Sales Director

Job Description

The Director of Sales is responsible for leading the overall sales strategy, execution, and performance of our dealer and distribution channels. This role owns profitable revenue growth and is accountable for developing our people, strengthening customer and dealer relationships, maximizing manufacturer contributions, and building the sales disciplines necessary to support sustainable growth.

The Director of Sales will translate channel objectives into clear sales priorities, revenue and margin targets, market-development strategies, and measurable expectations. This leader will be a key contributor to building a culture of accountability, collaboration, professional selling, and continuous improvement while ensuring our customers, dealers, and manufacturer partners view RBI as a valuable partner for long-term growth.

Essential Job Functions / Duties

Sales Strategy & Growth

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• Create an actionable sales success framework that clearly breaks down daily, weekly, monthly, and quarterly tasks and objectives that drive predictable revenue growth.
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• Develop and execute sales strategies that drive revenue growth, profitability, margin improvement, and increased market share in the dealer and distributor channels.
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• Establish annual and quarterly sales plans, targets, priorities, and performance expectations aligned with company objectives.
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• Identify opportunities to grow existing customers, markets, product categories, and channels while developing strategies for new business and market expansion.
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• Monitor customer needs, competitive activity, market conditions, and industry trends to identify opportunities and adjust strategies as needed.
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• Analyze sales and financial performance to identify trends, risks, and opportunities and turn those insights into actionable plans.
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Sales Leadership & Team Performance

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• Lead, coach, and develop the sales organization, establishing clear expectations and accountability for individual and team performance.
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• Build a high-performing sales culture centered on customer focus, collaboration, professional selling, accountability, and measurable results.
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• Establish and monitor meaningful KPIs, including revenue, gross profit, margin, pipeline, customer growth and retention, market share, and sales productivity.
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• Identify talent and organizational needs and partner with leadership and Human Resources on recruiting, onboarding, development, succession planning, and performance management.
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• Develop consistent sales processes, training, tools, and expectations that improve individual performance and create scalability across the organization.
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Manufacturer, Dealer & Customer Partnerships

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• Build and maintain strong relationships with key manufacturers, dealers, customers, and strategic partners.
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• Develop annual priorities and growth plans with key manufacturers, aligning both organizations around opportunities for mutual growth and profitability.
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• Strengthen RBI's dealer and customer networks by identifying opportunities to improve engagement, market coverage, sales performance, and long-term partnerships.
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• Serve as a senior sales contact for strategic relationships and represent RBI at key customer, manufacturer, dealer, and industry events.
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• Ensure commitments and initiatives established with strategic partners are effectively communicated and executed throughout the sales organization.
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Sales Operations & Execution

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• Establish sales processes and operating rhythms that improve pipeline management, forecasting, accountability, productivity, and execution.
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• Lead sales forecasting and demand planning in partnership with Operations, Finance, Purchasing, Marketing, and other appropriate teams.
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• Ensure effective use of CRM, sales reporting, and other tools to provide visibility into customer activity, pipeline, opportunities, and performance.
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• Evaluate the effectiveness and ROI of sales programs, promotions, events, market-development efforts, and other major initiatives.
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• Identify and implement processes, tools, and technologies that improve sales efficiency and support continued growth.
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Cross-Functional Leadership

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• Partner with Operations, Finance, Marketing, Purchasing, Product/Category Management, Human Resources, and executive leadership to align sales priorities with broader company objectives.
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• Serve as the sales voice in cross-functional planning related to inventory, pricing, promotions, product launches, market expansion, and customer experience.
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• Lead or sponsor high-priority initiatives that support sales growth, market development, professional selling, process improvement, and organizational effectiveness.
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• Clearly communicate sales performance, opportunities, challenges, and priorities to executive leadership and other key stakeholders.
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Competencies Needed to Perform the Job

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• Strategic Sales Leadership: Develops and executes strategies that translate company objectives into measurable sales and profit results.
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• Business & Financial Acumen: Understands revenue, gross profit, margins, pricing, expenses, and financial performance to make sound business decisions.
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• People Leadership: Builds high-performing teams through clear expectations, coaching, accountability, development, and effective leadership.
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• Relationship Management: Builds strong, mutually beneficial relationships with customers, dealers, manufacturers, and internal stakeholders.
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• Sales Execution: Creates discipline around pipeline management, forecasting, customer development, professional selling, and achievement of sales goals.
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• Data-Driven Decision Making: Uses sales, customer, and financial data to identify opportunities, diagnose challenges, and drive improvement.
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• Communication & Influence: Communicates effectively across all levels of the organization and with external partners.
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• Collaboration & Adaptability: Works effectively across functions and adjusts strategies as business needs, markets, and customer expectations evolve.
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• Results Orientation: Maintains a strong focus on revenue growth, profitability, market share, customer retention, and team performance.
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Work Environment:

This position will work in a climate-controlled office and the job is typically sedentary, with minimal lifting, stooping, or reaching required. Additionally, work environment will be mostly communicating through a cloud phoning system including email and contact center chat.

Travel:

There is an expectation to participate in external trainings, visiting customers, or attending conventions/expos with traveling up to 50%.

Expected Work Hours:

Monday through Friday, from 8:00am – 5:00pm. Occasional nights, weekends, or overnights based on business needs.

Required Education and Experience to do the job:

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• Bachelor’s degree in business administration, finance, communication, marketing, or related field
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• 10+ years of experience in dealer network management, sales, business development, or a related field within the outdoor power equipment, small engine repair, or similar industry.
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• Ability to think strategically and execute plans that drive market share, revenue growth, and dealer satisfaction.
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• Proficient in analyzing financial data and developing strategies to improve dealer performance.
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• Excellent verbal and written communication skills, with the ability to influence and build strong relationships with a diverse dealer network.
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• A proactive and solution-oriented approach to challenges, with the ability to develop creative and effective strategies.
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• A dedication to dealer success, with a customer-first mindset that drives business objectives.
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• Adaptable and comfortable in a fast-paced environment with a willingness to adjust strategies based on changing market conditions and dealer needs.
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• Strong ability to work cross-functionally, engaging with internal teams to align dealer development strategies with RBI’s overall objectives.
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Work Authorization Required:

Employee must be legally authorized to work in the USA, without the need for sponsorship

EEO Statement:

RBI Corporation provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.