Director of Sales

BrainWorks; Pennsylvania; On-site; USD 180,000 - 230,000; Full time

Job summary

BrainWorks in Pennsylvania seeks a Director of Sales to lead a multi-region sales organization for a capital equipment manufacturer, developing and executing a cohesive commercial strategy across regions, channel partners, and end markets.

The ideal candidate will strengthen distributor performance, improve forecasting and CRM utilization, and drive market intelligence and pricing discipline while traveling up to 25–30% to support customers and partners.

Qualifications

• Proven experience leading a multi-region sales organization within manufacturing/engineered-products.
• Distributor-led go-to-market experience with managing and growing distributor networks.
• Experience selling capital equipment/engineered products through distribution channels.
• Strong understanding of distributor economics and channel development.
• Experience with specification-driven or consultative selling and influencing decision-makers.

Responsibilities

• Provide leadership, coaching, and development for the sales organization.
• Develop and execute a cohesive sales strategy across regions, distributors, and end markets.
• Strengthen and expand the distributor network while improving penetration and market share.
• Drive profitable growth and identify adjacent opportunities.
• Establish disciplined sales processes, forecasting, CRM usage, and reporting.

Skills

Multi-region leadership

Distributor channel management

Strategic planning

Forecasting

CRM & analytics

Tools

CRM systems

Sales analytics tools

Job description

Our client is an established, privately held manufacturer of engineered products with a strong position in its core markets and a well-developed distribution network. As the organization enters its next phase of growth, it is investing in commercial leadership to accelerate profitable growth, increase channel productivity, strengthen sales execution, and identify opportunities for expansion. This is an opportunity to join a respected organization with an established customer base and help shape its future commercial strategy.

The Director of Sales will lead an experienced sales organization and develop and execute a cohesive commercial strategy across regions, channel partners, and end markets. Inheriting an established team and distribution network, this leader will focus on strengthening distributor performance, increasing market penetration, improving sales effectiveness, and introducing greater consistency around forecasting, CRM utilization, market intelligence, and sales planning.

Working closely with executive leadership, the Director of Sales will balance growth with profitability while maintaining the collaborative and relationship-driven culture that has contributed to the organization’s success. The successful candidate will evaluate existing markets and channels, identify attractive opportunities for expansion, and provide the leadership, coaching, and commercial discipline necessary to support the company’s next phase of growth.

The ideal candidate will bring experience leading a multi-region sales organization for a manufacturer of capital equipment, engineered products, technical products, or related solutions. Prior experience working within an organization that sells primarily through a distributor-led go-to-market model is required, including direct experience developing, managing, and growing distributor or dealer relationships.

Scope & Responsibilities

• Provide overall leadership, coaching, and development for an experienced sales organization, creating greater alignment and accountability while maintaining a collaborative, entrepreneurial culture.
• Develop and execute a cohesive sales strategy across regions, distributors, channel partners, and end markets, translating market intelligence into clear commercial priorities and actionable growth initiatives.
• Strengthen, develop, and selectively expand the distributor/channel network while increasing productivity, penetration, and share of wallet within existing partners.
• Drive profitable growth across established markets while identifying and developing attractive adjacent market and application opportunities.
• Build stronger engagement with specifiers, consultants, and other market influencers who impact product selection and purchasing decisions.
• Establish greater consistency around sales planning, forecasting, CRM utilization, call reporting, pipeline management, market intelligence, and performance accountability.
• Partner cross-functionally with Marketing and other areas of the organization to translate customer and distributor insights into stronger product positioning, sales tools, and channel support.
• Maintain disciplined attention to pricing, profitability, and channel economics, ensuring revenue growth does not come at the expense of margin.
• Build and maintain strong relationships with key distributors, customers, and industry partners while serving as a visible commercial leader in the marketplace.

Experience & Qualifications

• Proven experience leading, coaching, and developing a multi-region sales organization within a manufacturing or engineered-products environment.
• Required experience working within a distributor-led sales model, with demonstrated responsibility for managing, developing, and driving growth through a network of distributors, dealers, or channel partners.
• Experience selling capital equipment, engineered products, technical solutions, or related manufactured products through distribution.
• Strong understanding of distributor/channel economics, including distributor productivity, market coverage, relationship management, share of wallet, and channel development.
• Experience with specification-driven or consultative technical selling and influencing key decision-makers is highly attractive.
• Strong commercial and financial acumen with the ability to balance revenue growth, pricing, margin, and profitability.
• Demonstrated ability to introduce sales process, forecasting, CRM discipline, reporting, and accountability without creating unnecessary bureaucracy.
• Collaborative and approachable leadership style with the ability to coach an experienced sales organization while providing clear direction and accountability.
• Entrepreneurial and hands-on, with strong relationship-building skills and the ability to thrive within a privately held organization.
• Ability and willingness to travel regularly in support of customers, distributors, and the sales organization.

Location / Travel

• This is an in-office leadership position based in eastern, Pennsylvania (Lehigh Valley area). Relocation assistance is available for candidates outside the immediate area.
• Travel up to 25 / 30%