Director of Sales

The HR Team, Inc.; Newtown (PA); Vor Ort; USD 180.000 - 200.000; Vollzeit

Benefits dieser Stelle

Medical, dental & vision options

Company 401k match

Tuition reimbursement

Employee stock purchase plan

Hybrid work schedule

Zusammenfassung

Morningstar Corporation seeks a Director of Sales to build and scale a global, process-driven sales engine. You will lead a small team, create repeatable revenue streams, and institute rigorous account planning to drive growth.

This role requires 10+ years in technical B2B sales, MBA preferred, strong CRM use (HubSpot), and a willingness to travel 25–30%. Hybrid work with on-site presence in Newtown, PA is expected.

Qualifikationen

• 10+ years of sales experience in a technical B2B environment, including team leadership.
• Proven track record building or transforming a sales organization with structured, process-driven models.
• Experience using CRM for pipeline management; HubSpot experience a plus.
• Excellent communication, negotiation, and presentation skills.

Aufgaben

• Design, implement, enforce, and continuously refine a proven sales methodology and playbook for the team.
• Institute rigorous strategic account plans for all key customers across a global territory.
• Coach Account Managers and develop targeted enablement programs for field independence.
• Strategically allocate technical resources (App Engineers) in the sales process.
• Establish KPIs, metrics, and forecasting; ensure CRM adoption and data accuracy.
• Collaborate with product, engineering, and leadership to align sales execution with company strategy.

Kenntnisse

CRM (HubSpot)

Sales leadership

B2B technical sales

Negotiation & presentation

Ausbildung

Bachelor's degree in Business/Marketing

MBA preferred

Tools

HubSpot CRM

Jobbeschreibung

Our client – Morningstar Corporation – is seeking a Director of Sales, ideally with a focus on B2B industrial/technical sales.

Company Overview

Morningstar Corporation is a leading manufacturer of reliable, high-performance renewable energy control and power conversion products. Our team is dedicated to innovation, quality, and delivering practical solutions that meet the evolving needs of our customers and partners worldwide across multiple industry segments.

The Role

We are seeking an experienced, hands-on Director of Sales to lead, structure, and scale our global sales team. While we have a world-class product line and deep, long-standing customer relationships, we are at a critical inflection point: transitioning from a relationship-driven model to a disciplined, process-oriented, and scalable sales engine. You will inherit a small team of five and will be responsible for creating repeatable revenue streams, instituting rigorous account planning, and coaching our Account Managers to become independent, high-performing salespeople.

This role is ideal for a builder and operator-someone who can establish the foundational structure, processes, and accountability systems required to drive predictable growth.

Key Responsibilities

• Process & Playbook Development: Design, implement, enforce, and continuously refine a proven sales methodology. Build standard operating procedures for the entire sales cycle for the team, from prospecting to closing.
• Account Planning & Territory Management: Institute rigorous strategic account plans for all key customers to maximize revenue and share of wallet across our global territory. Drive proactive account development, reducing reliance on reactive, relationship-based selling.
• Team Coaching & Enablement: Assess the current capabilities of our Account Managers. Establish performance expectations tied to activity metrics, pipeline health, and outcomes. Develop targeted training programs to elevate their technical acumen and sales skills so they can operate independently in the field without relying heavily on Application Engineers.
• Strategic Resource Allocation: Restructure how technical resources (App Engineers) are utilized in the sales process, ensuring they are deployed efficiently rather than used as a crutch for early-stage discovery.
• Pipeline & CRM Management: Establish clear KPIs, metrics, and forecasting models. Ensure 100% adoption and accurate usage of our CRM.
• High-Level Collaboration: Partner closely with our top-performing Senior Account Executive (former sales leader) to leverage his deep market knowledge while driving the team's operational evolution. Collaborate with product development, engineering, and leadership to align sales execution with broader company strategy.

Success Metrics

• Revenue attainment and growth
• Sales cycle efficiency and conversion rates
• Development and implementation of defined sales processes
• Forecast accuracy and pipeline health
• Team productivity and retention

Location

Position must be commutable to our Newtown PA location. There is work from home flexibility, however on-site work is expected to be a minimum of 3 days a week and as needed (based on departmental needs).

Salary

$180,000 to $200,000, based on experience.

Qualifications & Ideal Profile

• Education: Bachelor's degree in Business, Marketing, or related field. MBA preferred.
• Experience:
  • 10+ years of sales experience, preferably in a technical B2B environment, including 3-5 years managing sales professionals.
  • Proven success building or transforming a sales organization with the implementation of structured and process-driven models.
  • Demonstrated experience using CRM database for all sales activities and pipeline management. Hubspot experience is a plus.
  • Excellent communication, negotiation, and presentation skills.
• The "Builder" Mentality: Proven track record of taking a team from "founder-led" or "relationship-led" sales to a structured, scalable, process-driven organization.
• Technical Aptitude: Experience selling complex technical products or leading teams that do. You know how to bridge the gap between technical engineers and commercial buyers.
• Coaching DNA: You have demonstrable experience upskilling reps and building enablement programs from scratch.
• Exceptional EQ: You possess the emotional intelligence to manage a team undergoing structural transition, including partnering effectively with tenured senior staff.
• Willingness to Travel: Ability to travel as needed (25%-30%) to support a global territory and ride along with AMs to coach them in the field.

Benefits

Morningstar offers an exceptional benefits package that includes: medical, dental & vision options with Cigna; company provided & voluntary life insurance and disability options; generous paid leave; paid parental leave; 401k retirement savings with company match; tuition reimbursement; employee stock purchase plan; and a flexible / hybrid work schedule.

To learn more about Morningstar Corporation, visit https://www.morningstarcorp.com/. Morningstar is an Equal Opportunity Employer.

Morningstar Corp conducts a criminal background check after a conditional job offer.