Area Sales Director

The Area Sales Director leads and executes the commercial strategy across a defined California territory to secure distribution, assembly, and service opportunities for all locations. This role drives alignment with company sales direction, supports New and Service commercial planning, and oversees performance for Account Managers in partnership with functional leaders.

Commercial Strategy and Sales Execution

• Collaborate with the Regional Director and Branch Managers to implement and oversee the commercial strategy for each location in the defined area, including delivery of commercial plans and KPIs for each Account Manager aligned to overall company sales strategy and business goals.
• Convert sales strategy into detailed plans coordinated with product, marketing, and channel capabilities to meet growth objectives for locations and Account Managers.
• Maintain a full understanding of promoting both NEW and SERVICE business to support annual commercial outcomes.

Forecasting, CRM Utilization, and Account Coverage

• Champion utilization of CRM (D365) to identify opportunities, record activities, and monitor sales performance.
• Use relevant data points to assign account management responsibilities using realistic coverage methods, aligned to targeted growth accounts within CRM (D365).
• Ensure order intake growth across the defined area and provide accurate forecasts for future expectations.

Coaching, Accountability, and Cross-Functional Collaboration

• Provide coaching, mentoring, accountability, and functional sales support to Account Managers (where applicable) to support achievement of annual commercial plans and an effective customer experience.
• Ensure Account Managers within the defined area meet annual sales targets for both new and service.
• Serve as the sales functional expert across the territory, supplying market, operational, and customer input as needed.
• Work interdepartmentally with Branch Management, Operations, Quality, Safety, the Management Team, and other groups to achieve sales goals and product sales strategies.

Market Intelligence, Reporting, and Team Leadership

• Monitor customer, market, and competitor activity and provide feedback to support commercial planning.
• Create and develop a high-performance sales team, including attracting and hiring talent, assessing current talent, performance management, succession planning, and training sales personnel.
• Report on all aspects of business to senior management.
• Perform other related duties and assignments as required.

Required Qualifications

• Bachelor’s degree or 10+ years of experience in the relevant or equivalent position.
• 5+ years of experience in sales management.
• Strong strategic and sales planning experience.
• Experience in employee training, development, and performance management.
• Highly organized with effective time-management.
• Performance-driven and data-oriented approach.
• Strong communication and presentation skills, with a big picture focus balanced with attention to details.
• Strong customer orientation.
• Expertise in sales business development and project management.
• Strong interpersonal and communication skills.
• Available to travel throughout company territory for training, presentations, meetings, and company events, including overnight travel up to 50%.
• Ability to travel and maintain a clean driving record in accordance with company driving guidelines.
• Clear background check and drug and alcohol screening where permitted by jurisdictional law.
• Physical ability to lift up to 25 pounds, bend, stoop, and stand for extended periods.

Technology

• CRM (D365)