP of Sales & Marketing on regional, product, customer and personnel strategies to ensure alignment with overall company goals.

• Develop, manage and communicate competitive, customer-centric sales strategies and short-term goals that align with long-term revenue targets.

• Define, segment and optimize the distinct roles, workflows, and rules of engagement between Inside and Outside sales teams to eliminate conflict and maximize market coverage.

• Establish and enforce strict pipeline management hygiene, conducting regular pipeline reviews to ensure accurate weekly, monthly and quarterly revenue forecasting for executive leadership.

• Manage the Sales Department's annual operating budget, including P&L accountability for all sales-related expenditures, and ensure cost-effective resource allocation to meet financial targets.

• Oversee the management and growth of key accounts and distributor partnerships nationwide and the development of future customer partnerships.

• Guide the development of business strategy and standard operating procedures for sales team members.

• Analyze and support management of key performance indicators (KPIs) for the sales department; assess the department’s success against implemented sales strategies.

• Support and make recommendations on evaluation, implementation and optimization of the Sales technology stack (e.g., BI tools, sales engagement platforms)

• Provide guidance and leadership to the Sales Leadership team; assist with resolution of high-level concerns and issues with customer accounts.

• Guide the development of sales training programs, ensuring the team is educated on new products, services, and strategies.

• Translate rebate program into actionable Sales strategies

• Continuously monitor emerging technologies, market trends, and competitor activity to stay ahead of the curve.

• Maintain strong, collaborative working relationships with peers and other departments, to ensure sales strategies are aligned with overall company financial, product, and operational objectives.

• In collaboration with the marketing department, develop market and target customer sales campaigns.

• Attend, collaborate and lead leadership meetings.

• Participate in professional development and attend industry conferences, trade shows, and events to build relationships and promote our products and services.

• Perform other duties as assigned.

Competencies

• Strategic Alignment

• Developing Leaders

• Influence and Collaboration

• Talent Management

• Change Leadership

• Business Acumen

Outcomes

• Clear sales plans established and executed to meet or exceed revenue targets.

• Measurable sales growth and steady market share expansion.

• Clearly defined and monitored sales KPIs.

• Successful leadership and ongoing development of sales leadership.

Required Skills/Abilities

• Excellent verbal and written communication skills alongside strong interpersonal skills.

• Strong supervisory, leadership, coaching and conflict resolution skills with a high degree of emotional intelligence.

• Successful track record of sales growth and strategic sales development.

• Proven experience managing both high velocity inside sales engines and relationship driven outside sales teams.

• Extensive knowledge of industry principles, procedures, and best practices.

• Ability to foster a cohesive culture across a bifurcated team.

• Excellent organizational skills and attention to detail.

• Strong analytical and problem-solving skills.

• Ability to effectively utilize ERP, CRM, pipeline management tools, sales enablement technologies and standard business application tools.

Education and Experience

• Bachelor's degree in Business Administration, Marketing, or related field required.

• At least ten years of sales-related experience with a background in electrical distribution preferred.

• Experience with multi-channel B2B distribution models.

• Minimum of five years experience in upper management required.

Physical Requirements

• Travel: Periodic travel for in person meetings and events, 2-3 times a month.

• Prolonged periods of sitting at a desk and working on a computer.

• Must be able to occasionally lift, push or pull 25 pounds, occasional bending and reaching

• Must be able to pass a background check and drug screen

Salary Range: $170,000 - $185,000 based on degree of experience

Some reasons you want to work at DWC

• Medical, Dental, Vision Insurance

• Company paid Life

• Voluntary life, short- and long-term disability

• 401k

• Excellent time off options

• Caring family

• The work that you do matters

*Distributor Wire & Cable Company is an Equal Opportunity Employer.