Sales Director - California (MRO Industrial Sales)
LineDrive, Itasca, IL, United States
LineDrive is the leading outsourced sales and marketing organization in North America. We deliver highly profitable growth for the most recognized industrial manufacturers through advanced partnerships with distributors and product users, focused on safety and facility productivity. We provide solutions for over 61,000 companies across the nation and plan to double our size in the next 5 years. We offer a collaborative and dynamic environment with a high‑performing team focused on executing a unique and innovative service to the market. Our customers include some of the largest and most forward‑thinking manufacturers and we are supported by some of the most respected investors in our industry.
Position Overview The Sales Director leads and develops a team of Solutions Consultants and Business Development Managers, driving growth through strategic leadership, clear communication, and a strong focus on performance. This role partners closely with key end users, distributors, and manufacturer partners to increase POS reporting, leveraging consultative selling, data‑driven insights, and market expertise to identify opportunities, deliver product education, and position LineDrive as a trusted solutions provider.
Reports to VP of Sales
FLSA Status Exempt
Department Sales
Level Mid‑Level
Location Remote
Essential Job Functions Territory and Relationship Management (35%)
Build and maintain strong partnerships across manufacturers, distributors, and end users to achieve regional and National End User growth objectives.
Conduct business reviews with distributor management to assess team engagement, pipeline, and closed review, new manufacturers and quarterly performance/planning.
Manage and maintain identified allocated sales growth of open pipeline top opportunities and close top opportunities in Salesforce to meet or exceed territory allotted weekly goal as defined in the annual sales operating plan.
Hold regular strategy sessions with aligned manufacturers to discuss pipeline, top distributor and end‑user engagement, POS numbers, and future planning targets.
Review selected top opportunities moving through Salesforce stages with current notes for manufacturers.
Develop and maintain contact with key manufacturers to influence end user engagement and wins.
Sales Execution and Pipeline Health (30%)
Drive revenue growth through opportunity creation, pipeline management, and execution of LineDrive’s strategic selling principles.
Weekly review of Salesforce pipeline to ensure data accuracy, close out unviable opportunities, and plan to close key deals in accordance to the Salesforce SOP.
Create call plans to prioritize outreach and maximize in‑field effectiveness.
Maintain up‑to‑date account, contact, parent/child, top opportunities and opportunity records within Salesforce.
Partner with Inside Sales team for opportunity development, joint meetings, and follow‑up plans.
Minimum 60% of territory market travel cycle based on geographical location and end user POS base.
Data Driven Business Planning (20%)
Analyze territory coverage from previous quarters to inform future planning and time allocation. Use PowerBI and POS data to uncover distributor or manufacturer performance trends, MFG bleeds and opportunity gaps.
Partner with Sales Operations to deploy targeted campaigns that address underperforming metrics.
Training, Strategy and Administrative Management (15%)
Enhance sales effectiveness through training, planning, and efficient administrative management; allocate time for administrative work, follow‑up actions, and scheduling; monthly pipeline cadence review with your manager on top opportunities.
Present 2–3 bundled manufacturer solutions, target verticals and strategic value with regional and National End Users during distributor training sessions.
Partner with aligned Safety Specialists to create coordinated territory strategies and discuss pipeline, sales team engagement, opportunities for training, and end user targeting.
Complete and submit expense reports accurately and on schedule.
Rental of off‑site storage units requires approval by your manager, including rental units that are leased under the name of LineDrive and will be for company use only. (Storage units are for storage of company‑assigned products, samples, etc. and LineDrive management will have access at all times and will be subject to inspection by your Director).
T&E budget allocation – appropriate use of Travel & Expense budget(s) for territory business will be monitored weekly/monthly to maintain adherence with the allotted annualized $ territory budget.
Leadership & Accountability
Develop a world‑class sales team by recruiting, hiring, motivating, and retaining a mix of experienced professionals and up‑and‑coming talent to scale their area of responsibility.
Integrate data and analytics into the culture of the team to ensure KPIs are consistently set and measured, and to ensure data is integrated into the decision‑making process.
Design, implement, and manage accurate and consistent sales forecasting, planning and budgeting processes.
Manage direct reports, third‑party vendors, while increasing sales excellence through accountability and mentorship.
Motivate a high‑performance team to increase revenue through growth strategies and compensation initiatives – including the support of career development and performance goal setting and continuous feedback.
Present findings, results, and recommendations to management.
Monitor and evaluate industry trends and drivers and meeting frequently with leadership team to develop and execute new sales growth strategies.
Identify trends/gaps in our competitive landscape and develop solutions to improve the delivery of our services.
Manage and oversee all Solutions Consultants and monitor through monthly and weekly meetings.
Responsible for field relationships and attending their assigned manufacture(s) monthly connects.
Requirements What You Bring to the Table
5 to 10 years of outside sales experience; required
MRO Industrial supply background; required
Deep understanding of industrial distribution channels and manufacturer/distributor dynamics
Prior experience with industrial distribution (i.e., Grainger, Fastenal or MSC Industrial) highly preferred
Proficient use of Microsoft Office365, CRM tools (Salesforce preferred) and experience leveraging analytics platforms such as PowerBI
Exceptional relationship‑building and communication skills across all organizational levels
Ability to work in a fast‑paced environment, demonstrating a real desire to build business and operate with a sense of urgency
Strong presentation and facilitation skills with confidence in leading group training
Strong consultative selling skills with the ability to align solutions to customer needs
Ability to interpret data to drive strategic planning and opportunity prioritization
Highly organized and can manage their own book of business based on LineDrive guidelines, self‑driven with effective time and territory management skills
Adaptability to shift priorities while maintaining focus on long‑term objectives
Collaborative mindset, working cross‑functionally with Inside Sales, Marketing, and Manufacturer teams
Commitment to continuous improvement through feedback, learning, and innovation
Performance Expectations
Territory Growth: Achieve or exceed monthly/quarterly and annual sales goals for all assigned manufacturers and distributors.
Pipeline Health: Maintain an accurate, balanced, and progressing pipeline that aligns with company sales standards. 100% of close goal achieved for “A” manufacturers and 95% for all B and C manufacturers.
CRM Compliance: Ensure all top opportunities, contacts and activity logs are current in Salesforce.
Distributor & Manufacturer Engagement: Conduct and document all scheduled distributor and manufacturer business reviews.
Data Utilization: Regularly leverage Salesforce, PowerBI and POS insights to inform strategy and identify focus areas.
Training & Enablement: Deliver engaging and effective distributor sales trainings.
Collaboration & Communication: Maintain consistent communication with Inside Sales, Sales Leadership, National End User team, Channel team and Safety Specialists to align on regional and national efforts.
Operational Efficiency & Monthly Cadence Reviews: Complete all administrative requirements accurately and within designated timelines, including expense reports review of top opportunities and pipeline, closes and initiatives in progress. Facilitate monthly cadence calls to review Salesforce pipeline, coach teams, drive 80% performance on created and closed targets/opportunities across key manufacturers, and reduce incomplete expenses.
Physical Requirements The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Sitting, particularly for sustained periods of time
Specific vision abilities required by this job include close vision and distance vision to safely walk or drive through a facility
Ability to walk through end user facilities for up to 5 hours at a time
The employee must frequently lift and/or move up to 25 pounds
Must possess and maintain a valid Class C driver’s license and have the ability to drive a vehicle
Travel ~75% monthly travel schedule to conduct field ride‑along
Regular and reliable attendance
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Position Overview The Sales Director leads and develops a team of Solutions Consultants and Business Development Managers, driving growth through strategic leadership, clear communication, and a strong focus on performance. This role partners closely with key end users, distributors, and manufacturer partners to increase POS reporting, leveraging consultative selling, data‑driven insights, and market expertise to identify opportunities, deliver product education, and position LineDrive as a trusted solutions provider.
Reports to VP of Sales
FLSA Status Exempt
Department Sales
Level Mid‑Level
Location Remote
Essential Job Functions Territory and Relationship Management (35%)
Build and maintain strong partnerships across manufacturers, distributors, and end users to achieve regional and National End User growth objectives.
Conduct business reviews with distributor management to assess team engagement, pipeline, and closed review, new manufacturers and quarterly performance/planning.
Manage and maintain identified allocated sales growth of open pipeline top opportunities and close top opportunities in Salesforce to meet or exceed territory allotted weekly goal as defined in the annual sales operating plan.
Hold regular strategy sessions with aligned manufacturers to discuss pipeline, top distributor and end‑user engagement, POS numbers, and future planning targets.
Review selected top opportunities moving through Salesforce stages with current notes for manufacturers.
Develop and maintain contact with key manufacturers to influence end user engagement and wins.
Sales Execution and Pipeline Health (30%)
Drive revenue growth through opportunity creation, pipeline management, and execution of LineDrive’s strategic selling principles.
Weekly review of Salesforce pipeline to ensure data accuracy, close out unviable opportunities, and plan to close key deals in accordance to the Salesforce SOP.
Create call plans to prioritize outreach and maximize in‑field effectiveness.
Maintain up‑to‑date account, contact, parent/child, top opportunities and opportunity records within Salesforce.
Partner with Inside Sales team for opportunity development, joint meetings, and follow‑up plans.
Minimum 60% of territory market travel cycle based on geographical location and end user POS base.
Data Driven Business Planning (20%)
Analyze territory coverage from previous quarters to inform future planning and time allocation. Use PowerBI and POS data to uncover distributor or manufacturer performance trends, MFG bleeds and opportunity gaps.
Partner with Sales Operations to deploy targeted campaigns that address underperforming metrics.
Training, Strategy and Administrative Management (15%)
Enhance sales effectiveness through training, planning, and efficient administrative management; allocate time for administrative work, follow‑up actions, and scheduling; monthly pipeline cadence review with your manager on top opportunities.
Present 2–3 bundled manufacturer solutions, target verticals and strategic value with regional and National End Users during distributor training sessions.
Partner with aligned Safety Specialists to create coordinated territory strategies and discuss pipeline, sales team engagement, opportunities for training, and end user targeting.
Complete and submit expense reports accurately and on schedule.
Rental of off‑site storage units requires approval by your manager, including rental units that are leased under the name of LineDrive and will be for company use only. (Storage units are for storage of company‑assigned products, samples, etc. and LineDrive management will have access at all times and will be subject to inspection by your Director).
T&E budget allocation – appropriate use of Travel & Expense budget(s) for territory business will be monitored weekly/monthly to maintain adherence with the allotted annualized $ territory budget.
Leadership & Accountability
Develop a world‑class sales team by recruiting, hiring, motivating, and retaining a mix of experienced professionals and up‑and‑coming talent to scale their area of responsibility.
Integrate data and analytics into the culture of the team to ensure KPIs are consistently set and measured, and to ensure data is integrated into the decision‑making process.
Design, implement, and manage accurate and consistent sales forecasting, planning and budgeting processes.
Manage direct reports, third‑party vendors, while increasing sales excellence through accountability and mentorship.
Motivate a high‑performance team to increase revenue through growth strategies and compensation initiatives – including the support of career development and performance goal setting and continuous feedback.
Present findings, results, and recommendations to management.
Monitor and evaluate industry trends and drivers and meeting frequently with leadership team to develop and execute new sales growth strategies.
Identify trends/gaps in our competitive landscape and develop solutions to improve the delivery of our services.
Manage and oversee all Solutions Consultants and monitor through monthly and weekly meetings.
Responsible for field relationships and attending their assigned manufacture(s) monthly connects.
Requirements What You Bring to the Table
5 to 10 years of outside sales experience; required
MRO Industrial supply background; required
Deep understanding of industrial distribution channels and manufacturer/distributor dynamics
Prior experience with industrial distribution (i.e., Grainger, Fastenal or MSC Industrial) highly preferred
Proficient use of Microsoft Office365, CRM tools (Salesforce preferred) and experience leveraging analytics platforms such as PowerBI
Exceptional relationship‑building and communication skills across all organizational levels
Ability to work in a fast‑paced environment, demonstrating a real desire to build business and operate with a sense of urgency
Strong presentation and facilitation skills with confidence in leading group training
Strong consultative selling skills with the ability to align solutions to customer needs
Ability to interpret data to drive strategic planning and opportunity prioritization
Highly organized and can manage their own book of business based on LineDrive guidelines, self‑driven with effective time and territory management skills
Adaptability to shift priorities while maintaining focus on long‑term objectives
Collaborative mindset, working cross‑functionally with Inside Sales, Marketing, and Manufacturer teams
Commitment to continuous improvement through feedback, learning, and innovation
Performance Expectations
Territory Growth: Achieve or exceed monthly/quarterly and annual sales goals for all assigned manufacturers and distributors.
Pipeline Health: Maintain an accurate, balanced, and progressing pipeline that aligns with company sales standards. 100% of close goal achieved for “A” manufacturers and 95% for all B and C manufacturers.
CRM Compliance: Ensure all top opportunities, contacts and activity logs are current in Salesforce.
Distributor & Manufacturer Engagement: Conduct and document all scheduled distributor and manufacturer business reviews.
Data Utilization: Regularly leverage Salesforce, PowerBI and POS insights to inform strategy and identify focus areas.
Training & Enablement: Deliver engaging and effective distributor sales trainings.
Collaboration & Communication: Maintain consistent communication with Inside Sales, Sales Leadership, National End User team, Channel team and Safety Specialists to align on regional and national efforts.
Operational Efficiency & Monthly Cadence Reviews: Complete all administrative requirements accurately and within designated timelines, including expense reports review of top opportunities and pipeline, closes and initiatives in progress. Facilitate monthly cadence calls to review Salesforce pipeline, coach teams, drive 80% performance on created and closed targets/opportunities across key manufacturers, and reduce incomplete expenses.
Physical Requirements The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Sitting, particularly for sustained periods of time
Specific vision abilities required by this job include close vision and distance vision to safely walk or drive through a facility
Ability to walk through end user facilities for up to 5 hours at a time
The employee must frequently lift and/or move up to 25 pounds
Must possess and maintain a valid Class C driver’s license and have the ability to drive a vehicle
Travel ~75% monthly travel schedule to conduct field ride‑along
Regular and reliable attendance
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