Director of Sales

Job Description

Job Description

This role is based in Pittston, PA. Relocation assistance may be considered for the right candidate.

Role Mission

Build and lead a high-accountability commercial organization that drives profitable revenue growth, strengthens strategic customer relationships, and aligns field sales, inside sales, and cross-functional teams around a disciplined, customer-focused sales strategy. The Director of Sales is responsible for creating clarity, consistency, and performance across the sales organization while positioning Copperfield Chimney Supply and Olympia Chimney & Venting (Company) for long-term market leadership.

Summary/Objective

The Director of Sales is the senior commercial leader responsible for the overall performance, direction, and development of the Company’s sales organization. This role leads Regional Sales Managers (RSMs) and Inside Sales Representatives (ISRs) – the sales arm of the Company’s evolving wolf-pack pod model – while partnering closely with Customer Operations, Marketing, Product Development, and Operations to drive sustainable growth and exceptional customer experience.

This role requires a hands-on leader capable of balancing strategic vision with operational execution. The Director of Sales is expected to establish clear accountability, strengthen sales processes, improve forecasting accuracy, develop high-performing talent, and drive disciplined execution throughout the commercial organization.

The Director of Sales will play a key role in helping shape the next phase of growth for the Company under new executive leadership.

Essential Functions

• Sales performance leadership - Own overall sales performance, revenue growth, and commercial execution across assigned territories and customer segments.
• Strategic sales planning - Develop and execute strategic sales plans aligned with company growth objectives, profitability targets, and market opportunities.
• Revenue growth initiatives - Lead revenue growth initiatives across strategic accounts, long-tail account development, new customer acquisition, and product category expansion.
• Sales KPIs & forecasting - Establish and monitor sales KPIs, pipeline expectations, forecasting processes, and accountability measures across the organization.
• CRM discipline - Drive consistent use of CRM tools, pipeline management practices, and sales reporting standards throughout the sales team.
• Business planning - Lead sales forecasting and business planning processes to improve visibility, predictability, and operational alignment.
• Talent development - Recruit, develop, coach, and retain high-performing sales talent across field and inside sales functions.
• Role alignment - Establish clear role alignment, ownership, and collaboration standards between RSMs, ISRs, Account Managers, and Customer Partners.
• Performance management - Set and communicate performance expectations while providing ongoing coaching, development, and performance feedback.
• Cross-functional partnership - Partner cross-functionally with Customer Operations, Marketing, Product Development, Supply Chain, and Operations to improve customer experience and support commercial execution.
• Customer relationship leadership - Build and maintain executive-level relationships with key customers, strategic partners, distributors, and industry stakeholders.
• CRM data integrity - Ensure disciplined CRM adoption and data accuracy across all sales functions using HubSpot and other sales enablement tools.
• Perform other duties and responsibilities as assigned.

What This Role Requires

• Treats sales as a disciplined, measurable process — not solely relationship-driven intuition. Uses data, performance trends, and structured experimentation to improve sales effectiveness, territory strategy, pipeline development, and forecasting accuracy.
• Establishes clear operating cadences, performance expectations, and accountability standards across the sales organization while coaching teams toward higher performance.
• A builder mentality capable of strengthening systems, processes, organizational alignment, and commercial execution while maintaining day-to-day business momentum.
• Comfort operating in a fast-paced, evolving environment requiring strategic thinking, operational execution, and high visibility leadership.

Success Metrics & Performance Expectations

• Revenue growth and profitability performance
• Pod-level forecast accuracy; HubSpot pipeline coverage ratio
• Strategic account growth and retention
• CRM adoption and sales process compliance
• Team development, engagement, and retention
• Cross-functional execution effectiveness
• Customer satisfaction and responsiveness

Key Competencies

• Commercial Leadership
• Accountability & Performance Management
• Strategic Thinking
• Coaching & Talent Development
• Customer Focus
• Communication & Influence
• Operational Discipline
• Data – Driven Decision Making
• Adaptability & Change Leadership

Qualifications

• Bachelor’s degree or equivalent experience required.
• Minimum 10 years of progressive B2B sales leadership experience within manufacturing, distribution, building products, industrial products, or related industries.
• Minimum 5 years leading multi-region field and inside sales teams in a quota-driven environment.
• Demonstrated success building and leading high-performing sales organizations with measurable revenue growth results.
• Experience leading segmented territory/account coverage models within two-step distribution, building products, industrial distribution, or related industries preferred.
• Strong experience with CRM systems (HubSpot preferred), pipeline management, forecasting, and sales analytics.
• Experience leading organizational change, process improvement, or commercial transformation initiatives strongly preferred.

Work Environment & Travel

This position is based in the Company’s Pittston, PA headquarters, with regular travel to customer locations, industry events, and regional field visits alongside Regional Sales Managers. Travel is expected to range between approximately 33–50% depending on business needs and strategic initiatives.

Work is performed in a combination of office, remote, customer, and field environments. When not traveling, the Director of Sales may work remotely.

Position Type/Expected Hours of Work

This is a full-time position. Standard business hours are Monday through Friday; however, flexibility is required to accommodate travel, customer needs, trade events, and varying time zones.

AAP/EEO Statement

Olympia Chimney Supply Holdings, LLC and its subsidiaries, Copperfield Chimney Supply, and Olympia Chimney and Venting, Inc., are Equal Opportunity Employers. We value diversity and inclusion and are committed to providing a workplace free of discrimination and harassment.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.