Senior Director of Sales – Central Region

Ketchum & Walton Co. • Full-time • 1w ago

What we need: Our ideal Senior Director of Sales candidate is a strategic and influential sales leader who thrives on developing people, growing markets, and delivering measurable business results. They excel at coaching leaders, building high-performing teams, and using data to drive decisions while maintaining strong customer and manufacturer relationships. This individual balances strategic vision with operational execution, inspires accountability, embraces change, and leads with confidence, collaboration, and an ownership mindset. Key Responsibilities

Regional Sales Leadership
- Develop and execute regional sales strategies that drive revenue growth, profitability, and market expansion.
- Lead, coach, and develop Sales Directors and local leadership teams to build high-performing organizations.
- Establish clear performance expectations and accountability through KPIs, CRM metrics, and sales processes.
Business Performance & Operations
- Ensure each office meets or exceeds revenue, gross profit, margin, and operating income objectives.
- Analyze sales, financial, and operational performance to identify trends and implement improvement strategies.
- Support annual budgeting, forecasting, capital planning, and inventory strategies across the region.
Customer & Market Development
- Strengthen relationships with key customers, manufacturers, and strategic partners while expanding market presence.
- Partner with Marketing to develop regional campaigns, lead generation strategies, and customer engagement initiatives.
- Resolve complex customer issues while ensuring an exceptional customer experience across all locations.
Cross-Functional Leadership
- Collaborate with Operations, Finance, HR, Marketing, and Executive Leadership to align regional strategies with organizational priorities.
- Support acquisitions, organizational growth initiatives, and operational integration within the region.
- Champion Ketchum & Walton's culture, core values, and leadership expectations across all offices.
Operational Excellence
- Drive CRM adoption, sales process consistency, and execution of standardized sales methodologies.
- Conduct regular office visits to coach teams, evaluate performance, and identify opportunities for improvement.
- Develop presentations, training materials, and best practices that strengthen sales capabilities across the region.
Success Metrics / KPIs
- Regional revenue growth and net income performance
- Gross profit dollars and gross profit margin achievement
- Year-over-year regional growth
- CRM adoption and sales process effectiveness
- Leadership development and team performance
- Customer satisfaction, retention, and market growth
- Bonus potential based on:
  - Regional Gross Profit Sales Goals
  - Regional Gross Profit Margin %
  - Year-over-Year Growth %
  - Regional Net Income Performance
- Other duties as assigned

What you need: Minimum Qualifications

High school diploma or equivalent required.
Bachelor's degree required.

10+ years of technical sales, sales management, or executive sales leadership experience.
Demonstrated success driving revenue growth, profitability, and market expansion across multiple locations.
Strong financial acumen with experience managing budgets, forecasts, KPIs, and operational performance.
Technical aptitude; HVAC, IAQ, acoustics, or related industry experience preferred.
Exceptional leadership, coaching, communication, and relationship-building skills.
Experience with CRM systems, sales analytics, and performance management tools.
Strong strategic planning, business development, and market analysis capabilities.
Ability to travel 50–60% throughout the assigned region.

Reports to: VP of Sales Status: Full-Time, onsite Job Class: Exempt Annual Base Pay Range*: $165,000-$190,000 *Compensation Disclosure: The salary range provided reflects the expected compensation for this role at the time of posting. Placement within the range depends on several factors, including relevant experience, education, specialized skills, certifications, market conditions, and internal equity. We are proud to be 100% employee-owned (ESOP) and committed to investing in our people. Our team members enjoy an extensive benefits package, including:

Annual contribution into ESOP account
100% employer-paid healthcare premiums
Biannual bonus opportunities
Paid time off, holidays, and leaves
401(k) retirement plan
And more!

Ketchum & Walton is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Employment decisions are based on qualifications, merit, and business need—regardless of race, religion, color, sex, gender identity, sexual orientation, age, disability, national origin, veteran status, or any other protected status under applicable law. Please note: We are not engaging with recruiting agencies for this position and will not respond to agency inquiries Position Location

Cleveland, Cincinnati, Columbus, OH; Nashville, TN; Indianapolis, IN

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