Job Title:

Director of Sales Company:

Seaside Casual Job Location:

Sussex, WI FLSA Status:

Exempt Reports To:

Vice President, Sales & Marketing Position Profile:

Provide strategic leadership, coaching, and direction to a national sales team of Inside and Outside Sales Representatives. The core purpose of this role is to drive nationwide revenue growth by executing an Account-Based Selling (ABS) methodology focused on key target accounts. This leader will build a hungry, business-savvy sales culture capable of evaluating customer business needs, constructing strategic account plans, and selling on value with key accounts.

Duties and Responsibilities:

Provides hands-on leadership and ongoing coaching to Inside and Outside Sales team members. Sets clear expectations, targets, and accountability for daily activities and overall revenue performance. Uses structured performance benchmarks (30, 60, and 90-day goals) to accelerate team effectiveness. Drives national Account-Based Selling (ABS) strategy across identified target accounts. Directs team members in systematically penetrating high priority accounts with no current business or low historic penetration. Guides representatives through comprehensive business evaluations to map key decision makers and build strategic growth plans. Coaches and embeds value based selling methodologies Trains sales representatives to articulate aesthetics, durability, total cost of ownership, and total product value to defend margins against lower cost competitors. Elevates the team's business acumen, enabling them to communicate effectively with customer executives and buyers. Manages sales metrics, forecasting, and CRM discipline across all regions. Monitors sales pipelines, conversion rates, and key metrics to ensure predictable national sales growth. Maintains clear, transparent communication regarding priorities, targets, and market trends.

Leadership:

Uphold company fundamentals and department playbook standards while driving department and company initiatives. Inspire trust, accountability, and resilience through empathetic and exemplary leadership. Promote operational efficiency through accurate data management, organized record-keeping, and effective communication. Approve direct report timecards and PTO requests promptly for payroll processing. Approve Research & Development hours within five working days of requests. Ensure direct reports complete all required trainings by deadlines. Establish and conduct regular one-on-one meetings with direct reports. Train, mentor, and hold direct reports accountable for department goals and objectives. Provide coaching and performance feedback, ensure direct reports have the necessary training and tools to succeed. Document coaching and performance conversations, sharing with HR as appropriate. Partner with leadership and other relevant stakeholders on training and employee development initiatives. Address misalignments with company standards, rectify situations, and protect Brands/Companies. Act as a company agent, raise concerns constructively to leadership in the best interest of the organization, and avoid lowering morale by sharing them downward. Celebrate wins consistently by recognizing individual success, departmental results, and company achievements. Partner with leadership to determine department staffing levels and participate in the internal interviewing and hiring process. Terminate employees when appropriate, in collaboration with leadership and HR. Champion company culture, mission, core values, and vision. Participate in management meetings as directed. Demonstrate a clear understanding of the Company's vision and strategies for growth. Act as a change agent for company initiatives, promoting a positive attitude and encouraging others to embrace and contribute to organizational change.

•This position is responsible but not limited to all the tasks and duties listed above

What Success Looks Like:

Managing a high energy, cohesive sales team that consistently achieves or exceeds national revenue targets and margin goals. Success is defined by effectively penetrating the key targeted accounts, transforming transactional buyers into strategic long term partners through value selling, and building a strong sales culture where team members are motivated, business-minded, and continuously growing.

Qualifications:

5+ years of progressive sales leadership experience managing a combination of Inside and Outside Sales Representatives in B2B, commercial furniture, hospitality, or durable consumer goods. Demonstrated mastery of Account-Based Selling (ABS) principles and multi stakeholder account planning. Proven track record of training and leading teams in value selling and margin preservation within price-competitive markets. Exceptional business acumen, analytical skills, and communication capabilities. Proficiency with modern CRM systems (e.g., Salesforce, HubSpot) and sales enablement tools. Willingness to travel nationally (up to 40%) for key account visits, field coaching, and industry trade shows.

Physical Demands and Work Environment:

Standard office or home-office environment with extended periods of sitting, computer work, and telephone/video conferencing. Frequent national travel via air and automobile, including overnight stays. Ability to walk and stand during multi-day industry conventions, trade shows, and customer facility visits.