The Sr. Director, Field Sales is a senior sales leader responsible for managing and developing a team of Area Sales Directors (ASDs) across assigned regions. Reporting to the Vice President of Sales, this role ensures field execution excellence, distributor engagement, and profitable growth in alignment with PIP’s national sales strategy. The Director plays a critical role in scaling sales performance, building leadership capability, and ensuring PIP maintains its competitive advantage in the field.
Job Responsibilities
- Lead, coach, and develop Area Sales Directors (ASDs) to achieve sales targets and expand market share.
- Establish performance expectations and accountability metrics for ASDs, conducting regular reviews and feedback sessions.
- Support ASD development through field coaching, mentoring, and succession planning.
- Foster a culture of grit, execution, and customer-first focus within the field sales organization.
- Translate corporate and regional sales strategies into actionable plans for ASDs and their territories.
- Partner with Regional Sales Directors and other commercial leaders to ensure alignment of channel, product, and end-user initiatives.
- Drive distributor engagement at the regional and local level, strengthening relationships and expanding PIP’s presence with key accounts.
- Oversee implementation of cross-selling strategies and ensure consistent execution of end-user conversion initiatives.
- Ensure effective use of CRM tools and sales technologies to track performance, pipeline, and opportunities.
- Serve as an executive point of contact for regional distributor leadership and key end-user customers.
- Conduct joint field visits with ASDs to strengthen customer partnerships and accelerate growth opportunities.
- Represent PIP at trade shows, regional events, and industry functions as a field sales leader.
- Monitor competitive activity, customer feedback, and market dynamics to adjust field sales strategies.
- Establish KPIs and dashboards to track sales performance across territories.
- Provide quarterly and annual field sales performance updates to senior leadership.
- Identify trends, risks, and opportunities in the field to inform strategic planning and resource allocation.
Skills/Competency Requirements
- Bachelor’s Degree in Business, Marketing, or related field; advanced degree preferred.
- 10+ years of experience in sales, with at least 5 years in people leadership roles managing multi-layered field sales teams.
- Proven success leading Area or Regional Sales Managers, ideally in industrial distribution or PPE/safety products.
- Strong strategic and operational skills with the ability to translate vision into field execution.
- Demonstrated ability to build and sustain distributor relationships at senior levels.
- Excellent communication, presentation, and leadership skills with executive-level presence.
- Ability to travel up to 50-60% for customer and team engagement.
