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Sales Director
role at
Kele, Inc.
Summary The Sales Director is a frontline commercial leader responsible for driving revenue growth, margin performance, and customer engagement through direct management of a team of 4‑6 Account Managers or Business Development Managers. This role blends strong sales leadership, performance management, and operational excellence to build a high‑performing, data‑driven sales organization.
ESSENTIAL DUTIES AND RESPONSIBILITIES Sales Leadership & Team Development
Lead, mentor, and develop 4‑6 direct sales representatives, promoting a culture of accountability, excellence, and continuous improvement.
Set clear, measurable targets for revenue, margin, pipeline, and customer engagement.
Conduct regular one‑on‑ones, account reviews, pipeline inspections, and field coaching sessions.
Partner with leadership to refine value propositions and help sales reps shift from transactional selling to solution‑based selling.
Performance Management & Forecasting
Drive consistent and accurate pipeline management through disciplined CRM usage (Microsoft Dynamics CRM).
Ensure accurate forecasting and visibility into team performance using standardized metrics and dashboards (Power BI).
Review sales performance weekly and monthly, implementing coaching plans or corrective action as needed.
Use win/loss analysis, conversion rates, and performance insights to identify improvement opportunities.
Sales Process Execution & Territory Strategy
Implement standardized sales processes, including territory planning, account planning, customer touchpoint cadence, and pricing/quoting practices.
Ensure optimal territory coverage, workload balance, and customer prioritization.
Leverage segmentation and pricing guidance to drive profitable growth and margin expansion.
Reinforce disciplined use of tools and technology for opportunity management and call preparation.
Customer Engagement & Growth
Partner closely with reps to expand relationships within key accounts, increase share of wallet, and identify cross‑sell opportunities.
Collaborate with Marketing on campaigns, lead generation, and customer segmentation initiatives.
Elevate customer experience by promoting solution‑based selling and uncovering end‑to‑end opportunities.
Data, Systems & Sales Operations Alignment
Promote strong data governance and adoption of CRM, sales dashboards, and reporting tools.
Utilize analytics to coach reps, evaluate territory performance, and identify growth opportunities.
Collaborate with Sales Operations on pricing compliance, discounting frameworks, commissions, and credit assignments.
Cross‑Functional Collaboration
Work with Finance to ensure alignment regarding forecasting, budgeting, and margin targets.
Partner with Product Directors and Marketing to deliver training and support field‑level execution.
Support IT and Sales Operations in driving adoption of new tools, CRM enhancements, and analytics capabilities.
Qualifications
Bachelor’s degree in business, Marketing, Sales, or related field; MBA preferred.
8‑10+ years of progressive B2B sales or sales leadership experience.
Proven success leading a team of field sales representatives with strong performance results.
Expertise in CRM systems (Microsoft Dynamics CRM or Salesforce preferred) and analytics tools such as Power BI.
Strong understanding of sales processes, territory planning, pricing strategy, and performance management.
Excellent coaching, communication, and leadership abilities with a collaborative style.
Data‑driven mindset with strong analytical and problem‑solving skills.
Competencies & Attributes
Leadership & Accountability – Drives performance, sets expectations, and coaches consistently.
Data‑Driven Decision Making – Uses dashboards, analytics, KPIs, and CRM insights to guide strategy.
Commercial Acumen – Balances customer value, growth, and profitability.
Process Discipline – Ensures consistent execution of sales processes and pipeline management.
Collaboration – Works effectively across Sales, Marketing, Operations, Finance, and IT.
Change Leadership – Helps shape a culture of continuous improvement and sales excellence.
Success Metrics
Revenue and margin growth vs. plan.
Pipeline health, accuracy, and forecast reliability.
CRM usage compliance and data quality.
Account growth, cross‑sell penetration, and customer retention.
Rep productivity improvements and achievement of individual quotas.
Pricing compliance and discount discipline.
Team engagement, development progress, and turnover reduction.
Benefits
Medical, vision, and dental insurance
HSA
FSA (medical and dependent care)
401(k) with employer match up to 4% with immediate vesting
Employer‑paid short‑ and long‑term disability coverage
Employer‑paid basic life and AD&D insurance; supplemental life for employees and dependents available
Paid time off and paid holidays
Tuition reimbursement
Seniority level
Director
Employment type
Full‑time
Job function
Sales and Business Development
Industry
Wholesale
Referrals increase your chances of interviewing at Kele, Inc. by 2x
#J-18808-Ljbffr
Sales Director
role at
Kele, Inc.
Summary The Sales Director is a frontline commercial leader responsible for driving revenue growth, margin performance, and customer engagement through direct management of a team of 4‑6 Account Managers or Business Development Managers. This role blends strong sales leadership, performance management, and operational excellence to build a high‑performing, data‑driven sales organization.
ESSENTIAL DUTIES AND RESPONSIBILITIES Sales Leadership & Team Development
Lead, mentor, and develop 4‑6 direct sales representatives, promoting a culture of accountability, excellence, and continuous improvement.
Set clear, measurable targets for revenue, margin, pipeline, and customer engagement.
Conduct regular one‑on‑ones, account reviews, pipeline inspections, and field coaching sessions.
Partner with leadership to refine value propositions and help sales reps shift from transactional selling to solution‑based selling.
Performance Management & Forecasting
Drive consistent and accurate pipeline management through disciplined CRM usage (Microsoft Dynamics CRM).
Ensure accurate forecasting and visibility into team performance using standardized metrics and dashboards (Power BI).
Review sales performance weekly and monthly, implementing coaching plans or corrective action as needed.
Use win/loss analysis, conversion rates, and performance insights to identify improvement opportunities.
Sales Process Execution & Territory Strategy
Implement standardized sales processes, including territory planning, account planning, customer touchpoint cadence, and pricing/quoting practices.
Ensure optimal territory coverage, workload balance, and customer prioritization.
Leverage segmentation and pricing guidance to drive profitable growth and margin expansion.
Reinforce disciplined use of tools and technology for opportunity management and call preparation.
Customer Engagement & Growth
Partner closely with reps to expand relationships within key accounts, increase share of wallet, and identify cross‑sell opportunities.
Collaborate with Marketing on campaigns, lead generation, and customer segmentation initiatives.
Elevate customer experience by promoting solution‑based selling and uncovering end‑to‑end opportunities.
Data, Systems & Sales Operations Alignment
Promote strong data governance and adoption of CRM, sales dashboards, and reporting tools.
Utilize analytics to coach reps, evaluate territory performance, and identify growth opportunities.
Collaborate with Sales Operations on pricing compliance, discounting frameworks, commissions, and credit assignments.
Cross‑Functional Collaboration
Work with Finance to ensure alignment regarding forecasting, budgeting, and margin targets.
Partner with Product Directors and Marketing to deliver training and support field‑level execution.
Support IT and Sales Operations in driving adoption of new tools, CRM enhancements, and analytics capabilities.
Qualifications
Bachelor’s degree in business, Marketing, Sales, or related field; MBA preferred.
8‑10+ years of progressive B2B sales or sales leadership experience.
Proven success leading a team of field sales representatives with strong performance results.
Expertise in CRM systems (Microsoft Dynamics CRM or Salesforce preferred) and analytics tools such as Power BI.
Strong understanding of sales processes, territory planning, pricing strategy, and performance management.
Excellent coaching, communication, and leadership abilities with a collaborative style.
Data‑driven mindset with strong analytical and problem‑solving skills.
Competencies & Attributes
Leadership & Accountability – Drives performance, sets expectations, and coaches consistently.
Data‑Driven Decision Making – Uses dashboards, analytics, KPIs, and CRM insights to guide strategy.
Commercial Acumen – Balances customer value, growth, and profitability.
Process Discipline – Ensures consistent execution of sales processes and pipeline management.
Collaboration – Works effectively across Sales, Marketing, Operations, Finance, and IT.
Change Leadership – Helps shape a culture of continuous improvement and sales excellence.
Success Metrics
Revenue and margin growth vs. plan.
Pipeline health, accuracy, and forecast reliability.
CRM usage compliance and data quality.
Account growth, cross‑sell penetration, and customer retention.
Rep productivity improvements and achievement of individual quotas.
Pricing compliance and discount discipline.
Team engagement, development progress, and turnover reduction.
Benefits
Medical, vision, and dental insurance
HSA
FSA (medical and dependent care)
401(k) with employer match up to 4% with immediate vesting
Employer‑paid short‑ and long‑term disability coverage
Employer‑paid basic life and AD&D insurance; supplemental life for employees and dependents available
Paid time off and paid holidays
Tuition reimbursement
Seniority level
Director
Employment type
Full‑time
Job function
Sales and Business Development
Industry
Wholesale
Referrals increase your chances of interviewing at Kele, Inc. by 2x
#J-18808-Ljbffr