Director, Commercial Accounts- Retail Markets (MA/CT/NY)

Department: Sales - Retail Sales

Employment Type: Permanent - Full Time

Location: United States/Remote

Reporting To: RVP, Retail Markets (David Cerejio)

Description

The Director, Commercial Accounts - Retail Markets is responsible for driving new business growth and expanding existing relationships across a defined portfolio of mid-tier retail accounts. This role delivers revenue and order intake objectives through disciplined execution of Glory's sales methodology and a strong consultative selling approach.

As a key contributor to Glory's growth strategy, this role leads new logo acquisition and account development across retail verticals including grocery, department store, QSR, convenience, and other cash-handling environments. The Director owns full lifecycle pipeline management-from opportunity creation through close-while building long-term customer value.

Key Responsibilities
• Heavy outbound calls to prospects and customers to drive bigger deals and more new opportunities.

MAIN RESPONSIBILITIES

- Proactively generate and qualify new business opportunities through outbound prospecting and strategic account engagement

- Achieve assigned sales (order intake) and revenue targets through effective pipeline management and strong closing skills

- Manage full sales lifecycle from lead generation to close

- Maintain accurate CRM documentation and forecasting

- Develop and execute territory and account plans

- Build and sustain customer relationships

- Partner cross-functionally to deliver solutions

- Resolve customer issues quickly and professionally

- Represent the company at industry events and meetings

- Travel within assigned territory for customer meetings

PERFORMANCE EXPECTATIONS

- Achieve or exceed revenue and order intake targets

- Maintain strong pipeline aligned to quota expectations

- Consistently create and convert new opportunities

- Deliver accurate forecasting via CRM discipline

Skills, Knowledge & Expertise

REQUIRED EDUCATION AND QUALIFICATIONS

- Bachelor's degree in business, marketing or communications preferred

- 7+ years solution-based sales experience

- Strong retail market selling experience

- Proven success engaging senior-level decision-makers

- Demonstrated new business development capability

- Strong communication and presentation skills

- Documented ability to negotiate and close

- Proficiency with CRM, Excel, and PowerPoint

CORE COMPETENCIES

- Lead generation and opportunity creation

- Strategic qualification and discovery

- Value-based selling

- Customer advocacy

- Adaptability and accountability

• The ideal candidate will reside in the Boston or New York metropolitan areas. Candidates located within the CT, MA, NH, ME, or NY region will also be considered, provided they live within 60 miles of a major airport.

Job Benefits

COMPENSATION PLAN

• Base Salary: $85K-$100K
• Commission at Target: $120K + Bonus at Target: $80K
• On Target Annual Compensation: $285K to $300K+
• Strong Above Target Incentives
• Car Allowance
• +All the HR Benefits as listed today

Benefits:

• 401(k) Retirement Plan with Fidelity - 2.5% Base contribution paid toward your retirement by Glory even if you do not participate. Plus, Glory matches 3% up to 6% of your contribution
• Health insurance - 3 medical plans to choose from. High, Medium and Low deductible through Blue Cross Blue Shield
• MDLive - 24/7 Virtual Doctor plus a Nurse Line
• Dental insurance
• Vision insurance
• FSA / Dependent Care
• Voluntary Life Insurance
• Basic Life insurance and AD&D - Company paid
• Short Term Disability / Long Term Disability / Employee Assistance Program - Company paid
• Paid Vacation - start with a prorated amount of hours your first year depending on start date. 80 vacation hours earning your first full year and vacation hours increase based on years of service
• Paid Sick days based on City/State requirements
• Paid Holidays - 9 to 11 days based on start date
• Professional development assistance
• Education assistance
• Adoption Assistance
• Legal and ID Theft plans
• Annual Bonus opportunity
• Opportunities for internal promotions/career advancement