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Position Details & Responsibilities

A growing equipment organization is seeking an experienced Director of Sales in the Midwest to lead and develop a regional team of outside sales professionals. This individual will be responsible for driving revenue growth, strengthening sales execution, developing the team, and ensuring the organization continues to expand its customer relationships and market presence.

This is a highly visible, field-focused leadership role requiring someone who enjoys coaching salespeople, working alongside the team in the market, and balancing strategic planning with hands-on sales leadership.

For more information on this position, please contact Amy Bighorse at Herk & Associates:

AmyB@herkandassociates.com 

Responsibilities

• Lead, coach, and develop a regional team of outside sales professionals.
• Establish sales goals, performance expectations, and accountability across the team.
• Recruit, onboard, train, and retain high-performing sales talent.
• Conduct regular ride-alongs, one-on-one meetings, and coaching sessions to improve individual and team performance.
• Develop and execute regional sales strategies focused on revenue growth, profitability, market share, and new business development.
• Monitor sales pipelines, forecasts, CRM activity, and key performance metrics.
• Support the sales team with account development, strategic opportunities, major customer meetings, and complex sales.
• Analyze market trends, competitive activity, and sales performance to identify growth opportunities.
• Develop action plans to address performance gaps and improve results.
• Build and maintain relationships with key customers throughout the region.
• Collaborate with Service, Parts, Finance, and other departments to deliver a strong overall customer experience.
• Prepare sales forecasts, business plans, budgets, and performance updates for executive leadership.
• Promote a culture of accountability, teamwork, continuous improvement, and customer focus.
• Travel regularly throughout the assigned region, approximately 80%.

Qualifications

• 7+ years of progressive sales leadership experience, preferably within heavy equipment, construction equipment, industrial equipment, or a related industry.
• Proven experience leading and developing outside sales teams.
• Demonstrated success driving revenue growth and improving sales performance.
• Strong background in sales strategy, forecasting, territory management, and new business development.
• Ability to coach sales professionals while holding the team accountable for measurable results.
• Strong business acumen with the ability to analyze sales data and make informed decisions.
• Excellent leadership, communication, relationship-building, and problem-solving skills.
• Experience with CRM systems, sales reporting tools, and Microsoft Office.
• Bachelor’s degree in Business, Marketing, or a related field preferred; equivalent industry experience considered.
• Valid driver’s license and willingness to travel extensively throughout the Midwest.