Industrial Vertical Sales Leader

Overview 48_Advise Created with Sketch.

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.

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Position Details

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.

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Benefits Life Insurance. Short-Term Disability (STD). Long-Term Disability (LTD). 3 Weeks PTO. 9 Paid Holidays (2026). Parental Leave. 401(k) with Company Match. Medical, Dental, and Vision Insurance. Employee Discount Programs. Tuition Assistance. Career Development Opportunities. Diverse, Inclusive, and Welcoming Culture.

Responsibilities 48_Leadership Created with Sketch.

Field Sales Leadership

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.

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Performance Management

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.

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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.

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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.

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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.

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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.

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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.

Requirements 48_Degree Created with Sketch.

Education

Bachelor's degree in Business, Sales, Engineering, Marketing, or a related field (or equivalent experience). MBA or advanced business degree.

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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. Experience developing, coaching, and managing field sales representatives to achieve aggressive revenue targets.

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Knowledge

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.

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Proficiency

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.

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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.

Overview 999 && !hideOverview" dot-dot-dot="" ng-bind-html="section.description | rawHtml" style="overflow-wrap: break-word;"> 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.Life InsuranceShort-Term Disability (STD)Long-Term Disability (LTD)3 Weeks PTO9 Paid Holidays (2026)Parental Leave Additional Benefits 401(k) with Company MatchMedical, Dental, and Vision InsuranceEmployee Discount ProgramsTuition AssistanceCareer Development OpportunitiesDiverse, Inclusive, and Welcoming Culture

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.

Life Insurance

Short-Term Disability (STD)

Long-Term Disability (LTD)

3 Weeks PTO

9 Paid Holidays (2026)

Parental Leave

Additional Benefits 401(k) with Company Match

Medical, Dental, and Vision Insurance

Employee Discount Programs

Tuition Assistance

Career Development Opportunities

Diverse, Inclusive, and Welcoming Culture

Responsibilities 999 && !hideOverview" dot-dot-dot="" ng-bind-html="section.description | rawHtml" style="overflow-wrap: break-word;"> 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

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

Requirements 999 && !hideOverview" dot-dot-dot="" ng-bind-html="section.description | rawHtml" style="overflow-wrap: break-word;">

• 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
• 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