Sr. Director, Industrial Sales, Americas - Manufacturing

Hogan & Associates is proud to partner with Graco Corporation, a global leader in industrial equipment manufacturing, in the search for a Senior Director of the North American Sales.

This Leader will go Graco’s growth strategy and sales organization, driving profitable expansion across distribution, retail, and e-commerce channels. The role requires a forward-thinking, execution-focused commercial leader who excels in dynamic, customer-driven environments. We want a hunter.

The Senior Director will strengthen strategic customer and channel relationships, expand market penetration, identify new vertical growth opportunities, and build a scalable, data-driven sales organization capable of delivering sustained revenue and market-share growth.

Reporting directly to the Head of Sales, you will oversee vertical sales leaders, regional channel teams, and sales operations, ensuring alignment with the division’s strategic goals and the broader enterprise vision for the Americas.

What You Will Do 

Shape and Execute Sales Strategy aligned with Division Growth for the Americas' Roadmap

• Partner with Marketing to capitalize on segmented vertical opportunities, driving wallet share and customer penetration.
• Develop and implement a comprehensive sales execution plan aligned with the divisional business strategy and growth goals. Develop a long-term roadmap that fuels profitable growth and expands market share across key verticals 
• Cultivate long-term relationships with strategic accounts, ensuring high satisfaction and retention.
• Ensure broad-based knowledge of regional customer needs is incorporated in finalizing sales plans for the Americas' verticals.

Support and Develop a high-performing Sales Organization

• Define core sales competencies and establish performance standards across roles to ensure consistency and excellence.
• Develop and implement a robust KPI framework to measure effectiveness, drive accountability, and inform strategic decisions.
• Align team goals with divisional and enterprise objectives, ensuring clarity of purpose and focus on outcomes.
• Create a scalable sales structure that supports growth in new markets and verticals.

 Sales Process and Technology Optimization

• Modernize sales operations through process refinement, automation, and adoption of advanced CRM and analytics tools.
• Leverage data to generate insights, forecast trends, and guide strategic planning and resource allocation.

Customer-Centric Sales Enablement

• Embed customer feedback mechanisms into the sales cycle to inform product development and marketing strategies.
• Equip teams with tools and training to interpret customer insights and adapt sales approaches for maximum impact.

Leadership, Talent Development, and Culture

• Inspire, mentor, and manage a team of sales leaders, fostering a culture of high performance, collaboration, and innovation.
• Drive talent acquisition, succession planning, and leadership development to build a resilient and future-ready organization.
• Facilitate ongoing learning and development, ensuring teams are equipped to meet evolving market demands.

What You Will Bring

• Bachelor’s degree in Business, Sales, Marketing, or related field; MBA or advanced degree strongly preferred. 
• 12 years of progressive leadership experience in global sales, with a strong track record in B2B2C environments. 
• Expertise in distribution, retail and e-commerce sales models, with proven success in scaling global operations. 
• Demonstrated ability to build and lead high-performing teams based on defined competencies and KPIs. 
• Strategic thinker with deep analytical capabilities and a bias for action. 
• Inspirational leader with exceptional communication and stakeholder engagement skills. 
• Proficiency in CRM platforms, sales enablement tools, and performance analytics. 
• Willing to travel up to 30%.

 Accelerators That Will Set You Apart

• Experience in global manufacturing environments (Industrial Equipment)
• Proven success in launching new verticals and entering emerging markets 
• Ability to lead through complexity and drive transformation in fast-paced, matrix organizations

This role can be remote however there will be monthly requests to be at the headquarters in Rogers, Minnesota (greater Minneapolis).

Questions, contact our firm: TedHogan@HoganExecutiveSearch.com

Ted Hogan | Partner

(O) 952.405.6290

(M) 612.599.0681