Industrial Vertical Sales Leader

We are searching for an experienced Industrial Vertical Sales Leader at our Cincinnati, OH/NE/Midwest facility.

Director of Field Sales - Industrial Vertical
Location: Cincinnati, OH / Northeast / Midwest

Position Summary
The Director of Field Sales - Industrial Vertical is responsible for leading, developing, and motivating a team of 10-12 field-based sales professionals while driving revenue growth, market expansion, and strategic customer engagement within industrial markets.
This role requires a proven leader with significant industrial industry experience and field sales leadership experience. The successful candidate will have a demonstrated history of leading geographically dispersed sales teams, coaching field representatives, growing market share, influencing specifications, and building strong relationships with end users, distributors, contractors, engineers, and key channel partners.
The Director will develop and execute the industrial vertical growth strategy while ensuring alignment across customers, channel partners, and internal stakeholders to increase specification activity, improve win rates, and accelerate market penetration.
Candidates with experience in industrial manufacturing, logistics, warehousing, distribution, automation, material handling, building products, HVAC, mission-critical facilities, construction products, or related industries are strongly preferred.

Key Responsibilities
Field Sales Leadership & Performance Management

Lead, coach, and develop a team of 10-12 field sales representatives across assigned territories.
Establish clear performance expectations tied to revenue growth, pipeline development, customer engagement, and activity metrics.
Conduct regular field ride-alongs, coaching sessions, territory reviews, and performance evaluations.
Drive sales accountability through forecasting, CRM management, pipeline discipline, and performance reporting.
Recruit, onboard, develop, and retain high-performing field sales talent.
Mentor sales representatives on opportunity management, consultative selling, specification influence, and strategic account development.
Ensure consistent execution of company sales processes and best practices across all territories.

Industrial Vertical Strategy & Growth

Develop and execute the industrial vertical growth strategy aligned with company objectives.
Identify and prioritize growth opportunities within:

Manufacturing
Warehousing
Distribution
Logistics
Cold Storage
Industrial Construction
Mission-Critical Facilities
Data Centers

Drive specification influence with owners, contractors, consultants, facility managers, architects, and engineers.
Develop strategic account plans to increase market share and strengthen customer relationships.
Partner with Product Management to align product offerings with market trends and customer needs.
Monitor competitive activity and implement initiatives to strengthen market position.

Channel Development & Partner Management

Build and strengthen relationships with distributors, dealers, contractors, and strategic channel partners.
Ensure channel alignment with company sales initiatives and growth objectives.
Support field sales representatives in developing channel growth plans and strategic account strategies.
Drive pull-through demand through specification selling and project engagement.
Resolve channel conflicts while maintaining strong customer relationships.
Expand the company's influence throughout the industrial ecosystem.

Customer Engagement & Market Development

Personally engage with key customers and strategic opportunities.
Assist sales representatives in navigating complex projects and closing large opportunities.
Develop executive-level relationships with customers and industry influencers.
Represent the company at:

Industry events
Trade shows
Customer meetings
Industry associations

Maintain a strong field presence with customers throughout assigned markets.

Cross-Functional Collaboration

Partner with Marketing to support lead-generation initiatives, vertical campaigns, and industry messaging.
Collaborate with Operations and Customer Service to improve customer responsiveness and project execution.
Partner with Product Development to identify market-driven innovations and emerging customer needs.
Share best practices and growth strategies with other sales leaders throughout the organization.
Support strategic initiatives that drive enterprise-wide revenue growth.

Key Performance Indicators (KPIs)

Team revenue attainment versus quota
Territory growth and profitability
Pipeline growth and conversion rates
New customer acquisition
Specification activity and project influence
Channel partner performance
Customer retention and satisfaction
Forecast accuracy
Field activity levels including customer visits and project engagement

Required Qualifications

Bachelor's degree in Business, Sales, Engineering, Marketing, or a related field (or equivalent experience).
8+ years of industrial sales experience within manufacturing, industrial products, construction products, data centers, mission-critical facilities, HVAC, automation, logistics, warehousing, material handling, or related industrial markets.
5+ years of field sales leadership experience managing remote or geographically dispersed outside sales teams.
Proven success leading multi-state or regional field sales organizations.
Experience developing, coaching, and managing field sales representatives to achieve aggressive revenue targets.
Demonstrated ability to drive sales growth through customer engagement, channel development, and specification influence.
Strong understanding of project-based and specification-driven sales environments.
Experience managing sales pipelines, forecasting, territory planning, and CRM systems.
Excellent communication, presentation, negotiation, and leadership skills.
Ability to travel extensively throughout assigned territories.

Preferred Qualifications

Experience in data centers, containment systems, mission-critical environments, industrial construction, or related infrastructure industries.
Experience selling through distribution, dealer, contractor, and channel partner networks.
Working knowledge of HVAC systems, building systems, industrial facilities, or engineered solutions.
Experience influencing architects, engineers, consultants, contractors, and end users.
MBA or advanced business degree.

Core Competencies

Field Sales Leadership
Industrial Market Expertise
Team Development & Coaching
Strategic Planning & Execution
Channel Influence & Relationship Management
Specification-Based Selling
Customer-Centric Leadership
Data-Driven Decision Making
Accountability & Performance Management
Revenue Growth & Market Expansion

Key Requirements (Must-Have)
Industrial industry experience required
Field sales leadership experience required
Experience leading geographically dispersed outside sales teams
Experience growing revenue through channel and end-user relationships
Strong customer-facing and field-based leadership background
Ability to travel frequently throughout assigned regions

**Please no Third-party candidates or phone calls**