Commercial Sales Director

SUMMARY:

The Commercial Sales Manager provides leadership and oversight for the Commercial/Industrial Sales team while directly managing key accounts and driving revenue growth. This role ensures strong customer relationships, develops solutions based on customer needs, and collaborates across the organization to meet commercial sales goals.

RESPONSIBILITIES:

SALES MANAGEMENMT

• Achieve overall Commercial/Industrial sales revenue and margin targets.
• Lead, coach, and develop a small team of sales representatives.
• Set performance goals, conduct regular check‑ins, and monitor KPIs.
• Ensure consistent, data‑driven sales processes and forecasting.

KEY ACCOUNT OWNERSHIP

Personally manage enterprise-level strategic accounts including Uline, Equipment Solutions, Tensco, Snap-On, and others. Responsibilities include:

• Direct, proactive customer communication.
• Project-level pricing and quoting.
• Ensuring on-time quality and delivery in partnership with production.
• Supporting sourcing and inventory decisions tied to key customer demand.

PRODUCT DEVELOPMENT & SOLUTIONS SUPPORT

• Gather customer insights and translate them into product or solution recommendations.
• Gain deep knowledge of manufacturing capabilities.
• Identify external sourcing options for unique materials (e.g., phenolic lockers/tops).
• Partner with engineering and operations to deliver custom solution needs.

CUSTOMER SERVICE LEADERSHIP

• Ensure customer requirements are met for product accuracy, delivery, and service.
• Provide rapid response to customer questions, including occasional after-hours communication.
• Escalate and resolve issues impacting customer satisfaction.

CROSS-FUNCTIONAL COLLABORATION

• Work with Production, Engineering, Sourcing, and Customer Service to meet commitments.
• Support planning, forecasting, and inventory decisions connected to commercial sales.
• Deliver regular business updates and account reports to senior leadership.

OTHER DUTIES

• Perform other duties within the scope of this role as assigned by management in alignment with the employee’s skills and organizational needs.
• Travel up to 20-30% depending on customer base and trade shows.

OBJECTIVES:

• Increase total commercial/industrial sales revenue by 3–5% by December 31 through effective leadership of the industrial sales team and direct management of key accounts.
• Achieve or exceed combined gross margin targets by improving margin performance by at least 1.0 percentage point by year‑end through disciplined pricing and deal review.
• Maintain 85% or greater monthly sales forecast accuracy by December 31 through regular pipeline reviews and coaching of direct reports.
• Ensure continuity and growth of key strategic accounts by achieving a customer satisfaction score of 90% or higher by year‑end.
• Support team growth and customer expansion by leading the acquisition of at least 6–10 new industrial/commercial customers by December 31.

COMPETENCIES:

• Communicates Effectively: Communicates respectfully and effectively with customers, fellow workers, and management, including communicating proactively when encountering issues or challenges that may affect the timely completion of tasks or projects.  
• Customer Focus: Continuously pays attention to customer (internal and/or external) needs and adapts as relationships evolve. A customer focus means being open minded, responsive, agile, and driving innovation.  
• Collaborates: Works cooperatively with others across the organization to achieve shared objectives; Represents own interests while being fair to others and their areas; Partners with others to get work done; Credits others for their contributions and accomplishments; Gains trust and support of others.  
• Job Knowledge: Has understanding and proficiency in job responsibilities, performs tasks efficiently, solves problems quickly, and makes informed decisions in addition to staying current with new technologies or developments within their field by seeking out training opportunities or continuing education courses.  
• Safety: The ability to identify hazards and risks in your work environment.  Leadership in safety compliance of all rules and procedures that are designed to protect you and others from harm. The ability to communicate and cooperate safely with your colleagues, managers, and other stakeholders.  Demonstrated learning with a focus to improve safety by acquiring new knowledge, skills, and attitudes that enhance your safety performance and culture.  The ability to exhibit safety leadership by influencing and inspiring others to adopt safe behaviors and attitudes.  

QUALIFICATIONS:

Education: Bachelor’s degree in Business, Sales/Marketing, or related field or equivalent experience.

Experience and/or Training:

• 5-7 years of B2B sales experience, preferably in industrial/commercial manufacturing. 
• Experience managing key accounts and growing existing customer revenue.
• Prior leadership of sales representatives strongly preferred.
• Strong financial understanding (pricing, margins, forecasting).

Licenses/Certificates: Driver’s license

Technology/Equipment: Proficiency with Microsoft Office Suite and standard business productivity tools.

PHYSICAL AND MENTAL DEMANDS:

Sitting for extended periods of time (6–8 hours) while working from a home office. Walking, standing, speaking, hearing, and seeing during customer visits and travel. Listen and observe the environment for hazard prevention, especially in industrial settings. Use hands for typing, writing, and handling materials. Semi‑frequently lift up to 25 lbs. Some tasks may require bending, stooping, twisting, and navigating uneven surfaces.

WORKING ENVIRONMENT:

Remote home‑office environment, temperature‑controlled with minimal hazards. Travel at least 20-30% of the time within the U.S. Exposure during site visits may include noise, dust, heat, moving machinery, and areas requiring PPE. Occasional extended hours may be required based on travel or customer needs.

EMPLOYER EXPECTATION

An individual in this position must be able to successfully perform the essential duties and responsibilities listed above. Reasonable accommodation may be made to enable individuals with disabilities to perform these functions. This job description reflects typical requirements and conditions encountered while performing the role.

EMPLOYEE RESPONIBILITY:

Employees are expected to proactively perform the work described above and invest in their own growth, making themselves an asset to the organization.