Director of Sales - West

Carboline; Utah; On-site; USD 140,000 - 210,000; Full time

Job summary

Carboline is seeking a Director of Sales to lead our Western U.S. multi-state territory. You will oversee sales operations, develop talent, expand market share, and drive revenue and profitability while collaborating across the organization to execute growth strategies.

You will guide a team of sales professionals, cultivate key customer relationships, and identify new business opportunities, traveling as needed to support strategic accounts and major projects.

Qualifications

• Requires 2+ years of sales experience in business, engineering, or technical fields or 5+ years in professional sales.
• 2+ years of supervisory, leadership, or management experience.
• Valid driver's license required.

Responsibilities

• Recruit, hire, develop, retain, coach, mentor, and evaluate a high-performing sales team across a multi-state region.
• Conduct field travel with sales reps to support strategic accounts and opportunities.
• Develop and execute regional sales strategies to drive revenue growth and profitability.
• Identify market trends, customer needs, and competitive opportunities to strengthen market position.
• Build and maintain relationships with key customers, contractors, owners, distributors, and industry influencers.
• Manage major accounts and high-value projects to support growth and customer satisfaction.
• Coordinate product demonstrations, trials, and evaluations to win projects and foster long-term partnerships.
• Oversee regional financial performance including sales, budgets, AR, and inventory.

Skills

Sales experience

Leadership

Travel readiness

Education

Bachelor's or Master's in Business/Engineering/Technical field

Job description

Carboline is seeking a Director of Sales to lead our multi-state territory covering the Western, U.S., leading sales operations, developing talent, expanding market share, and achieving ambitious revenue and profitability goals. In this role, you will provide leadership to a team of sales professionals, cultivate key customer relationships, identify new business opportunities, and collaborate across the organization to execute growth strategies.

• Bachelor's or Master's degree in Business, Engineering, Technical Discipline, or related field with 2+ years of sales experience; OR Minimum 5+ years of professional sales experience
• 2+ years of supervisory, leadership, or management experience
• Valid driver's license required

Physical Requirements:

• Minimal physical activity required
• Occasionally lift up to 50 lbs.
• Extended computer usage, up to 8 hours per day
• Occasional exposure to various chemicals
• Approximately 50% travel, including overnight travel as needed

Essential Functions:

• Recruit, hire, develop, retain, coach, mentor, and evaluate a high-performing team of sales representatives; assign accounts, direct sales activities, and drive individual and team performance to achieve regional revenue and profitability objectives.
• Conduct regular field travel with sales representatives to support strategic accounts, project opportunities, and professional development.
• Develop and execute regional sales strategies that drive revenue growth, market expansion, and profitability.
• Identify emerging market trends, customer needs, and competitive opportunities to strengthen Carboline's market position.
• Build and maintain strong relationships with key customers, contractors, owners, distributors, and industry influencers throughout the region.
• Maintain direct involvement with major accounts and high-value projects to support growth and customer satisfaction.
• Negotiate approved contracts and support strategic business development initiatives.
• Review customer requirements and recommend products, solutions, or enhancements that address their needs and create value.
• Coordinate product demonstrations, trials, and customer evaluations to support project wins and long-term partnerships.
• Manage all aspects of regional financial performance, including sales, profitability, budgets, accounts receivable, and consigned inventory.
• Develop annual operating plans and budgets to achieve sales and profit goals.
• Utilize Salesforce to manage opportunities, forecasts, specifications, target accounts, and sales activity.
• Provide sales forecasting and market intelligence to support warehouse and distribution planning.
• Partner closely with Marketing, Technical Service, R&D, Operations, Finance, and Customer Service teams to support customer needs and business objectives.
• Leverage corporate resources to maximize regional performance and deliver innovative customer solutions.
• Resolve account, commission, service, and operational issues in collaboration with internal stakeholders.
• Support new product launches, strategic initiatives, and continuous improvement efforts across the organization.
• Ensure customers receive exceptional service and support throughout the sales process.
• Demonstrate a strong commitment to Carboline's safety, quality, and operational excellence programs.

Who We Are:

Carboline is a St. Louis-based coatings manufacturer with a global reach. The company, founded in 1947, produces high-quality performance coatings, linings, and fireproofing products in more than 20 manufacturing facilities around the world. Carboline has been ranked a top workplace, so culture and maintaining a safe and clean work environment is something we take very seriously.

Carboline is part of RPM International Inc., a $7.6 billion, multinational company with subsidiaries that are world leaders in specialty coatings, sealants, building materials and related services. From homes and workplaces to infrastructure and precious landmarks, RPM’s market-leading brands are trusted by consumers and professionals alike to help build a better world. If you want to be part of a growing global organization with opportunity for growth, we would like to meet you.

What We Offer:

We offer a team atmosphere that fosters cooperation and creativity; a management team committed to employee development and an environment where people are empowered to make decisions. Our career opportunities offer unlimited earnings potential, and our comprehensive benefits package is among the best in the industry which includes affordable benefits, a company match 401K plan and a retirement pension plan.

Carboline is an Equal Opportunity Employer that values the strength diversity brings to the workplace. Individuals with Disabilities and Protected Veterans are encouraged to apply.

“In order to be the best, we must hire the best.”