Director of Sales (Utility Products)

Position Details

In the role of Director of Sales (Central Region) for the Utility Products Division at Stella-Jones, you will lead sales efforts within an assigned territory, manage a team of 5–8 Regional Sales Managers (RSMs), and ensure streamlined sales operations with focused attention to specific accounts. You’ll guide the team to work closely with other Stella-Jones departments—logistics, operations, and finance—while crafting unique programs tailored to the needs of our largest customers, managing inventory effectively, and providing exceptional services to our clientele.

This remote, home‑based position requires significant travel (up to 60%) within the Central U.S. region focused on the Upper Midwest and nearby Central states. Candidates should be located within the region and have access to a major airport to support regular travel.

Key Responsibilities

Regional Sales Strategy & Business Planning:

• Determines annual sales and budget plans by implementing marketing strategies and analyzing trends and results.
• Establishes sales objectives by forecasting and developing annual sales plans for regions and territories; projecting expected sales volume and profit for existing and new products.
• Directs market channel development activity and coordinates sales distribution by establishing sales territories, quotas, and goals.
• Implements national sales programs by developing field sales action plans.
• Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.

Sales Team Leadership & Performance Management:

• Leads and develops a team of Regional Sales Managers, including recruiting, selecting, orienting, and training employees.
• Plans, monitors, and appraises job results; provides coaching, counseling, and performance management, including improvement plans as needed.
• Conducts performance evaluations, approves paid time off (PTO), assigns or delegates work, and provides ongoing guidance and support.
• Interviews candidates for open positions and builds a strong, high-performing regional sales organization.
• Completes sales operational requirements by scheduling and assigning employees and following up on work results.

Operational Execution & Cross-Functional Coordination:

• Works closely with logistics, operations, and finance to ensure streamlined sales execution and effective inventory management.
• Keeps advised on company policies, procedures, and objectives and ensures accurate and consistent communication of these to customers.
• Maintains professional and technical knowledge through ongoing learning, industry engagement, and professional networking.
• Participates and contributes to the company safety program.
• Performs other related duties as assigned.

Market Intelligence & Strategic Initiatives:

• Pursues special projects such as competitive investigations and market studies on new products.
• Monitors market conditions and customer needs to identify growth opportunities and support long-term strategic decisions.

Key Qualifications

• Ten or more years of experience in industrial sales required
• Five or more years of experience leading an industrial products sales team required
• Sales experience into the Utilities or related industry a plus
• Bachelor's degree preferred
• Advanced proficiency in Microsoft Office, including Excel (pivot tables and analysis), PowerPoint required; Power BI skills preferred
• Knowledge of inventory management, including costs, targets, replenishment process, and the quote process
• Exceptional communication skills and proactive attitude with excellent attention to detail

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