Director of Sales

Description: Job Overview:

The Director of Sales is responsible for leading the day-to-day execution and performance of Pencco's chemical sales organization. This position directly manages the Regional Sales Managers and is accountable for ensuring consistent sales activity, customer coverage, opportunity management, pricing execution, forecasting, and achievement of established sales and profitability objectives. The Director of Sales translates Pencco's overall commercial strategy, as established by the Chief Commercial Officer, into clear expectations and actions for the sales team. The position serves as the primary leader responsible for sales-force execution and accountability, allowing the Chief Commercial Officer to focus on broader commercial strategy, profitability, business development, products, markets, and organizational leadership.

Duties/Responsibilities

• Lead, manage, mentor, and develop Pencco's Regional Sales Managers.
• Translate commercial objectives established by the Chief Commercial Officer into regional and individual sales goals, priorities, and action plans.
• Establish clear expectations for customer coverage, account management, prospecting, opportunity development, and sales activity.
• Hold Regional Sales Managers accountable for revenue, volume, margin, customer retention, new business development, and other established performance measures.
• Conduct regular sales reviews with Regional Sales Managers to evaluate performance, opportunities, risks, customer activity, and required actions.
• Maintain an effective sales pipeline and ensure opportunities are appropriately identified, qualified, pursued, documented, and followed through to completion.
• Ensure Regional Sales Managers actively manage their assigned customer accounts and maintain appropriate contact with customers.
• Ensure the sales team understands customer purchasing activity, historical volumes, current requirements, competitive conditions, and future