Director of Sales (98272220)

Job Summary: The Director of Sales leads and directs the sales team to achieve short and long-range strategic objectives through successful planning and execution of sales strategies for a channel. Responsible for the entire range of sales planning and development, sales promotion, and sales activities. Drives market/field/end user input back to the organization to improve positioning with programs, product development, and end user support.

Primary Purpose: Drives the strategy and execution of the Outdoor Power Equipment (OPE) channel to meet strategic business goals. Using a coach-first and analytical approach to the business, the Director will contribute to the growth of the channel through setting the direction and managing the Dealer Account Management Teams. The right candidate will be tasked with creating promotional sell-in and sell through programs, pre-season stocking programs, and growing Generac, Mean Green, and DR Power’s market share within each territory through share of wallet growth, new dealer acquisition, and end user engagement.

Serves a key role in the motivation and development of the teams and is instrumental in creating and maintaining best practices and identifying synergies between the two teams in support of the business. Highly involved in the planning and execution of new, innovative sales approaches and resources to propel lead generation and conversion efforts. Establish a sales management system designed to drive coaching and accountability.

Major Responsibilities

• Designs and directs the work of the team. Selects, coaches, and develops staff. Sets clear expectations to inspire and motivate the team. Manages performance by recognizing achievement, providing feedback, and administering progressive discipline when necessary.

• Creates and maintains best practices for the team as well as develops and improves processes through the use of Continuous Improvement projects and efforts.

• Collaborates with relevant cross-functional teams to develop and prioritize value-creating tools and resources. Uses a data and analytical approach to program development and goal setting.

• Design and execute in-season promotions to support sell-through of aging inventory

• Design, track, and execute pre-season promotional stocking programs

• Develop and optimize Dealer All Year Plan and program benefits

• Develops, supports, and promotes follow-up campaigns by directing teams as appropriate. Monitors, manages, and reports on key performance metrics.

• Collaborates with leadership and HR to ensure employee incentive plans are designed to drive and incentivize desired behaviors to meet channel performance goals. Plays an active role in the annual incentive plan design process, bringing forth insights and suggestions to ensure incentive plan effectiveness.

• Drives channel initiatives and programs through the Inside Sales Teams using goals, ad-hoc call campaigns, and other targeted activities directly aligned to channel strategic priorities.

• Maintains effective and successful on-boarding programs for new agents to include company programs, tools, and processes.

• Implements sales approach and drives consistency across the teams.

Minimum Job Requirements:

• Bachelor’s Degree or equivalent

• 5 years' experience in Sales and/or Sales Operations.

• A minimum of 4 years experience leading a team of direct reports.

• Experience managing and implementing continued process improvement efforts.

• Previous strategic business planning experience.

• Experience directly working with and supporting dealers as part of a significant dealer network.

Preferred Experience:

• 5+ years of experience leading an Inside Sales team as part of a broader Sales organization.

• Prior Outdoor Power Equipment industry experience.

• Working knowledge of the dynamics between distribution channel, dealer network, and the subsequent end user.

• Demonstrated ability to establish and direct successful sales team metrics and KPIs

Knowledge / Skills / Abilities:

• Clear understanding and knowledge of the internal processes and systems to support the accounts, proven business planning, budgeting, and P&L skills

• Ability to work independently in an entrepreneurial culture

• Advanced negotiation skills

• Complex account management skills

• Ability to analyze financials

• Excellent presentation skills

• Excellent organizational skills

We offer an excellent benefits package including:

• Medical, Vision and Dental

• 401(K)

• Employee Stock Purchase Plan

• Flex Spending Accounts

• Life Insurance

• Vacation, Sick, Personal Time and Company Holidays