Director of Global Sales

TITLE: Director of Global Sales

POSITION TYPE: Full-Time, Exempt

REPORTS TO: Executive Vice President & Chief Operating Officer (COO)

LOCATION: East Longmeadow, MA (On-site)

ABOUT EXCEL DRYER

For 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 SUMMARY

The 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.

QUALIFICATIONS

EDUCATION

• Bachelor’s degree in Business, Marketing, International Relations, or a related field required
• MBA or advanced business degree preferred

EXPERIENCE

• 10 years of progressive B2B sales experience, including at least 5 years in senior sales leadership roles
• Demonstrated experience managing international or multi-region sales organizations
• Proven success driving revenue growth through both direct sales and indirect/channel models
• Experience selling technical or specification-driven products into commercial environments preferred (e.g., building products, facilities, industrial, or engineered solutions)

SKILLS & COMPETENCIES

• Strong expertise in CRM systems, sales analytics, and forecasting; Salesforce experience strongly preferred
• Deep understanding of international sales operations, cross-border commerce, and multicultural business practices
• Ability to develop and execute global sales strategies while adapting to local market dynamics
• Excellent negotiation, presentation, and executive-level communication skills
• Data-driven decision-maker with strong analytical and financial acumen
• Hands-on leader with a track record of building, coaching, and retaining high-performing sales teams
• Comfortable operating in a fast-paced environment with competing priorities
• Fluency in multiple languages is a plus

PHYSICAL / TRAVEL REQUIREMENTS

• Ability to travel internationally up to 30–50%, as business needs require

DUTIES & RESPONSIBILITIES

STRATEGY & GROWTH

• Develop and execute a comprehensive global sales strategy aligned with corporate objectives, revenue targets, and long-term growth plans
• Drive profitable revenue growth across direct sales, distributors, and A&D / specification-driven channels
• Identify and pursue new business opportunities in existing and emerging international markets

LEADERSHIP & TEAM DEVELOPMENT

• Lead, mentor, and manage regional sales leaders and account executives across multiple geographies
• Establish clear performance expectations, coaching plans, and succession development
• Foster a collaborative, accountable, and results-driven sales culture globally

SALES OPERATIONS & PERFORMANCE

• Establish and manage KPIs, sales forecasting, pipeline management, and performance reporting
• Ensure consistent use of CRM and sales processes to improve visibility, accuracy, and scalability
• Partner with Finance and Operations to align pricing, margins, and revenue forecasts

CROSS-FUNCTIONAL COLLABORATION

• Work closely with Marketing to support demand generation, brand positioning, and A&D engagement
• Collaborate with Product Management on product feedback, roadmap input, and market requirements
• Partner with Customer Success / Service teams to ensure customer satisfaction and retention

CUSTOMER & MARKET ENGAGEMENT

• Build and maintain senior-level relationships with key customers, partners, distributors, and design influencers
• Personally lead and support major negotiations, contracts, and strategic accounts
• Monitor market trends, competitive activity, and customer needs to identify growth opportunities
• Represent the company at international trade shows, industry events, and key client meetings

COMPLIANCE & GOVERNANCE

• Ensure all sales activities comply with local regulations, international trade laws, and corporate policies
• Support ethical, compliant, and transparent sales practices globally

MISCELLANEOUS

• Perform additional duties and lead special projects as required

WHAT WE OFFER

COMPENSATION & INCENTIVES

• Salary Range: $175,000 - $200,000, commensurate with experience
• Performance-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 trajectory

BENEFITS & PERKS

• Comprehensive health, dental, and vision insurance with Blue Cross Blue Shield of Massachusetts
• 401(k) retirement plan
• Generous paid time off and flexible work arrangements
• Professional development budget for conferences, training, and executive coaching
• Modern, LEED Gold-certified office environment in the Springfield, MA area
• Relocation assistance available for the right candidate

CULTURE & GROWTH

• Join a Great Place to Work-certified company ranked among Fast Company's Best Workplaces for Innovators
• Autonomy to build your team and sales strategy without bureaucratic obstacles
• Opportunity to shape the growth trajectory of an American manufacturing success story
• Collaborate with a mission-driven team passionate about sustainability and innovation

OUR VALUES IN ACTION

At 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 STATEMENT

Excel Dryer is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.