Director, National Sales of the West

Job Description

Job Description

*You must reside in WA, OR, AZ, UT, CA, ID, MT, or NV to be considered for this role*

Who we Are:

Turning Point Brands, Inc. (NYSE: TPB) is a leading manufacturer, marketer, and distributor of branded consumer products with active ingredients. We sell a wide range of products exclusively to adult consumers, from our iconic brands to our next generation products to fulfill evolving consumer preferences. Our three focus segments are led by our core, proprietary brands including Zig-Zag® (rolling papers and wraps), Stoker’s® (looseleaf chew and moist snuff) along with our distribution platforms in NewGen. Our products are sold in over 215,000 retail outlets in North America and through our e-commerce platforms. Our businesses generate solid cash flow which we use to finance acquisitions, increase brand support, expand our distribution infrastructure, and strengthen our capital position.

Let’s Build Great Experiences Together!

As a team of ambitious individuals, we strive to be the best at what we do. We have an entrepreneurial and creative approach to get the job done. Do you have a great attitude about life? Are you a great communicator with the ability to learn? Do you have tenacity, grit and are unafraid to fail? If you answered yes to these questions, we want you on our team!

About the job

The National Sales Director (NSD) manages and measures all activities of the Field Sales Organization (FSO) which is comprised of the Regions National sales Managers and Territory Business Managers. This NSD position develops the capabilities and effectiveness of the FSO through coaching, training business, and organization building skills. This person is responsible for performance and revenue results of their region of the FSO. The Director National Sales develops and delivers Business Reviews, Business Plans and infrastructure recommendations to Trade Marketing and Executive Management to obtain necessary resources. This person participates in field “work-with’s” with Territory Business Managers and National Sales Managers to coach and train in skill development. Additionally, this position develops Coaching Documents, Corrective Action Plans and Performance Reviews to document all coaching, training and counseling discussions. This person participates in sales forecasting activities and the establishment of performance metrics goals and collaborates with marketing resources and the sales leadership team to define overall sales strategy. This position requires up to 75% travel to properly execute. This position has personnel management responsibilities and reports to the SVP, Sales. We also expect our sales leaders to cover accounts and be proficient in bringing in business for their regions. The normal shift is 40-hours per week in the field with periodic extended hours as needed. Some weekend travel/work may be necessary. This position may be assigned other duties as determined by the Supervisor.

Essential Functions

• Develops and leads the capabilities of a U.S. region (group of specified states) of sales leaders through effective coaching and training, as well as a select list of key accounts, to drive overall organizational and business results.
• Manages and measures all activities of their assigned Field Sales Organization.
• Strategically, thinks through a diverse set of business issues, challenges, opportunities and resources and then develops a unique actionable solution-oriented plan that addresses the situation.
• Demonstrates the capacity to distill large quantities of data into discernible trends and indices that enhance decision making or provide necessary intelligence.
• Demonstrates clear understanding of the big picture of the overall company direction, rationale and goals. Knows how to build plans within scope of responsibility that produce maximum proportionate yield of business productivity. Also, knows how to tailor strategies and execution to adjust to the diversity within the marketplace.
• Effectively manages the established strategic direction and commitments within the plan to consistently meet or exceed expectations.
• Demonstrates the ability to develop and deliver well thought out presentations with a succinct story. Also, actively engages the audience to measure level of understanding.
• Models the defined skill sets and company values set forth by the company with a positive attitude in all interactions with personnel encountered (internally and externally) on a consistent basis.
• Effectively demonstrates the ability to ask probing, open-ended questions to aid the employee in the process of self-evaluation of skill strengths and opportunity areas for development after observing demonstrated behaviors. Also, can provide suggestions, recommendations and training for employing new techniques to enhance skill IQ.
• Consistently delivers open and honest feedback on behalf of strength and development skill areas in a professionally balanced approach. The manager administering feedback is effective in providing prompt, substantive examples to ensure each employee knows where they stand from a skill and company value-based perspective.
• Demonstrates the necessary planning, preparation and effectiveness in the behavioral interview process to hire the best qualified candidates that meet or exceed the company's expectations.

Minimum Qualifications

• Significant prior people and/or retail account management experience
• Strong business planning, financial fact-based selling skills; good written/verbal communication and presentation skills
• Strong business math concepts (i.e. gross margins, selling price, COGS, ROI, Trade Promotion proficiency, etc.)
• Strong communication skills, both written and verbal, that influence successful business outcomes
• Critical thinking skills with the ability to navigate and offer creative solutions in a variety of selling situations
• Ability to build financially astute and analytically driven sales plans that generate results
• Purposefully plan and prioritize initiatives to achieve results
• Motivated, self-starter with dedication to both individual and team growth
• Demonstrated proficiency across a variety of technological platforms (especially Salesforce or similar CRM) and ability to learn new systems
• Extensive car travel and overnight stays required
• Must have, and maintain, a valid driver's license and clean driving record
• Responsible for being knowledgeable of and acting in strict accordance with the requirements of all relevant laws, regulations, and Company policies, including, among other areas, Food and Drug Administration regulations

Preferred Qualifications

• Bachelor’s degree from a 4-year college or university preferred. 5 – 7 years related experience and/or training; or equivalent combination of education and experience will be considered
• Sales and team leadership experience in Fast Moving Consumer Goods (FMCG) and/or sales experience in similar industry

Let’s talk money and perks!

Turning Point Brands offer a competitive salary and benefits.

• 12 Paid Holidays
• PTO (Paid Time Off)
• 401K with company match
• Medical, Dental, Vision Insurance
• Short Term Disability Insurance
• Basic Life Insurance
• Tuition Assistance
• DailyPay

Supplementary Information

This description is based upon management’s assessment of the requirements and functions of the job as of the date this description was prepared. It is a general guideline for managers and colleagues. It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent.

Turning Point Brands is an equal opportunity employer. We hire qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected classes.

BE AWARE OF FRAUD: When applying for a job at Turning Point Brands (TPB) you will be contacted via correspondence through our official job portal with a clrco.com e-mail address; direct phone call from a member of the TPB team; or direct e-mail with a tpbi.com e-mail address. TPB does not request payments for interviews or at any other point during the hiring process. TPB will not ask for your personal identifying information such as a social security number, birth certificate, financial institution, driver’s license number or passport information over the phone or via e-mail. If you believe you are a victim of identity theft, contact the Federal Bureau of Investigations internet crime hotline ( the Federal Trade Commission identity theft hotline ( and/or your local police department. Any scam job