Director of Sales Training

Director of Sales Training provides direct leadership and oversight to Designated Sales Managers while personally mentoring, advising, and coaching Sales Representatives across the company. Reporting to the Regional Vice President, this hands-on leader will align sales practices and goals, strengthen customer and vendor relationships, improve execution from opportunity through delivery, and develop consistent, profitable selling behaviors. The role combines management accountability with active coaching and formal training development. Leadership & Sales Manager Accountability • Directly supervise, coach, and evaluate Sales Managers; establish consistent expectations, goals, and accountability. • Partner with the RVP on territory priorities, sales initiatives, target accounts, and performance improvement. • Support Sales Managers in coaching their teams, following up on opportunities, and resolving barriers to sales execution. Direct Mentorship of Sales Representatives • Serve as an accessible mentor and advisor to Sales Representatives, working one-on-one to develop judgment, confidence, and selling skills. • Conduct vendor ride-along with Sales Managers and observe interactions and provide actionable feedback. • Coach preparation, discovery, relationship building, objection handling, negotiations, follow-up, and closing profitable orders. Sales Process & Project Execution • Review and reinforce handoff procedures among outside sales, inside sales, operations, and other stakeholders. • Coach teams on overseeing opportunities and customer projects from initial contact and quotation through order, delivery, and completion. • Identify process gaps, clarify ownership, and strengthen communication and customer follow-through. Customer Growth, Vendors & Profitability • Work with Sales Managers on target-account plans, existing-account growth, and disciplined prospect follow-up. • Mentor teams on building lasting customer and vendor relationships founded on trust, service, and reliability. • Teach effective vendor collaboration, product positioning, and value-based selling to support gross profit margins. Training Programs & Talent Development • Plan and deliver practical sales training classes for new and experienced personnel throughout the company. • Build repeatable training materials and long-term development programs in collaboration with company leadership. • Identify high-potential talent and share effective sales practices across locations. Reporting & Continuous Improvement • Provide the RVP with regular updates on coaching activity, manager development, training progress, and performance trends. • Recommend targeted improvement plans and evaluate whether training translates into better execution, customer development, and profitability. Qualifications & Leadership Attributes • Substantial experience in outside sales and sales leadership; waterworks or utility infrastructure distribution experience preferred. • Demonstrated ability to manage sales leaders and personally coach individual contributors. • Strong customer and vendor relationship skills, commercial judgment, pricing knowledge, and gross profit awareness. • Clear communication, sound judgment, accountability, and willingness to spend significant time in the field. Following is a list of physical and mental requirements identified as necessary to achieve the essential functions of this role: • Attendance - Ability to maintain the scheduled days and hours, including onsite presence at the assigned location as specified. • Physical Capacities - Lift up to 25 pounds on occasion, sitting and standing for extended periods. • Operation of Office Equipment - Job requires operation of equipment common to office settings, including computers, copiers, and other office equipment, including Near Vision, Manual Dexterity, and working in proximity to equipment. • Oral Communication Skills - Speaking, Speech Clarity, and Speech Recognition. • Written Communication Skills - Writing, Reading and Written Comprehension, and Written Expression. • Mental Capacities - Achievement/Effort, Active Listening, Adaptability/Flexibility, Analytical Thinking, Attention to Detail, Category Flexibility, Concern for Others, Cooperation and Coordination, Critical Thinking, Deductive Reasoning, Dependability, Independence, Inductive Reasoning, Information Ordering, Initiative, Innovation, Maintenance of Relationships, Integrity, Oral Comprehension and Expression, Problem Sensitivity, Selective Attention, Self-Control, Service Orientation, Social Orientation, Social Perceptiveness, Stress Tolerance, Support, and Time Management. Our commitment to excellent customer service is just part of our story. We're also dedicated to supporting our most valuable asset, our associates! One of the ways we do this is by offering a variety of high-quality benefits for our associates and their families. All full-time associates are eligible for the following benefits: • Medical and Dental Insurance • Flexible Spending Accounts and Health Savings Accounts • Company-paid Life Insurance • Short Term Disability • 401(k) Plan • Paid Time Off (PTO) - plus paid holidays • Parental Leave Voluntary benefits: • Vision • Long-term Disability • Voluntary Life and AD&D Insurance • Additional Voluntary Benefits through Corestream