What are the responsibilities and job description for the Director, Industrial Sales - North America position at Chase Corporation?
About Chase Corporation
Founded in 1946 we have grown to become a global specialty chemicals company that is a leading manufacturer of protective materials for high-reliability applications across diverse market sectors.
Today we employ nearly 800 people and continue to grow and strengthen our business by employing a related diversification strategy that combines organic growth initiatives with strategic acquisitions.
Based in Westwood, Massachusetts, USA we operate manufacturing facilities in the United States, Europe, and Asia and continue to invest in our capabilities in order to deliver value to our global customer base demands.
Role Overview
This position is responsible for developing and executing the strategic plan to drive growth for Chase’s Industrial sales unit across North America. This key leadership role is responsible for $40-70 million in revenue across our portfolio of Industrial Tapes & Polymers within North America. This individual will lead a team of direct sales associates and key account managers.
This position plays a central role in driving profitable growth through installed base expansion, new customer acquisition, and solution introduction. The Director will also contribute to region-level sales planning, talent development, and go-to-market strategies.
Key Responsibilities
Leadership & Team Development
- Build and lead a high-performing, Key Account focused sales organization targeting the NA Industrial Segment
- Inspire, develop, and retain top talent; cultivate future sales leaders and successors.
- Provide direct supervision to sales associates
- Promote a “critical few” focus and continuous improvement culture within the team.
Commercial Execution & Strategic Sales Management
- Collaborate with Chase executive leadership to drive segment expansion and go-to-market strategy.
- Set and cascade annual sales targets aligned with company objectives; ensure incentive compensation plans are structured to exceed revenue goals.
- Build strong relationships target Key Account customer executives; align Chase solutions with high-value customer needs.
- Lead Salesforce.com-based funnel management to ensure a healthy opportunity pipeline.
- Deliver accurate monthly sales forecasts; assess risks and upsides to meet revenue commitments.
- Collaborate with Marketing, Product, R&D, and Operations on growth initiatives & customer engagement efforts
Sales Productivity & Process Optimization
- Evaluate current sales processes to identify strengths and areas for improvement.
- Partner with Global Sales Operations and Continuous Improvement teams to enhance commercial productivity.
- Ensure effective use of CRM (Salesforce.com) and key account management tools across the Industrial team
- Lead key account and funnel reviews using these tools to model best practices.
Qualifications:
- 8 years of complex sales/key account management experience, including 5 years leading sales teams within NA
- Proven success in growth-focused sales leadership roles in progressive commercial organizations.
- Strong commercial acumen with a track record of delivering results during business transformation.
- Expertise in sales funnel management and CRM systems (Salesforce.com preferred).
- Proficiency in value-selling methodologies (e.g., Challenger Selling, Strategic Selling, Question-Based Selling).
- Experience in a business with similar customer base or product portfolio preferred.
- Willingness to travel 50–75%, including overnight trips.
Education:
- Bachelor’s degree required, MBA strongly preferred.