Director of Sales
The McAlear Group · Maumee, OH, USA · remote
This position provides strategic leadership and direction for the company’s sales organization, with responsibility for achieving revenue, margin, market growth, customer retention, and overall sales performance objectives. This position leads and develops the Territory Account Manager team, establishes sales strategies and performance expectations, and drives consistent execution of the company’s sales initiatives across all territories.
The Director of Sales is responsible for building a high-performing sales organization through effective coaching, talent development, performance management, and accountability. This role ensures sales resources are strategically aligned with the company’s highest-value opportunities while identifying and developing new markets, customers, and revenue streams.
Working collaboratively with executive leadership and cross-functional departments, the Director of Sales develops and executes strategies to strengthen customer relationships, expand product penetration, increase market share, improve profitability, and remove barriers to sales growth. The position promotes a consistent, customer-focused sales approach and ensures effective communication and coordination across the organization.
Our company believes in the Ideal Team Player. We follow the model behaviors of Humble (quick to point out the contributions of others), Hungry (self-motivated and diligent), Smart (socially appropriate and aware), Safety-Minded (works to lower safety risks, Quality-Minded (take pride in their work) and Attendance (recognizes their presence is important).
ESSENTIAL JOB DUTIES & RESPONSIBILITIES:
- Develops annual sales plan in support of organizational strategy and objectives.
- Directs implementation and execution of sales policies and practices.
- Routinely recommends sales strategies for improvement based on market research and competitor analyses.
- Effectively run weekly, monthly, and quarterly meetings with team members
- Lead, coach, develop, and hold the Territory Account Manager team accountable for achieving established sales, margin, and growth objectives.
- Drive core business growth by protecting existing customer relationships, increasing share of wallet, identifying new opportunities, and expanding business within current and prospective accounts.
- Champion a “One-Stop Shop” approach, ensuring Territory Account Managers actively position the company’s full portfolio of products and services rather than selling individual product categories in isolation.
- Develop and execute territory strategies that balance customer retention, organic account growth, new customer acquisition, and new product adoption.
- Coach Territory Account Managers on account planning, prospecting, relationship development, negotiation, product positioning, and closing strategies.
- Ensure Territory Account Managers maintain strong relationships with key customers while developing relationships at multiple levels within customer organizations.
- Drive new business development by ensuring each territory maintains a healthy pipeline of qualified prospects and clearly defined next steps.
- Support the growth of strategic company initiatives.
- Regularly review territory performance, customer activity, pipeline, market opportunities, competitive threats, and areas of underperformance.
- Develop recovery plans for territories, accounts, or initiatives that are not meeting established expectations.
- Work cross-functionally with Operations, Customer Service, Marketing, Production, Product Management, and leadership to remove barriers impacting customers or sales growth.
- Maintain a strong understanding of market conditions, competitive activity, customer needs, and emerging opportunities within each territory.
- Ensure pricing and sales decisions support both revenue growth and margin expectations while maintaining long-term customer relationships.
- Assist Territory Account Managers with major opportunities, strategic accounts, customer issues, negotiations, and other situations requiring leadership involvement.
- Promote consistent use of CRM, pipeline management, account planning, forecasting, and other established sales processes.
- Provide leadership with accurate sales forecasts, performance updates, market intelligence, risks, and recommendations.
- Build a culture of accountability, urgency, teamwork, customer focus, and continuous improvement across the Territory Account Manager team.
- Ensure the TAM team understands that success is measured not only by total sales, but by core business growth, customer retention, new account acquisition, product penetration, margin performance, and progress toward becoming the customer’s one-stop-shop partner.
NON-ESSENTIAL JOB DUTIES & RESPONSIBILITIES:
- Attend industry trade shows, conferences, dealer events, and networking functions as needed.
- Participate in company meetings, special projects, and cross-functional initiatives.
- Assist with the development of sales presentations, promotional materials, and marketing initiatives.
- Provide input on new garage door products, product enhancements, pricing strategies, and market opportunities.
- Participate in customer appreciation events, dealer meetings, and company-sponsored activities.
- Assist with product demonstrations and training sessions for customers, dealers, and internal team members.
- Maintain awareness of industry trends, competitor activities, and emerging market opportunities.
- Represent the company at community, industry, and professional events.
- Assist with special sales programs, promotions, and business development initiatives.
- Participate in customer visits or field activities outside of normal sales responsibilities when needed.
- Provide feedback to Operations, Engineering, Product Management, and Marketing regarding customer and market needs.
- Assist with developing sales tools, training materials, and standard sales processes.
- Participate in recruiting, interviewing, and onboarding sales personnel as requested.
- Support other departments with customer-related projects and initiatives.
- Perform other duties and special assignments as directed by management.
PHYSICAL DEMANDS & WORK ENVIRONMENT:
- Works in a variety of environments, including:
- Office, manufacturing, customer locations, and field environments
- Uses a computer and various communication tools.
- Requires routine sitting, standing, and movement throughout the workday.
- May require travel to:
- Customer locations, dealer locations, and company facilities
COMPENTENCY, KNOWLEDGE, SKILLS & ABILITIES:
- Ability to lead people and get results through others.
- Ability to plan and think ahead and plan over a 1–2-year time span.
- Ability to organize and manage multiple priorities.
- Able to change focus frequently and often while being detail oriented and well organized.
- Adapts and implements change and accepts change as is inevitable.
- Embraces change with innovation, courage, and resiliency.
- Sales and service systems development and deployment
- Problem analysis and problem resolution at both a strategic and functional level
- Technical skills in strategic planning and sales planning
- Employee training, coaching, and development
- Strong customer orientation
- Excellent interpersonal, written, and oral communication skills including presentation skills.
- Excellent listening and negotiating skills.
- High-performance teams and a strong team player
- Commitment to company values
- Computer proficiency
EEDUCATION & EXPERIENCE:
REQUIRED:
- Demonstrated sales leadership experience relevant to the responsibilities of the position.
- Demonstrated experience leading cross-functional initiatives and managing performance through measurable objectives.
PREFERRED:
- Bachelor’s Degree in Sales or business-related field
- Knowledge of Salesforce CRM recommended.
- Experience in the garage door, building products, manufacturin