Director of Sales & Commercial Strategy

Director of Sales & Commercial Strategy About the Job:

We are seeking an experienced and commercially driven Director of Sales & Commercial Strategy to lead company-wide revenue performance across direct sales and digital commerce channels.

The successful candidate will develop and execute a disciplined sales strategy focused on accelerating inventory turnover, expanding the customer base, developing sales talent, strengthening pricing discipline, and aligning sales activity with inventory availability, age, margin, and warehouse capacity.

This is an excellent opportunity for a hands-on commercial leader with industrial equipment sales experience, strong pipeline and forecasting expertise, and a practical understanding of e-commerce. The Director will work closely with Sales, Marketing, Operations, Inventory, Finance, and senior leadership to ensure the right products are positioned, promoted, priced, and sold at the right time.

Key Responsibilities:

• Own the enterprise sales plan across direct sales, website sales, and other approved channels.
• Translate company objectives into channel, team, and individual sales targets.
• Establish and monitor revenue, gross margin, pipeline, conversion, and sales activity goals.
• Develop market, customer segment, product category, and account growth strategies for industrial equipment and related inventory.
• Establish a consistent sales operating rhythm including pipeline reviews, forecasting, deal strategy, activity reviews, and performance coaching.
• Develop and execute strategies to improve inventory turnover while balancing revenue, margin, market conditions, and warehouse capacity.
• Use inventory aging, carrying costs, market data, and sales history to establish structured pricing and discount strategies.
• Develop disposition strategies for aging and slow-moving equipment, including targeted outreach, digital promotions, bundled offers, dealer or broker channels, auctions, and other approved methods.
• Maintain and prioritize a "must-move" inventory list and direct sales and promotional activity accordingly.
• Partner with Operations and Inventory teams to improve visibility into equipment readiness, specifications, condition, listing status, and barriers to sale.
• Lead, coach, motivate, and hold the internal sales team accountable for achieving individual and company-wide goals.
• Develop salesperson capabilities in prospecting, cold calling, account mapping, relationship development, follow-up, cross-selling, negotiation, and closing.
• Establish clear expectations for outbound activity, new customer acquisition, opportunity progression, CRM usage, responsiveness, and sales performance.
• Conduct regular one-on-one coaching, opportunity reviews, performance evaluations, training, and development planning.
• Participate in recruiting, onboarding, goal setting, performance management, and succession planning for the sales organization.
• Own commercial performance for the company website, including product prioritization, pricing alignment, offer strategy, conversion improvement, and listing quality.
• Ensure direct sales and digital commerce channels operate as one coordinated sales system with clear pricing, ownership, customer response, and lead follow-up processes.
• Analyze channel performance and identify opportunities to improve product assortment, promotions, customer experience, response times, and conversion.
• Partner with Marketing to establish product, category, and inventory-aging priorities for promotional campaigns.
• Collaborate on email campaigns, digital advertising, website merchandising, product spotlights, sales collateral, and targeted account campaigns.
• Partner with Finance and senior leadership on pricing guardrails, discount authority, margin targets, and high-value or strategically sensitive transactions.
• Provide customer and market insights to support inventory acquisition, pricing, and business planning decisions.
• Monitor revenue and margin performance, inventory velocity, pipeline health, customer growth, digital commerce performance, and overall team effectiveness.
• Identify performance gaps and implement corrective strategies to improve sales results and inventory movement.
• Perform other duties as assigned.

Required Qualifications:

• Progressive sales experience in industrial equipment, machinery, automation, manufacturing assets, material handling, or a closely related B2B environment.
• Demonstrated experience leading sales teams, setting sales goals, managing pipelines, forecasting revenue, and maintaining performance accountability.
• Proven ability to develop and execute strategies for complex, varied, used, surplus, slow-moving, or aging inventory.
• Experience developing pricing, discounting, promotional, and channel strategies while protecting margins and accelerating sell-through.
• Hands-on experience with prospecting, cold calling, new-account development, negotiation, and closing high-value B2B transactions.
• Experience managing both direct-sales and e-commerce revenue channels is preferred.
• Experience with used industrial equipment, asset recovery, auctions, remarketing, equipment dealerships, or inventory-based resale businesses is a plus.
• Familiarity with industrial product categories such as robotics, CNC and fabrication equipment, packaging equipment, electrical components, motors, presses, and related manufacturing assets is desirable.
• Working knowledge of CRM systems, sales reporting, inventory-aging data, e-commerce platforms, and digital lead management.
• Strong commercial judgment with the ability to make timely, data-driven decisions.
• Demonstrated ability to coach, develop, challenge, and motivate sales professionals while maintaining clear performance standards.
• Strong understanding of how inventory age, demand, margin, pricing, and warehouse capacity impact commercial decisions.
• Customer-focused approach with the ability to understand industrial applications and create practical buying solutions.
• Strong cross-functional leadership skills with the ability to collaborate effectively across Sales, Marketing, Operations, Inventory, Finance, and senior leadership.
• Strong bias for action with the ability to quickly turn analysis into sales priorities, campaigns, customer outreach, offers, and closed transactions.
• Excellent analytical, organizational, negotiation, problem-solving, and decision-making skills.
• Excellent written and verbal communication skills.
• Proficiency in Microsoft Word, Excel, PowerPoint, and applicable CRM or sales management systems.
• Bachelor's degree in business, sales, marketing, engineering, operations, or a related field is preferred, or equivalent relevant experience.
• Ability to prioritize and execute effectively in a fast-growth, inventory-driven environment.
• Ability to work onsite at company headquarters multiple times per week and travel as required for business needs.

Why Join Us:

• Lead company-wide revenue strategy across direct sales and digital commerce.
• Play a critical role in accelerating inventory turnover and improving commercial performance.
• Have significant influence over pricing, sales strategy, customer growth, and channel optimization.
• Lead and develop a growing sales organization with meaningful coaching and leadership responsibility.
• Work cross-functionally with Sales, Marketing, Operations, Inventory, Finance, and executive leadership.
• Help shape innovative approaches to used and surplus industrial equipment sales.
• Join a fast-paced, inventory-driven environment where commercial decisions have a direct impact on company growth.
• Enjoy opportunities for professional development, leadership growth, and long-term career advancement.

Compensation & Benefits:

• Competitive compensation commensurate with experience and qualifications.
• Comprehensive benefits package.
• Professional development and leadership growth opportunities.
• Collaborative and fast-paced work environment.
• Opportunities to influence company-wide commercial strategy and revenue growth.
• Limited business travel, estimated at more than 20%, based on customer visits, industry events, supplier meetings, partner meetings, and company needs.