Director of Sales

Job Description:Position SummaryThe Director of Sales is responsible for leading and executing the company's sales strategy across both dealer and direct sales channels. This role drives revenue growth, market expansion, dealer network development, and sales team performance while ensuring alignment with Wastequip's strategic, financial, and operational objectives.The position has direct responsibility for managing the existing dealer network, expanding dealership representation in key markets, and leading regional sales representatives to achieve revenue, EBITDA, and market share goals.This position can sit out of our Ontario, CA or Salisbury, NC location.Salary Range: $145,000 - $170,000 (Based on experience) + CommissionEssential Duties and ResponsibilitiesSales Strategy & LeadershipLead the development and execution of sales strategies that drive growth, profitability, and market expansion.Set sales forecasts, territory plans, and performance expectations across dealer and direct channels.Stay ahead of market and competitive trends to adjust strategy and ensure continued success.Dealer Network & Channel ManagementOversee the performance, development, and support of the national dealer network.Recruit and onboard new dealers in strategic markets to strengthen coverage.Ensure consistent pricing, product positioning, and brand alignment across all channels.Sales Team LeadershipLead, coach, and develop regional sales representatives to deliver revenue, margin, and market share goals.Hire and onboard top sales talent to support growth.Provide direct support on key negotiations, customer opportunities, and major deals.Sales Operations ExcellenceManage the full sales pipeline with rigor-ensuring transparency, accuracy, and alignment with targets.Lead weekly pipeline and KPI reviews to monitor activity levels, forecast accuracy, and deal progression.Drive disciplined quote?to?order stage management and enforce CRM accuracy.Partner with Finance on revenue forecasts and ensure consistent adherence to a structured sales operating rhythm.Market, Product & Competitive StrategyMonitor competitive activity, pricing, and market dynamics to inform go?to?market strategy.Partner with Product, Engineering, and Marketing on positioning, pricing, and new product ideas.Represent the company at industry events, conferences, and customer engagements.Financial & Business PerformanceDevelop and manage the sales budget; monitor expenses and ensure alignment with financial goals.Provide regular reporting on sales performance, pipeline trends, market opportunities, and strategic initiatives.Evaluate performance against forecast and corporate priorities to ensure execution and accountability.Cross?Functional Collaboration & Customer SupportPartner with internal teams to ensure a seamless customer experience-from onboarding to delivery.Coordinate customer training, delivery processes, and dealer collaboration as needed.Support cross?functional initiatives that improve customer success and operational efficiency.Additional ResponsibilitiesComplete other duties as needed to support the business and drive results.Required Experience and QualificationsBachelor's degree in Business, Marketing, Engineering, or related field preferred10 or more years of progressive sales experience, including leadership roles5 or more years of experience managing dealer networks and direct sales teamsExperience in manufacturing, heavy equipment, vocational vehicles, or industrial products strongly preferredProven track record of meeting or exceeding revenue and profitability targetsDemonstrated ability to develop and execute strategic sales plans and forecastsStrong financial acumen, including budget management and performance analysisExcellent communication, negotiation, and relationship management skillsProven proficiency in sales operations disciplines, including pipeline development and management, revenue forecasting, and KPI governance.Demonstrated ability to manage structured quote-to-order processes within CRM systems.Experience leading weekly operational cadences such as pipeline reviews, forecast checkpoints, and KPI/business rhythm meetings.Strong understanding of sales analytics, dashboard development, and metrics-driven performance improvement.Heavy travel required up to 50 - 75% of the time.Additional RequirementsAbility to travel as required to support dealers, customers, and industry eventsProficiency with CRM systems and standard business softwareAbility to work independently in a remote environment while collaborating with cross-functional teamsAbility to drive a structured operating rhythm and enforce disciplined sales processes across direct and dealer channels.Company Benefits:2 Medical Plan Options - Base HSA (High Deductible) and Buy-UpMedical PlansPrescription (Rx) InsuranceHealth Savings Account (HSA)2 Dental Plan Options - Base Dental and Buy-Up Dental PlansVision InsuranceFlexible Spending Accounts (FSA's)Health Care FSADependent Care FSACompany Paid Base Life InsuranceCompany Paid Accident, Death & Dismemberment InsuranceCompany Paid Business Travel Accident InsuranceCompany Paid Disability InsuranceShort-Term Disability (STD) and Base Long-Term Disability (LTD)InsuranceEmployee Assistance Program (EAP)Voluntary Hospital, Accident & Critical Illness (Cancer) Insurance401(K) Retirement Plan with 50% Company MatchVoluntary Pet InsuranceVacation and Personal/Sick TimePaid Grandparent LeavePaid Bonding LeaveAdoption AssistanceEducation Assistance (Tuition Reimbursement)About WastequipWastequip got its start in 1989 with containers and compactors. But, today, we have evolved into so much more than just a manufacturer of high-quality steel containers and compactors. We are the waste industry's only All-in-One solutions provider - from carts and containers to collect waste to hoists and trash trucks to move the waste to parts, service and technology to keep your operation running smoothly.While we're proud to be North America's leading manufacturer of waste handling equipment, we are equally proud to be a driving force for enhanced sustainability across the waste industry. We are consistently striving to improve our own operations while making it easier for our customers to do the right thing - building a brighter future for all.