Director of Sales

Role Overview The Director of Sales is responsible for leading and scaling the sales organization across national retailers, warehouse distributors (WDs), and field rep agencies. This role will be the architect of the sales organization. This leader will own revenue targets, build strategic partnerships, and create structure and accountability across a multi-channel sales program. This role is both strategic and hands-on. Location: HQ, Hybrid, or Remote Reports To: CEO & CO O Key Responsibilities 1. Sales Strategy & Planning Develop and execute the annual sales plan by channel. Forecast sales by SKU, category, and region. Define GTM strategies and promotional calendars. 2. Revenue & Profit Ownership Drive topline revenue and meet gross margin targets. Monitor channel performance and recommend price changes or program tweaks. Approve high-impact pricing or promotional deals. Recruit, coach, and manage sales team and rep agencies. Set KPIs and run quarterly performance reviews. Foster a culture of accountability and excellence. 4. Partner Relationship Management Maintain direct relationships with Big 4 retailers and key WDs. Lead Quarterly Business Reviews (QBRs). Resolve escalated service issues and ensure account retention. 5. Process & Systems Own sales CRM and reporting cadence. Standardize quoting, pricing, and sample request processes. Ensure reps and WDs are trained and equipped with the right tools. 6. Internal Collaboration Serve as voice of customer across product, ops, and marketing. Influence packaging, pricing, and promotional direction. Align supply planning with sales forecasts. Requirements 7–15 years of sales leadership in automotive aftermarket or B2B industrial sectors. Proven experience with national accounts and multi-tier channel distribution. Deep understanding of rep agency dynamics and WD relationships. Strong grasp of gross margin, pricing strategy, and promotional economics. Hands-on CRM and analytics capabilities (HubSpot, Salesforce, etc.). Excellent communicator, motivator, and negotiator. Compensation Travel required: 25–40% Compensation will be based on candidate's experience. Base salary + commission will be discussed during the interview process. 3–5 Main Roles Drive national and channel growth Develop and manage high-performance sales team Be the face of sales to key accounts Bring voice of field back to the company Management This role will be a member of our management team. Quarterly off-site meetings and weekly team meetings required. Job location The role can be an on-site, hybrid, or full remote position, depending on the candidate. Travel to our HQ in Bryan, Ohio will be required on a quarterly basis. Seniority level Director Employment type Full-time Job function Sales and Business Development Industries Automotive #J-18808-Ljbffr