Director Of Sales & Channel Strategy, Us & Canada

About Saunders Midwest

At Saunders Midwest, a Castleray portfolio company, we are driven by the impact that our products have on our customers. To this end, we've initiated a relentless pursuit of commercial and operational excellence in everything we do. Our team is passionate about building and shaping the future through transformative products and a culture that empowers every voice. As a growing organization, we are actively integrating dynamic brands and expertise to expand our impact across the globe.

Why Join Us:

Join us and become part of a dynamic, collaborative team where your ideas make a real impact. At Saunders Midwest we manufacture innovative products that help people and improve everyday lives. We offer opportunities for professional growth, a supportive work environment, and the chance to work on projects that truly matter. Your success and contributions are celebrated every step of the way.

Come be a part of our team – you’ll work with great people, pioneering products and cutting-edge technology.

Saunders Midwest provides flexible benefits including paid time off, health benefits (including medical, dental, and vision plan options, and health spending accounts), and 401 (k) retirement savings. Spousal and other eligible dependent coverage is available on select health plans.

Position Summary

The Director of Sales & Channel Strategy, US & Canada is responsible for the strategic and operational leadership of all sales activities across the United States and Canada for all Saunders Midwest brands and product categories. As a member of the Executive Leadership Team, this role owns commercial strategy, revenue growth, profitability improvement, customer development, sales organization effectiveness, and market expansion initiatives.

The Director of Sales & Channel Strategy serves as the primary link between Sales, Product Management, Marketing, Operations, Customer Service, Supply Chain, and Finance to ensure the company achieves its growth objectives while delivering exceptional customer value.

The successful candidate will lead the development of a world-class sales organization from the ground up, including direct sales resources and independent manufacturer's representative organizations. This leader will be accountable for delivering sustainable growth in revenue, market share, and profitability across all geographic and vertical markets throughout the United States and Canada.

What you’ll bring:

This role supports the achievement of commercial excellence while building scalable sales processes, market presence, customer relationships, continuous improvement, and organizational capabilities that enable long-term growth.

Education & Experience

• Bachelor's degree in Business, Marketing, Management, Economics, Communications, Industrial Distribution, or related field.
• Minimum 10 years of progressive sales leadership experience with increasing levels of responsibility.
• Minimum 5 years of sales experience within the hand tools, industrial tools, organizational products, or related industries.
• Demonstrated success selling through both:
• Direct sales organizations.
• Independent manufacturer's representative networks.
• Proven experience building, developing, and leading high-performing sales teams.
• Demonstrated success driving consistent revenue growth and profitability improvements.
• Experience managing distributor, dealer, wholesaler, industrial, commercial, and strategic account relationships throughout North America.
• Experience developing sales strategies across multiple brands, product categories, and geographic regions.
• Experience participating as a senior leader within a business unit or executive management team.
• Strong analytical and financial acumen.
• Excellent written, verbal, and presentation communication skills.
• Proficiency with Microsoft Office applications and business intelligence tools.

Preferred Qualifications

• MBA or relevant advanced degree.
• Experience supporting multiple manufacturing locations with co-located and remote teams.
• Experience working within private equity-owned businesses.
• Experience managing diverse product portfolios across multiple brands.
• Experience serving industrial, construction, municipal, MRO, commercial, safety, utility, and distribution channels.
• Experience implementing CRM systems, sales analytics platforms, and sales process improvements.
• Ability to speak a second language, with an emphasis on Spanish.

Impact you’ll make:

Sales Strategy & Commercial Leadership

• Develop and execute the North American sales strategy across all company brands and product categories.
• Establish annual and long-term revenue, profitability, customer development, and market share objectives.
• Identify emerging opportunities, customer needs, geographic expansion initiatives, and channel development strategies.
• Lead annual sales planning, forecasting, and budgeting processes.
• Align commercial priorities with company growth and profitability objectives.

Team Development & Culture

• Build and lead a high-performing sales organization across the United States and Canada.
• Recruit, develop, coach, and retain top-performing sales professionals and leaders.
• Develop sales territories, organizational structures, compensation programs, incentive plans, and performance metrics.
• Create a culture focused on open communication, trust, accountability, customer value, continuous improvement, and commercial excellence.
• Establish succession planning and talent development initiatives.

Revenue Growth & Profitability

• Own revenue performance across all brands and markets.
• Drive achievement of annual growth targets and strategic sales objectives.
• Monitor sales performance, pipeline development, forecasting accuracy, and market share trends.
• Ensure sales activities support margin expansion and long-term profitability goals.
• Develop strategic account growth plans and customer retention initiatives.

Manufacturer Representative & Channel Management

• Develop and optimize the independent manufacturer's representative network throughout North America.
• Consistently evaluate and elevate agency performance and territory coverage.
• Establish consistent expectations, performance standards, and reporting requirements.
• Strengthen relationships with distributors, wholesalers, dealers, and channel partners.
• Identify opportunities to improve market penetration and channel effectiveness.

Customer & Market Development

• Build executive-level relationships with strategic customers and channel partners.
• Lead national account development initiatives.
• Conduct market analysis, customer segmentation, and competitive assessments.
• Gather voice-of-customer insights to support strategic planning and product development initiatives.
• Represent the company at trade associations, trade shows, industry events, and customer meetings.

Change Leadership & Organizational Growth

• Drive the organization’s transformation agenda by leading change management initiatives that support business objectives and future growth.
• Articulate and reinforce a clear vision, goals, and progress updates to all commercial staff, ensuring strong alignment and engagement.
• Inspire and foster a culture committed to continuous improvement, operational & commercial excellence, and adaptability.
• Champion adoption and integration of new technologies, digital tools, and modern commercial practices to enhance performance and competitiveness.

Cross-Functional Leadership

• Collaborate closely with Product Management and Marketing on product launches, market positioning, and customer engagement strategies.
• Partner with Operations and Supply Chain leadership to align customer demand with operational capabilities.
• Work with Finance to develop forecasts, budgets, pricing strategies, and profitability improvement initiatives.
• Participate in strategic planning and business transformation initiatives as a member of the Executive Leadership Team.
• Drive company-wide initiatives that improve customer satisfaction and commercial effectiveness.

Knowledge, Skills, & Abilities

• Exceptional leadership and organizational development skills.
• Strong strategic planning and business management capabilities.
• Demonstrated success driving growth through direct sales and manufacturer's representative organizations.
• Strong financial and commercial acumen with expertise in pricing, margins, forecasting, and profitability management.
• Excellent negotiation, presentation, and communication skills.
• Ability to influence and collaborate across all organizational levels.
• Strong analytical and problem-solving capabilities.
• Proficiency with CRM systems, Microsoft Office applications, and business intelligence tools.
• Ability to manage multiple priorities in a fast-paced growth environment.
• High level of integrity, professionalism, accountability, and customer focus.
• Ability to drive a vehicle, maintain a valid driver’s license, and meet insurability requirements.
• Near visual acuity sufficient for reading reports, spreadsheets, screens, and digital content.
• Ability to sit for extended periods in an office environment.
• Full manual dexterity to type, navigate a computer, and use standard office equipment throughout the workday.
• Ability to travel occasionally to manufacturing sites to support operations and continuous improvement initiatives.
• Ability to handle confidential information with professionalism and integrity.
• Legally authorized to work in the United States without employer sponsorship.
• Problem-solving and decision-making ability in accordance with established company policies, ethical standards, and applicable law.
• Ability to read, write, speak and listen effectively in English for job-related tasks.
• Ability to lift, push, and/or pull 50lbs.
• Ability to sit and/or stand for extended periods of time.
• Ability and willingness to be exposed to noise, dust, heat, mechanical equipment and/or moving machinery and wear any required PPE to meet OSHA standards as a minimum.

Core Competencies

• Commercial Leadership
• Strategic Growth Orientation
• Customer Centricity
• Revenue & Profitability Management
• Executive Presence & Influence
• Team Building & Talent Development
• Operational & Financial Acumen
• Analytical Problem Solving
• Customer centricity and ability to mine for customer value
• Cross functional and cross-cultural leadership
• Digital Literacy & Process Orientation
• Communication & Business Partnering
• High Integrity, Confidentiality, and Accuracy

Travel Requirements

• Estimated travel: 50-75%
• Type: Overnight and multi-day travel throughout the United States and Canada as required to support customers, manufacturer's representatives, distributors, sales personnel, trade events, acquisitions, and company initiatives.
• Must reside within convenient access to a major U.S. airport.

Work Schedule

• Standard hours: Monday through Friday 8am – 5pm or as otherwise required to support the needs of the business.
• Flexibility required to support customers, team members, and business operations across multiple geographic regions and time zones.
• Evening, weekend, and extended travel commitments may be required based on business needs.

General Eligibility Requirements : The company maintains a drug‑free workplace. Employment may be contingent upon compliance with applicable drug and alcohol policies and testing requirements, as permitted by law. Employment may be contingent upon verification of information provided by the applicant, including work history, education, and any job‑related background checks, as permitted by law.

Equal Employment Opportunity Statement : Saunders Midwest LLC is a 100% anti-discrimination workplace. We are committed to providing equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected status under applicable federal, state, or local laws. In accordance with the Americans with Disabilities Act, the company will provide reasonable accommodations to qualified individuals with disabilities. Applicants or employees requiring accommodation should contact Human Resources.

Additional Disclaimer : This job description is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all responsibilities, duties, or qualifications required. Employment at Saunders Midwest is at-will and may be terminated at any time, with or without cause or notice. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions. The employee is responsible for performing job duties in accordance with established company policies, procedures, safety standards, quality requirements, and ethical standards. Saunders Midwest LLC complies with all applicable pay transparency and equal pay laws.