What are the responsibilities and job description for the Sales Director position at Robert J Matthews Company?
Position Summary
The Sales Director is responsible for leading and executing the company’s sales strategy within the animal health distribution market. This role drives revenue growth, manages and develops the sales team, and builds strong relationships with key customers, vendors, and industry partners. The ideal candidate brings deep knowledge of animal health products, markets, and customer segments. This position is on-site at our Massillon Ohio Location.
Key Responsibilities
- Develop and execute strategic sales plans to achieve company revenue and margin goals
- Lead, coach, and manage a team of regional and territory sales representatives
- Identify and pursue new business opportunities within veterinary, livestock, equine, and companion animal segments
- Build and maintain strong relationships with key accounts and strategically manage key vendor partnerships, including Exclusive, Focus, and Highly Promotable product lines—to maximize revenue, strengthen collaboration, and achieve corporate sales goals
- Collaborate with purchasing, marketing, and operations teams to align product offerings and promotions
- Analyze sales data, market trends, and competitive activity to adjust strategies as needed
- Establish sales targets, KPIs, and performance metrics; monitor and report on results
- Partner with vendors and manufacturers to drive growth and ensure product knowledge across the team
- Participate in industry events, trade shows, and customer visits to strengthen market presenc
- Develop, manage, and track vendor-funded SPIFF (Sales Performance Incentive Fund) programs to drive sales growth, ensure alignment with company goals, and maximize vendor partnership
- Review, evaluate, and approve new dealer applications to ensure alignment with company standards, credit policies, and strategic market objective
- Provide strategic leadership and oversight to the Retail Stores Manager, ensuring all four retail locations achieve sales targets, maintain operational excellence, and deliver a consistent, high-quality customer experience aligned with company objectives
- Perform additional duties and responsibilities as assigned by the CEO
Qualifications
- Bachelor’s degree in business, Agriculture, Animal Science, or a related field, or equivalent combination of education and relevant work experience (preferred)
- 5–10 years of progressive sales leadership experience, preferably in animal health, agriculture, or distribution
- Proven track record of driving revenue growth and managing high-performing sales teams
- Excellent leadership, communication, and negotiation skills
- Ability to analyze data and make strategic business decisions
- Proficiency with ERP systems and sales reporting tools
- Advanced proficiency in Microsoft Excel, including data analysis, reporting, pivot tables, and formula development
- Willingness to travel as needed (typically 30%)