Sales Director- Industrial

Mayhew Tools; Montague (MA); On-site; USD 104,000 - 169,000; Full time

Benefits offered by this job

Health and disability insurance

401(k) match

Flexible spending accounts

EAP

Education assistance

Parental leave

Paid time off

Company-paid holidays

Job summary

Mayhew Tools is seeking a Director of Industrial Sales to drive revenue growth through an independent network of manufacturer representatives and distributors. You will collaborate with the VP of Sales & Marketing to execute territory strategies, expand market share, and develop key accounts.

The role demands 5+ years in industrial sales, strong leadership, and experience with indirect channels. Expect ~50% travel and a competitive salary range in Massachusetts with comprehensive benefits.

Qualifications

• Bachelor’s degree required.
• Minimum five years of industrial sales, business development, or related commercial experience with a record of achieving sales objectives.
• Sales leadership or independent representative agency management experience preferred.
• Experience with industrial distributors, manufacturer representative agencies, buying groups, or other indirect channels preferred.
• Formal sales training, professional development, or leadership training preferred.

Responsibilities

• Achieve assigned revenue, profitability, and sales growth objectives in alignment with the division’s overall sales plan.
• Develop and execute territory strategies that expand market share, deepen customer relationships, and support sustainable growth.
• Drive sales of new and existing products through product expansion, competitive conversions, and value-based selling.
• Identify and pursue new business across assigned territories, accounts, buying groups, and distribution channels.
• Develop account plans with representative agencies for key customers, including growth objectives, sales opportunities, and action plans.
• Monitor sales performance and key business indicators, identify gaps against established goals, and implement corrective actions as needed.
• Build and maintain productive relationships with manufacturer representative agencies, distributors, and key customers throughout the territory.
• Coach representative agencies to strengthen customer relationships, expand accounts, identify opportunities, and communicate Mayhew’s value proposition.
• Establish clear performance expectations and collaborate with representative agencies to achieve territory sales objectives.
• Evaluate agency performance, coverage, and market effectiveness to improve channel productivity and results.
• Participate in recruitment, evaluation, and selection of representative agencies to strengthen market coverage and sales capabilities.
• Manage buying group relationships, programs, and promotions to support sales growth and improve market penetration.
• Monitor market trends, competitors, pricing, and distribution programs; provide findings and recommendations to the VP of Sales & Marketing.
• Contribute to annual sales planning, budgeting, and forecasting by providing territory insights, sales projections, and market intelligence.
• Share customer feedback, emerging market needs, and competitive insights to support new product development and product positioning.
• Identify opportunities to improve sales processes, channel effectiveness, customer engagement, and overall commercial performance.
• Collaborate across departments to address customer needs, resolve business challenges, and execute sales initiatives.
• Provide sales insights, content, and recommendations to support marketing programs, brand strategy, and social media initiatives.
• Represent Mayhew at local and national trade shows, industry events, and other customer-facing activities as required.
• Demonstrate Mayhew’s values through constructive problem-solving, continuous improvement, collaboration, and professional customer service.
• Undertake special projects and additional responsibilities as assigned by management.

Skills

Sales leadership

Channel development

Coaching

Business acumen

Analytics

Communication

Relationship building

Organization

Tech proficiency

Collaboration

Education

Bachelor’s degree

Tools

Power BI

MS Office

Job description

The Director of Industrial Sales drives revenue growth, profitability, market share, and customer development within Mayhew’s industrial channel by leading an independent network of manufacturer representative agencies and distributor partners. In collaboration with the Vice President of Sales & Marketing and cross-functional teams, the Director executes territory strategies, strengthens channel partnerships, develops new business, supports product adoption, and contributes to sales planning, forecasting, market analysis, and product development. The ideal candidate is a results-oriented industrial sales professional with proven business development, analytical, and relationship-building skills and a record of delivering profitable, sustainable growth.

Essential Duties And Responsibilities

Sales Strategy and Business Growth

• Achieve assigned revenue, profitability, and sales growth objectives in alignment with the division’s overall sales plan.
• Develop and execute territory strategies that expand market share, deepen customer relationships, and support sustainable growth.
• Drive sales of new and existing products through product expansion, competitive conversions, and valuebased selling.
• Identify and pursue new business across assigned territories, accounts, buying groups, and distribution channels.
• Develop account plans with representative agencies for key customers, including growth objectives, sales opportunities, and action plans.
• Monitor sales performance and key business indicators, identify gaps against established goals, and implement corrective actions as needed.

Representative Agency and Distributor Management

• Build and maintain productive relationships with manufacturer representative agencies, distributors, and key customers throughout the assigned territory.
• Coach representative agencies to strengthen customer relationships, expand accounts, identify opportunities, and communicate Mayhew’s value proposition.
• Establish clear performance expectations and collaborate with representative agencies to achieve territory sales objectives.
• Evaluate agency performance, coverage, and market effectiveness to improve channel productivity and results.
• Participate in the recruitment, evaluation, and selection of manufacturer representative agencies to strengthen market coverage and sales capabilities.
• Manage buying group relationships, programs, and promotions to support sales growth and improve market penetration.

Market Intelligence and Strategic Planning

• Monitor market trends, competitors, pricing, and distribution programs; provide findings and recommendations to the Vice President of Sales & Marketing.
• Contribute to annual sales planning, budgeting, and forecasting by providing territory insights, sales projections, and market intelligence.
• Share customer feedback, emerging market needs, and competitive insights to support new product development and product positioning.
• Identify opportunities to improve sales processes, channel effectiveness, customer engagement, and overall commercial performance.

Cross-Functional Collaboration and Brand Support

• Collaborate across departments to address customer needs, resolve business challenges, and execute sales initiatives.
• Provide sales insights, content, and recommendations to support marketing programs, brand strategy, and social media initiatives, as requested.
• Represent Mayhew at local and national trade shows, industry events, and other customerfacing activities as required.
• Demonstrate Mayhew’s values through constructive problemsolving, continuous improvement, collaboration, and professional customer service.
• Undertake special projects and additional responsibilities as assigned by management.

Qualifications: Knowledge, Skills, and Experience

Education and Experience

• Bachelor’s degree required.
• Minimum five years of industrial sales, business development, or related commercial experience with a record of achieving sales objectives.
• Sales leadership or independent representative agency management experience preferred.
• Experience with industrial distributors, manufacturer representative agencies, buying groups, or other indirect channels preferred.
• Formal sales training, professional development, or leadership training preferred.

Core Competencies

• Sales Leadership and Execution: Develop and execute strategies, generate business, negotiate, close sales, and achieve revenue and profitability targets.
• Channel Development: Ability to build, manage, and strengthen relationships with independent representative agencies, distributors, and key customers.
• Coaching and Influence: Ability to motivate, mentor, and influence external sales partners to improve performance and achieve shared objectives.
• Business Acumen: Understanding of profitability, pricing, return on investment, key performance indicators, and sales analysis.
• Analytical and ProblemSolving Skills: Ability to interpret sales data, evaluate market conditions, identify opportunities, and develop practical solutions.
• Communication and Presentation: Strong verbal, written, negotiation, and presentation skills across internal and external audiences.
• Relationship Building: Strong networking and interpersonal skills, with the ability to establish credibility and maintain productive working relationships.
• Organization and Accountability: Strong planning, time management, and organizational skills, with the ability to prioritize competing demands and work independently.
• Technology Proficiency: Familiarity with Power Bi and proficiency in Microsoft Word, Excel, PowerPoint, and email.
• Collaboration and Professionalism: Demonstrated leadership, sound judgment, adaptability, and the ability to work effectively as part of a crossfunctional team.

Travel Requirements

Approximately 50% travel is required to support agencies, distributors, customers, trade show and other business activities.

In compliance with pay transparency requirements, the salary range for this role in Massachusetts is $104,000.00-169,000.00. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to experience and geographic location.

Mayhew Steel Products Com also offers a variety of benefits, including

• health and disability insurance
• 401(k) match
• flexible spending accounts
• EAP
• education assistance
• parental leave
• paid time off
• company-paid holidays

The specific programs and options available to an employee may vary depending on date of hire, schedule type.