Director of Global Sales

TITLE: Director of Global SalesPOSITION TYPE: Full-Time, ExemptREPORTS TO: Executive Vice President & Chief Operating Officer (COO)LOCATION: East Longmeadow, MA (On-site)ABOUT EXCEL DRYERFor over 60 years, Excel Dryer has been revolutionizing commercial hand hygiene solutions from our Massachusetts headquarters. We're not just another manufacturer; we're the family-owned company that invented the high-speed hand dryer category and transformed an entire industry.In 1997, Excel Dryer faced a stark reality: people hated using hand dryers. They were slow, ineffective, and frustrating. Rather than accept the status quo, we partnered with MIT scientists to redefine what "dry" actually means and created the XLERATOR®, the first hand dryer to dry hands completely in 8-10 seconds. Today, the XLERATOR is the #1 selling and specified hand dryer globally.We manufacture every product at our LEED Gold-certified facility, sourcing components locally whenever possible. Our commitment to American manufacturing isn't just philosophy, it's our competitive advantage.Excel Dryer is certified as a Great Place to Work (2 consecutive years) and ranked #40 on Fast Company's Top 100 Best Workplaces for Innovators.JOB SUMMARYThe Director of Global Sales is responsible for developing and executing the company’s global revenue strategy across direct sales and channel partners, including architectural and design (A&D) firms. This role leads regional sales teams, drives profitable growth in established and emerging markets, and partners closely with Marketing and Operations to scale a category-leading B2B business internationally.This is a senior, hands-on leadership role requiring both strategic vision and operational rigor.QUALIFICATIONSEDUCATIONBachelor’s degree in Business, Marketing, International Relations, or a related field requiredMBA or advanced business degree preferredEXPERIENCE10+ years of progressive B2B sales experience, including at least 5 years in senior sales leadership rolesDemonstrated experience managing international or multi-region sales organizationsProven success driving revenue growth through both direct sales and indirect/channel modelsExperience selling technical or specification-driven products into commercial environments preferred (e.g., building products, facilities, industrial, or engineered solutions)SKILLS & COMPETENCIESStrong expertise in CRM systems, sales analytics, and forecasting; Salesforce experience strongly preferredDeep understanding of international sales operations, cross-border commerce, and multicultural business practicesAbility to develop and execute global sales strategies while adapting to local market dynamicsExcellent negotiation, presentation, and executive-level communication skillsData-driven decision-maker with strong analytical and financial acumenHands-on leader with a track record of building, coaching, and retaining high-performing sales teamsComfortable operating in a fast-paced environment with competing prioritiesFluency in multiple languages is a plusPHYSICAL / TRAVEL REQUIREMENTSAbility to travel internationally up to 30–50%, as business needs requireDUTIES & RESPONSIBILITIESSTRATEGY & GROWTHDevelop and execute a comprehensive global sales strategy aligned with corporate objectives, revenue targets, and long-term growth plansDrive profitable revenue growth across direct sales, distributors, and A&D / specification-driven channelsIdentify and pursue new business opportunities in existing and emerging international marketsLEADERSHIP & TEAM DEVELOPMENTLead, mentor, and manage regional sales leaders and account executives across multiple geographiesEstablish clear performance expectations, coaching plans, and succession developmentFoster a collaborative, accountable, and results-driven sales culture globallySALES OPERATIONS & PERFORMANCEEstablish and manage KPIs, sales forecasting, pipeline management, and performance reportingEnsure consistent use of CRM and sales processes to improve visibility, accuracy, and scalabilityPartner with Finance and Operations to align pricing, margins, and revenue forecastsCROSS-FUNCTIONAL COLLABORATIONWork closely with Marketing to support demand generation, brand positioning, and A&D engagementCollaborate with Product Management on product feedback, roadmap input, and market requirementsPartner with Customer Success / Service teams to ensure customer satisfaction and retentionCUSTOMER & MARKET ENGAGEMENTBuild and maintain senior-level relationships with key customers, partners, distributors, and design influencersPersonally lead and support major negotiations, contracts, and strategic accountsMonitor market trends, competitive activity, and customer needs to identify growth opportunitiesRepresent the company at international trade shows, industry events, and key client meetingsCOMPLIANCE & GOVERNANCEEnsure all sales activities comply with local regulations, international trade laws, and corporate policiesSupport ethical, compliant, and transparent sales practices globallyMISCELLANEOUSPerform additional duties and lead special projects as requiredWHAT WE OFFERCOMPENSATION & INCENTIVESSalary Range: $175,000 - $200,000, commensurate with experiencePerformance-based variable compensation with up to 25% of base salary (10% of base salary for achievement of personal SMART goals, 10% of base salary for achievement of Salesforce metrics and 5% of base salary on the Company achieving its annual sales goal)Participation in company success as we continue our growth trajectoryBENEFITS & PERKSComprehensive health, dental, and vision insurance with Blue Cross Blue Shield of Massachusetts401(k) retirement planGenerous paid time off and flexible work arrangementsProfessional development budget for conferences, training, and executive coachingModern, LEED Gold-certified office environment in the Springfield, MA areaRelocation assistance available for the right candidateCULTURE & GROWTHJoin a Great Place to Work-certified company ranked among Fast Company's Best Workplaces for InnovatorsAutonomy to build your team and sales strategy without bureaucratic obstaclesOpportunity to shape the growth trajectory of an American manufacturing success storyCollaborate with a mission-driven team passionate about sustainability and innovationOUR VALUES IN ACTIONAt Excel Dryer, we don't just talk about values—we live them:Innovation: We invented the high-speed hand dryer category and continue to push boundaries with products like XLERATORsync. We want sales leaders who think creatively and challenge conventional approaches.Made in USA Pride: We're committed to American manufacturing when it would be easier (and cheaper) to outsource. We want people who appreciate craftsmanship and quality.Sustainability: Our products help facilities reduce their carbon footprint by up to 94%. We want team members who believe business can be a force for environmental good.Customer Obsession: We don't just sell hand dryers; we solve problems for facility managers, architects, and sustainability leaders. We want people who listen first and sell second.Transparency: We were the first in our industry to publish Environmental Product Declarations and Health Product Declarations. We want straight shooters who lead with honesty.EQUAL OPPORTUNITY STATEMENTExcel Dryer is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.