JOB SUMMARY

Relay Resources is seeking a dynamic and strategic Sales Director to lead our revenue growth efforts and secure employment opportunities for individuals with disabilities. This pivotal leadership role is focused on driving social enterprise growth by cultivating relationships across commercial, federal and state/local sectors for our three social enterprises: Building Solutions, Supply Chain Solutions and Document Solutions. The Director will leverage extensive sales knowledge to lead a dedicated sales team to achieve ambitious objectives.

ESSENTIAL FUNCTIONS

1. Strategic Sales Leadership

a. Develop and execute a research-backed, comprehensive sales strategy aligned with organizational goals, operational capabilities, and market opportunities.

b. Establish enterprise-wide sales objectives and growth strategies across Building Solutions, Supply Chain Solutions, and Document Solutions.

c. Evaluate market trends, competitive positioning, and emerging opportunities to support long-term organization

d. Drive strategic initiatives that increase sustainable revenue while expanding employment opportunities for individuals with disabilities.

2. Team Leadership & Development

a. Lead, coach, and mentor a high-performing sales team using best-in-class leadership frameworks and a consistent cadence of accountability.

b. Establish clear performance expectations, key performance indicators, and professional development plans to ensure team success.

c. Provide ongoing coaching, training, and resources that align team performance with strategic business objectives.

d. Develop thoughtful, strategic compensation and incentive plans that drive revenue growth while supporting Relay Resources' disability-inclusive mission and capabilities.

3. Market Analysis & Expansion

a. Conduct comprehensive market analysis to identify industry trends, assess competitive positioning, and evaluate emerging business opportunities.

b. Lead initiatives to expand into new commercial, federal, state, local government, and mission-aligned markets.

c. Develop strategic growth plans that diversify revenue streams and strengthen Relay Resources' market presence.

d. Monitor market conditions and customer needs to proactively identify opportunities for expansion.

4. Relationship Management

a. Build and maintain executive-level relationships with key customers, strategic partners, government agencies, and industry leaders.

b. Establish long-term partnerships that provide mutual value while advancing Relay Resources' mission and creating meaningful employment opportunities for individuals with disabilities.

c. Serve as a trusted advisor to customers by developing innovative business solutions that align with organizational capabilities.

5. Advocacy & Representation

a. Serve as a key advocate for disability inclusion and workforce equity by representing Relay Resources at industry events, conferences, networking functions, and meetings with prospective partners.

b. Champion the business value of inclusive employment by educating customers and stakeholders on the operational and social impact of employing individuals with disabilities.

c. Strengthen Relay Resources' reputation as a leader in disability-inclusive employment and social enterprise.

6. Data Driven-Optimization

a. Analyze market trends, sales performance, pipeline activity, and account performance to evaluate business development effectiveness.

b. Utilize data-driven insights to refine sales strategies, improve forecasting accuracy, and optimize organizational growth.

c. Monitor key performance indicators and implement continuous improvement initiatives that enhance revenue performance and customer outcomes.

7. Exceptional Cross-Functional Collaboration

a. Partner closely with Disability Inclusion, Operations, Finance, Human Resources, Marketing, and Executive Leadership to deliver cohesive customer solutions.

b. Ensure sales strategies align with operational capabilities, financial objectives, and customer expectations.

c. Collaborate across departments to support successful implementation of new business opportunities and long-term customer success.

d. Foster a collaborative, mission-driven culture that supports sustainable growth and organizational excellence.

8. Contract Negotiation

a. Steward complex contract negotiations to secure favorable terms that support organizational growth, operational sustainability, and employment opportunities for individuals with disabilities.

b. Collaborate with internal stakeholders to ensure pricing, compliance, risk mitigation, and contractual obligations align with organizational objectives.

c. Support the successful execution and renewal of strategic customer agreements.

9. Performance Metrics & Performance

a. Oversee the tracking of sales pipeline activities, forecasts, and key performance metrics across all social enterprises.

b. Utilize data-driven insights to evaluate performance, identify opportunities, and refine business development strategies.

c. Present regular updates to the Executive Leadership Team on sales performance, revenue forecasts, strategic initiatives, and progress toward organizational goals.

d. Drive accountability through accurate reporting, performance measurement, and continuous improvement.

10. Other duties as assigned

a. Note any additional responsibilities expected to be fulfilled as needed.

MINIMUM QUALIFICATIONS
• Minimum of 15+ years in business development, sales, or strategic partnerships, with substantial experience in service industries. Experience in janitorial, supply chain and/or document solutions is a plus.
• Demonstrated experience in leading and developing high- performing teams. Capable of motivating teams towards achieving ambitious goals.
• Experience in partnering with operational and shared services colleagues to develop pricing and quotes with a focus on improved profit margins and greater value to the customer.
• Strong experience in negotiating contracts and agreements, with a focus on creating mutual value.
• Ability to think strategically and translate organizational goals into actionable business development plans.
• Excellent verbal and written communication skills, with the ability to effectively present to senior executives, industry leaders and external stakeholders.
• Proficiency in managing multiple projects and priorities, with experience using tools like Salesforce and Asana.
• Willingness to travel within and outside of Oregon to foster and maintain account relationships.
• Ability to work independently while managing multiple priorities.
• Valid driver's license and ability to travel locally and regionally as needed.

PREFERRED QUALIFICATIONS
• Familiarity with procurement platforms such as GovSpend, OregonBuys, or SAM.gov.
• Experience working in mission-driven or nonprofit environments.
• Demonstrated experience leading, coaching, and developing high-performing sales teams through structured sales processes and accountability practices.

KNOWLEDGE, SKILLS, AND ABILITIES
• Knowledge of sales strategy, pipeline management, forecasting, and CRM systems.
• Strong business development, prospecting, negotiation, and account management skills.
• Ability to drive revenue growth and expand strategic customer relationships.
• Strong analytical, organizational, and problem-solving abilities.
• Excellent verbal and written communication skills with cross-functional collaboration experience.
• Ability to manage multiple priorities in a fast-paced, results-driven environment.
• Proficiency in Microsoft Office and CRM platforms such as Salesforce.

SCOPE & ACCOUNTABILITY
• Drive pipeline growth, new revenue generation, and strategic account expansion.
• Develop and execute sales strategies aligned with organizational goals.
• Maintain accurate forecasting, pipeline management, and CRM reporting.
• Build strong customer and partner relationships across target markets.
• Collaborate cross-functionally to support successful sales and service delivery.
• Accountable for achieving sales performance and revenue growth targets.

SUPERVISORY RESPONSIBILITY
• May supervise sales staff, support team members, or assigned business development personnel.
• Provides coaching, performance feedback, and support to drive team effectiveness and sales performance.
• Assists with onboarding, training, and development of team members as needed.
• Promotes collaboration, accountability, and alignment with organizational goals and values.

WORK ENVIRONMENT & PHYSICAL DEMANDS
• Office atmosphere
• Sitting for extended periods of time
• Using a variety of office equipment
• Moderate noise level