Director of Sales – Household Good

Director of Sales – Household Goods

DMV Market

SUMMARY

The Director of Sales – Household Goods is responsible for driving new revenue capture and sustained growth within the residential moving segment across the DMV market and national channels.

This leadership role collaborates closely with executive leadership to develop and implement strategies that enhance sales performance, pricing execution, service offerings, and operational alignment. The position oversees Sales and Client Services functions while ensuring revenue growth, margin performance, and market expansion.

The Director plays a critical role in building a high-performing residential sales team, refining processes, strengthening market positioning, and aligning sales strategy with overall enterprise objectives.

ESSENTIAL FUNCTIONS & RESPONSIBILITIES

(Include but are not limited to the following. Other duties may be assigned.)

Revenue Growth & Market Expansion

• Develop and execute strategies to increase residential move revenue across local and national markets.

• Identify new revenue opportunities and service diversification initiatives.

• Create business development initiatives aligned with overall enterprise growth strategy.

Pricing & Profitability Strategy

• Develop and recommend pricing strategies that balance competitive positioning with margin protection.

• Utilize opportunity-specific pricing to maximize market share while maintaining profitability targets.

• Contribute to budgeting and forecasting processes.

Market Intelligence & Competitive Strategy

• Analyze market research and competitive economic conditions within the DMV and national markets.

• Adjust sales and marketing strategies in response to changing market dynamics.

Client & Relationship Development

• Establish and maintain relationships with clients, prospects, industry influencers, and strategic partners.

• Represent the organization at industry events, conferences, and networking functions to build brand presence and generate new opportunities.

• Gather and interpret market intelligence to inform strategic decisions.

Sales Team Leadership & Development

• Lead and manage Sales and Client Services teams (minimum 4–6 team members).

• Recruit, train, coach, and evaluate sales staff.

• Develop and execute sales plans, performance benchmarks, and pipeline management strategies.

• Oversee lead generation and ensure proper pipeline discipline.

CRM & Performance Reporting

• Drive consistent use of CRM systems for pipeline tracking, revenue forecasting, and performance analysis.

• Deliver reporting on sales performance metrics, market conditions, and financial results.

• Collaborate cross-functionally to ensure process efficiency and continuous improvement.

Cross-Functional Collaboration

• Work closely with operations, finance, and administrative teams to improve service delivery and client satisfaction.

• Implement process enhancements and operational efficiencies that support revenue growth.

SUPERVISORY RESPONSIBILITIES

• Direct oversight of Sales and Client Services teams.

• Responsible for recruitment, retention, performance evaluation, training, and development.

• Establish accountability structures and performance management processes.

QUALIFICATIONS

To perform successfully, an individual must demonstrate the ability to execute each essential function effectively. Reasonable accommodations may be made where applicable.

SPECIAL SKILLS & ABILITIES

• Proven ability to proactively engage clients, prospects, and internal stakeholders.

• Strong experience utilizing CRM platforms for pipeline management and forecasting.

• Demonstrated success in sales management, training, mentoring, and coaching high-performing teams.

• Strategic and results-oriented professional with strong business acumen.

• Ability to influence and motivate individuals based on their strengths and performance drivers.

• Experience in residential move sales within a structured agency or van line environment preferred.

• Strong written and verbal communication skills.

• Ability to foster cross-department collaboration.

• Calm, solutions-oriented approach in high-pressure situations.

• Strong prioritization skills aligned with enterprise strategy.

• Intermediate proficiency in Microsoft Word, Excel, and PowerPoint.

EDUCATION & EXPERIENCE

• Bachelor’s degree in Business, Sales, Marketing, or related discipline preferred.

• Minimum 7 years managing a dynamic salesforce.

• Experience leading residential moving sales teams with measurable revenue growth results.

• Demonstrated experience in budgeting, forecasting, and margin accountability.

LANGUAGE & COMMUNICATION SKILLS

• Strong ability to read, write, and present complex business information clearly.

• Skilled in content creation, reporting, and internal/external communications.

• Comfortable presenting to executive leadership and key clients.

MATHEMATICAL & ANALYTICAL SKILLS

• Strong ability to analyze sales data, pricing models, revenue forecasts, and profitability.

• Working knowledge of statistical analysis and performance metrics.

REASONING ABILITY

• Ability to solve practical business challenges with limited standardization.

• Skilled at interpreting written, oral, and data-driven instructions to guide strategic execution.

WORK ENVIRONMENT

Professional office environment within the DMV market. Moderate noise levels typical of business settings.