Overview
Sales Director - New Business Development
SMART IT People has an exciting full-time opportunity in Raleigh, NC for a Sales Director of New Business Development to lead a team of account managers focused exclusively on new business acquisition.
Requirements:
- Bachelor’s degree in Business, Marketing, or a related field (preferred).
- 7+ years of B2B sales leadership experience, ideally involving long (18–24 month) sales cycles and complex buying processes.
- Proven sales leadership - experience in sales management, strategic planning, and change leadership within high-performance environments
- Strong track record building and coaching successful B2B sales teams
- Player-coach leadership style
- Commercial furniture and interiors industry is preferred but not required.
- Demonstrated success turning strategy into action and driving measurable sales growth.
- Strong knowledge of sales process, performance metrics, pipeline management, and coaching techniques.
- Ability to build, present, and execute an annual business plan with clearly defined goals and accountability structures.
- High emotional intelligence, adaptability, and a passion for service and collaboration.
This role reports directly to the Vice President of Sales and will own the end-to-end sales strategy for the New Business Development (NBD) team. The successful candidate will bring proven sales leadership, a values-driven mindset, and a strong track record in building and coaching successful B2B sales teams. This person must be a proactive, sleeves-rolled-up servant leader who can foster a strong team culture and drive real business results.
Key Responsibilities
With full ownership of the New Business Development segment, the Sales Director will:
Strategic Leadership
- Develop and own the annual business plan for the NBD team; deliver quarterly progress updates to the Vice President of Sales.
- Design a territory deployment strategy that effectively covers the Triangle and Eastern NC markets
- Collect and manage key market and sales data using the CRM to guide opportunity development and forecasting.
- Create monthly sales activity goals and opportunity targets in collaboration with team members and Manufacturer sales leadership.
Team Development & Management
- Lead a team of dedicated NBD account managers serving as a day-to-day coach, mentor, and motivator.
- Recruit, hire, and onboard new salespeople in collaboration with Human Resources.
- Establish SMART goals via Work Compass for all direct reports; review progress monthly and conduct formal performance coaching as needed.
- Foster a high-energy, success-oriented culture; celebrate wins and build morale.
- Address performance gaps promptly and effectively through direct coaching and development.
- Be directly involved in the sales process for “Must Win” opportunities and key accounts.
- Actively network and build relationships with executives and influencers in the Architecture & Design, Commercial Real Estate, and General Contracting communities.
- Ownership of association memberships including the Chamber of Commerce, NAIOP, CoreNet and other industry associations.
- Partner closely with the Design and Order Fulfillment teams to deliver complete, high-quality solutions.
- Engage Manufacturer sales resources to align pipeline goals, strategies, and communication; provide monthly updates to Manufacturer leadership.
- Fully utilize CRM tools for opportunity management, account planning, and team activity tracking.
- Meet or exceed annual business plan
- Accountable to the P&L for New Business Development