Sales Director

Founded in 1983, Kele Inc. is a leading distribution, and solutions partner with national reach and a global presence. Built around our customers and powered by our people, Kele provides millions of in-stock parts from more than 300 brands to drive automation & efficiency in nearly every type of facility, from office towers and factories to data centers and hospitals.

Our goal is to empower progress for maintenance managers, engineers, contractors, and all those building the future. We do this by delivering parts rapidly, providing custom assemblies upstream, and offering unmatched support to ensure projects run smoothly and downtime is minimized.

With 12 locations nationwide and headquarters in Tennessee, Kele combines deep technical expertise, rapid logistics, and a solutions-first mindset to help customers simplify supply chains, meet tight schedules, and deliver high-quality outcomes.

Kele fosters a culture rooted in collaboration, innovation, and customer obsession, empowering associates at every level to contribute, grow, and make a meaningful impact.

 

We are currently hiring for the role of Sales Director.

 

SUMMARY

The Sales Director is a frontline commercial leader responsible for driving revenue growth, margin performance, and customer engagement through direct management of a team of 4–6 Account Managers or Business Development Managers. This role blends strong sales leadership, performance management, and operational excellence to build a high-performing, data-driven sales organization.

This leader will ensure disciplined sales execution, consistent use of CRM and sales processes, accurate forecasting, and ongoing development of the sales team and support Regional Vice Presidents across the country. The Sales Director will collaborate cross-functionally with Marketing, Operations, Sales Operations, Finance, and Product teams to maximize account penetration, deliver superior customer experiences, and align daily sales activity to company strategy.

 

ESSENTIAL DUTIES AND RESPONSBILITIES include the following:

 

Sales Leadership & Team Development

• Lead, mentor, and develop 4–6 direct sales representatives, promoting a culture of accountability, excellence, and continuous improvement.
• Set clear, measurable targets for revenue, margin, pipeline, and customer engagement.
• Conduct regular one-on-ones, account reviews, pipeline inspections, and field coaching sessions.
• Partner with leadership to refine value propositions and help sales reps shift from transactional selling to solution-based selling.

 

Performance Management & Forecasting

• Drive consistent and accurate pipeline management through disciplined CRM usage (Microsoft Dynamics CRM).
• Ensure accurate forecasting and visibility into team performance using standardized metrics and dashboards (Power BI).
• Review sales performance weekly and monthly, implementing coaching plans or corrective action as needed.
• Use win/loss analysis, conversion rates, and performance insights to identify improvement opportunities.

 

Sales Process Execution & Territory Strategy

• Implement standardized sales processes, including territory planning, account planning, customer touchpoint cadence, and pricing/quoting practices.
• Ensure optimal territory coverage, workload balance, and customer prioritization.
• Leverage segmentation and pricing guidance drive profitable growth and margin expansion.
• Reinforce disciplined use of tools and technology for opportunity management and call preparation.

 

Customer Engagement & Growth

• Partner closely with reps to expand relationships within key accounts, increase share of wallet, and identify cross-sell opportunities.
• Collaborate with Marketing on campaigns, lead generation, and customer segmentation initiatives.
• Elevate customer experience by promoting solution-based selling and uncovering end-to-end opportunities.

 

Data, Systems & Sales Operations Alignment

• Promote strong data governance and adoption of CRM, sales dashboards, and reporting tools.
• Utilize analytics to coach reps, evaluate territory performance, and identify growth opportunities.
• Collaborate with Sales Operations on pricing compliance, discounting frameworks, commissions, and credit assignments.

Cross-Functional Collaboration

• Work with Finance to ensure alignment regarding forecasting, budgeting, and margin targets.
• Partner with Product Directors and Marketing to deliver training and support field-level execution.
• Support IT and Sales Operations in driving adoption of new tools, CRM enhancements, and analytics capabilities.

 

Qualifications

• Bachelor’s degree in business, Marketing, Sales, or related field; MBA preferred.
• 8–10+ years of progressive B2B sales or sales leadership experience.
• Proven success leading a team of field sales representatives with strong performance results.
• Expertise in CRM systems (Microsoft Dynamics CRM or Salesforce preferred) and analytics tools such as Power BI.
• Strong understanding of sales processes, territory planning, pricing strategy, and performance management.
• Excellent coaching, communication, and leadership abilities with a collaborative style.
• Data-driven mindset with strong analytical and problem-solving skills.

 

Competencies & Attributes

• Leadership & Accountability – Drives performance, sets expectations, and coaches consistently.
• Data-Driven Decision Making – Uses dashboards, analytics, KPIs, and CRM insights to guide strategy.
• Commercial Acumen – Balances customer value, growth, and profitability.
• Process Discipline – Ensures consistent execution of sales processes and pipeline management.
• Collaboration – Works effectively across Sales, Marketing, Operations, Finance, and IT.
• Change Leadership – Helps shape a culture of continuous improvement and sales excellence.

 

Success Metrics

• Revenue and margin growth vs. plan.
• Pipeline health, accuracy, and forecast reliability.
• CRM usage compliance and data quality.
• Account growth, cross-sell penetration, and customer retention.
• Rep productivity improvements and achievement of individual quotas.
• Pricing compliance and discount discipline.
• Team engagement, development progress, and turnover reduction.

 

Kele Companies offers all full-time associates the following benefits and perks:

• Medical, vision, and dental insurance ​
• HSA
• FSA (medical and dependent care)
• 401(k) with employer match up to 4% with immediate vesting
• Employer-paid short- and long-term disability coverage
• Employer-paid basic life and AD&D insurance; supplemental life for employees and dependents available
• Paid time off and paid holidays
• Tuition reimbursement