Director of Sales, B2B Commercial Operations

Expanding Horizons Recruiting Inc.; San Jose (CA); On-site; USD 120,000 - 160,000; Full time

Job summary

Expanding Horizons Recruiting Inc. is looking for a results-oriented commercial leader to manage the North American B2B business. This role will oversee the B2B sales organization, driving revenue, margin, and growth. The successful candidate will have a minimum of 8 years of relevant experience, strong commercial acumen, and the ability to lead and develop sales teams. Responsibilities include developing business plans, managing key customer relationships, and collaborating cross-functionally. This position offers the opportunity to drive significant business impact across various channels.

Qualifications

• Minimum of 8 years in B2B commercial leadership roles.
• Experience in computer hardware, consumer electronics or similar industries.
• Proven ability to drive growth through distribution and enterprise channels.

Responsibilities

• Lead the North America B2B sales organization.
• Meet B2B revenue and growth objectives.
• Develop customized business plans for customers.

Skills

Commercial leadership

Sales execution

Customer relationship management

Growth acceleration

Cross-functional collaboration

Education

Bachelor’s degree

MBA

Job description

My client is hiring a results-oriented commercial leader to manage the North American B2B business. This role will directly lead the B2B sales organization encompassing planning, sales execution, key customer relationships, and growth acceleration across distribution, reseller, corporate, education, healthcare, government, and enterprise channels.

This strong leader will accelerate the B2B business into a scalable, high-performance growth engine through disciplined execution and clear accountability for results. He / she is commercially aggressive, a strong communicator, and a hands-on operator that can turn strategic goals into weekly tasks, deliver measurable results, and drive long-term growth.

B2B Business Ownership

• Assume accountability for meeting B2B revenue, margin, and growth objectives across North America, evaluated monthly, quarterly, and annually.
• Create and execute customized business plans for each customer to meet sales-in and sales-out goals
• Transform strategic priorities into straightforward commercial action plans with quantifiable results
• Lead weekly business reviews focused on forecast, pipeline, risks, recovery actions, and accountability
• Drive urgency and execution discipline across the organization
• Lead the North America B2B sales team, covering distribution, reseller, and vertical market sales
• Set clear KPIs, priorities, and performance standards for all team members
• Coach, develop, and upgrade talent while addressing underperformance decisively
• Build a high-performance culture focused on ownership, accountability, and results

Growth & Demand Generation

• Develop and execute promotions, incentive programs, channel campaigns, and sales acceleration initiatives
• Expand reseller coverage by recruiting, onboarding, activating, and managing productivity
• Increase pipeline opportunities across enterprise, healthcare, education, and government segments
• Drive structured tender management to improve opportunity conversion and win rates
• Monitor distributor inventory, internal stock levels, and market demand to identify sales opportunities
• Create sell-in programs to turn inventory into profit
• Maintain balanced channel inventory and minimize aging stock risks
• Collaborate effectively with Operations and Supply Chain teams to enhance product availability and streamline flow

Key Customer Management

• Manage key partnerships with strategic distributors, VARs, enterprise clients, and public sector customers
• Lead executive business reviews and joint growth planning with key partners
• Negotiate commercial agreements, promotions, and strategic opportunities aligned with company objectives

Cross-functional Leadership

• Collaborate with Marketing, Product Management, Finance, and Operations to ensure alignment of plans and execution
• Coordinate with HQ and global teams on forecasting, business planning, product priorities, and strategic initiatives
• Ensure fast decision-making, strong communication, and cross-functional accountability

QUALIFICATIONS

• Bachelor’s degree required; MBA is preferred
• At least 8 years of B2B commercial leadership in computer hardware, consumer electronics, displays, peripherals, or similar industries
• Proven success driving growth through distribution, reseller, VAR, and enterprise channels in North America
• Strong experience leading sales teams and managing major customer relationships
• Demonstrated ability to translate strategy into execution and deliver measurable results
• Strong commercial acumen in forecasting, pipeline management, promotions, and business planning
• Background in working within matrixed, international companies