Position Summary Directs strategies for the sales team in partnership with executive and management teams. Engages in the relentless pursuit of excellence, leading by example to motivate the sales team to increase sales and exceed the sales targets. Manages sales distribution by establishing sales territories, quotas, goals and assigns for each region. These efforts include growing Share of Wallet (SOW) with existing members and new retailers. Oversees annual performance review process for direct reports and their teams. Participates in hiring, on-boarding, development, and retention of sales team members across the territory and oversees annual performance review process for direct reports. Updates senior management on sales progress and key objectives/metrics. Responsibilities (May perform other duties and responsibilities, as assigned). · Manages day-to-day execution of individual Retail Business Partners and Sales Planning Specialists. · Coordinates sales distribution by establishing sales territories, quotas, and goals to the assigned territories ($200M-500 Accounts and 10-15 direct reports) · Develops strategy and solutions for members, prospective customers, and/or market concerns and issues. · Builds and maintains effective working relationships with corporate partners including Sales Operations & Deal Desk, Marketing, Supply Chain, Finance, Merchandising, Customer Experience, and Inventory · Directs staffing, training, and performance evaluations to develop and control sales program. · Provides coaching and mentorship to the Retail Business Partners/Sales Planning Specialists by working individually with each team member to plan, prioritize, and execute against a set of objectives. Conducts ride-a longs and works with sales team to improve messaging and delivery. · Works with executive and management team to ensure consistent execution of corporate strategy by the sales team. Updates senior management on sales progress and key objectives/metrics. · Uses internal systems to understand current pipeline, conversion rates, and uses information to guide one-on-one and team meetings. Ensures CRM system is used consistently across the sales team. · Takes responsibility for all profits and losses in the assigned territory. Education & Experience · Bachelor’s Degree or equivalent work experience. · 7+ years of sales management experience with 5+ years of B2B sales experience. Proven track record of coaching and managing high performance sales teams. · Work experience in hardware/DIY retail and/or wholesale industry, preferred. · Intermediate knowledge of MS Office (Word, Excel, and PowerPoint) and CRM systems. · Strong knowledge of organization’s entire product line/services. Ability to impart a strong “growth mentality” on team and to coach and mentor direct reports through challenging sales situations and complex selling environments. Travel: 50 to 60% travel required to stores assigned within territory and at times to the corporate office. Travel is typically by car or plane.