Sales Director

Western States Oil Company; San Jose (CA); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

Uncapped commission

Car allowance

Profit sharing

Medical, dental, and vision insurance

401(k) with company match

Paid time off and company holidays

Life insurance

Flexible spending account

Employee assistance program

Job summary

Western States Oil is seeking a Sales Director to build and lead a high-performance sales organization in San Jose. You will shape strategy, set performance standards, and drive measurable revenue growth across the field teams, partners, and key accounts.

You will recruit, coach, and develop a team, establish KPIs, and implement a scalable sales process that aligns with operations and finance while protecting margins and customer satisfaction.

Qualifications

• Have successfully managed and developed an outside B2B sales team.
• Built or significantly grew a sales organization.
• Use KPIs and data to identify opportunities, solve performance problems, and make decisions.
• Recruit, coach, motivate, and retain strong sales talent.
• Understand pipelines, forecasting, territory management, CRM discipline, pricing, and profitability.

Responsibilities

• Lead, coach, and develop the entire sales team.
• Establish individual goals, territories, expectations, and performance standards.
• Build a repeatable sales process focused on prospecting, execution, and results.
• Develop compensation plans and incentives that drive profitable growth.
• Improve CRM discipline and pipeline visibility.

Job description

Sales Director – Build and Lead a High-Performance Sales Organization

Western States Oil | San Jose, California | Full-Time | Uncapped Earning Potential

Western States Oil is seeking an accomplished Sales Director to strengthen, develop, and grow our sales organization.

This is a high-impact role for a decisive, strategic sales leader who enjoys building teams, solving problems, establishing clear expectations, and delivering measurable growth. You will have the opportunity to influence our sales strategy, performance standards, talent development, and long-term direction.

What You Will Own

• Lead, coach, and develop the entire sales team.
• Establish individual goals, territories, expectations, and performance standards.
• Build a consistent sales process focused on prospecting, execution, accountability, and results.
• Create and manage meaningful KPIs for sales activity, pipeline development, new accounts, revenue, gross profit, margins, and retention.
• Conduct one-on-one meetings, pipeline reviews, performance evaluations, and field coaching.
• Recruit, hire, onboard, and develop high-performing sales representatives.
• Identify underperforming territories or representatives and implement clear improvement plans.
• Help representatives advance complex opportunities, win larger accounts, and expand existing customer relationships.
• Improve CRM discipline, pipeline visibility, forecasting, and management reporting.
• Partner with ownership, operations, dispatch, purchasing, and customer service to ensure sales commitments are profitable and operationally achievable.
• Develop compensation plans, sales campaigns, and incentives that reward new business and profitable growth.

How Success Will Be Measured

• Qualified prospecting and new opportunities
• New customer acquisition
• Pipeline value and forecast accuracy
• Revenue and gross profit growth
• Account profitability and margin protection
• Growth within existing accounts
• Sales representative development and productivity
• Performance in underdeveloped territories
• CRM usage and management visibility
• Team accountability and execution

Compensation

• Competitive salary based on experience
• Uncapped commission with no ceiling on earning potential
• Car allowance and fuel allowance
• Profit sharing
• Medical, dental, and vision insurance
• 401(k) with company match
• Paid time off and company holidays
• Life insurance
• Flexible spending account
• Employee assistance program

You may be a strong fit if you:

• Have successfully managed and developed an outside B2B sales team.
• Have built, improved, or significantly grew a sales organization.
• Think strategically while remaining close enough to the field to understand what is really happening.
• Use KPIs and data to identify opportunities, solve performance problems, and make decisions.
• Set high standards and are comfortable addressing underperformance directly.
• Know how to recruit, coach, motivate, and retain strong sales talent.
• Understand pipelines, forecasting, territory management, CRM discipline, pricing, and profitability.
• Can balance aggressive growth with margins, delivery costs, service requirements, and customer retention.
• Work well in an entrepreneurial environment with the freedom and responsibility to produce results.

Be prepared to show your results. Strong candidates should be able to provide specific examples of:

• Sales teams they have built or significantly improved
• Salespeople they have recruited and developed
• KPIs and sales systems they have implemented
• Underperforming territories or representatives they have turned around
• Measurable increases in new business, revenue, gross profit, or margins
• Strategic changes they introduced that produced lasting results