The Opportunity: The Director of Sales serves as both a strategic leader and mentor, responsible for guiding the Distributor Sales team toward achieving and exceeding revenue goals. This role focuses on developing sales talent, strengthening distributor and agency relationships, and implementing strategies that drive sustainable growth. The Director acts as a coach and motivator• empowering Territory Managers and sales partners through structured training, performance management, and continuous improvement initiatives.
Your Impact: Mentor and Lead the Sales Team - Provide hands-on coaching, guidance, and professional development to Territory Managers and agency partners, fostering a culture of accountability, collaboration, and success.
Build and Strengthen Partnerships - Maintain and expand relationships with distributor partners and independent sales agencies through proactive engagement and exceptional customer support.
Sales Training and Development - Design and deliver impactful training programs on new and existing products to representative agencies and distributors, ensuring product knowledge and confidence in selling strategies.
Strategic Sales Growth - Collaborate with Territory Managers to identify new opportunities, expand market share, and strengthen relationships with key accounts.
Performance Analysis and Optimization - Regularly review sales data and KPIs, providing actionable feedback and strategic adjustments to ensure consistent achievement of sales goals.
Accountability for Team Success - Take full ownership to ensure that both Agency and Territory Managers meet or exceed individual and team sales targets.
Cross-Functional Collaboration - Work closely with marketing, operations, and product teams to align sales initiatives with overall company objectives.
Data-Driven Decision Making & Sales Growth: - Create and evaluate sales reports to track performance, identify trends, and provide actionable insights.
- Utilize a data-driven approach to develop and implement strategies that drive sales growth.
- Review and approve key forecasting decisions.
- Review and approve key pricing decisions and oversee margin management.
- Identify where improvements can be made and develop success-driven plans.
- Improve customer satisfaction by anticipating consumer needs.
- Negotiate with Customers and Sales Agencies regarding commercial terms and policies for optimal, long-term benefits to Keystone.
- Other duties as assigned
What you bring: - Bachelor's Degree in Business or related field preferred or equivalent to work experience
- Minimum of 7• 10 years of experience in sales or account management, preferably in the lighting industry
- Minimum of 5 years of leadership or management experience overseeing sales teams and/or sales agencies
- Proven leadership experience with a strong focus on mentorship, coaching, and team development.
- Excellent communication skills, both verbal and written, with the ability to influence and inspire.
- Strong analytical and strategic thinking abilities; adept at turning insights into actionable growth plans.
- Demonstrated success in managing independent sales agencies and distributor partnerships.
- Proficiency in Microsoft Office Suite and CRM systems.
- Deep understanding of the lighting industry.
- Ability to work independently and collaboratively in a remote environment.
- Uphold and implement Keystone's Core Values, consistently aligning actions and decisions that reflect the core principles
Please note that we do not accept unsolicited resumes from recruiters or employment agencies.
