Director of Sales

Job not on LinkedIn

🔥 14 hours ago

🤠 Texas – Remote

🤠 Texas – Remote

💵 $200k / year

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 0%

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Pencco, Inc.

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 1984

🏭 Manufacturing

Manufacturing • Water Treatment • Chemicals

Pencco, Inc. is dedicated to innovating more effective solutions for wastewater treatment systems and water treatment products. They specialize in manufacturing and distribution of water and wastewater treatment chemicals for municipal and industrial applications. With a commitment to integrity and excellence, Pencco provides personalized service and reliable products to meet the specific needs of their customers, supported by a distribution network and experienced engineers.

📋 Description

• Lead, manage, mentor, and develop Pencco's Regional Sales Managers • Translate commercial objectives into regional and individual sales goals, priorities, and action plans • Establish expectations for customer coverage, account management, prospecting, opportunity development, and sales activity • Hold Regional Sales Managers accountable for revenue, volume, margin, customer retention, new business development, and performance measures • Conduct regular sales reviews to evaluate performance, opportunities, risks, customer activity, and required actions • Maintain an effective sales pipeline and ensure opportunities are identified, qualified, pursued, documented, and completed • Ensure assigned customer accounts are actively managed and customer contact is maintained • Coordinate with Inside Sales/Bids on bids, quotes, renewals, and customer opportunities • Implement and enforce pricing strategies, approval processes, and commercial guidelines • Monitor sales performance against budget, forecast, prior-year results, and commercial targets • Develop accurate sales forecasts and communicate material changes, risks, and opportunities to the Chief Commercial Officer • Identify underperforming accounts, territories, products, and activities and develop corrective action plans • Coach Regional Sales Managers on negotiations, account strategy, prospecting, relationship development, and closing • Participate in significant customer negotiations and account matters • Oversee all stages of the sales process, from prospecting through ongoing account management • Coordinate with Customer Service to identify, escalate, and resolve customer issues • Work with Business Development to transition new products, customers, markets, and opportunities into the sales organization • Collaborate with Product Management, Strategic Materials, Operations, Logistics, Finance, and other commercial functions • Establish and monitor sales KPIs and provide regular performance reporting to the Chief Commercial Officer • Recognize strong performance and address deficiencies through coaching, development plans, and performance-management actions • Assist in recruiting, onboarding, training, developing, and retaining sales personnel • Foster accountability, urgency, teamwork, customer responsiveness, and profitable growth

🎯 Requirements

• Proven ability to lead, coach, and hold a professional sales team accountable • Strong understanding of business-to-business and consultative sales • Strong sales-management discipline, including pipeline management, forecasting, territory management, account planning, and performance measurement • Commercial understanding of revenue, volume, gross margin, pricing, and customer profitability • Strong analytical and problem-solving abilities with the ability to use sales and customer data to drive decisions • Ability to establish clear expectations and appropriately address both strong and underperforming employees • Strong customer relationship and negotiation skills • Ability to effectively coordinate across Sales, Customer Service, Inside Sales/Bids, Operations, Logistics, Finance, and other functions • Excellent communication, organizational, leadership, and interpersonal skills • Ability to balance customer needs with Pencco's profitability, operational capabilities, and strategic objectives • Bachelor's degree in Business Administration, Marketing, Chemistry, Engineering, or a related field preferred • 15 years of directly related experience • Significant experience in business-to-business sales with demonstrated progression into sales leadership or management • Experience managing a regional or multi-territory sales organization preferred • Chemical, water treatment, industrial products, manufacturing, or distribution experience strongly preferred • Demonstrated experience with pricing, account management, sales forecasting, negotiations, and sales-performance management • Proven ability to develop salespeople and build an accountable, high-performing sales organization