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Director of Sales Job Description: Top Duties and Qualifications

Last updated: December 10, 2022

A Director of Sales, or Sales Director, manages and oversees the sales operations in an organization. Their main duties include designing plans to meet sales targets, developing and cultivating relationships with clients and evaluating costs to determine their products’ pricing when selling to customers.

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Director of Sales duties and responsibilities 

Directors of Sales manage and oversee the sales of a company. They often have the following responsibilities: 

  • Develop and execute strategic plans to achieve sales targets.
  • Create and communicate sales goals and ensure C-level executives are informed on the progress of those goals.
  • Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs.
  • Understand industry-specific trends and landscapes.
  • Effectively communicate value propositions through presentations and proposals.
  • Report on forces that shift strategic directions of accounts and tactical budgets.
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Director of Sales Job Description Examples

Example 1

Disaster Response is a dynamic restoration company with offices throughout the state of Idaho and Washington. We care about our employees, our customers, and our culture.

We are looking for a dynamic Director of Sales and Marketingto help us meet and exceed our goals through various strategies. The successful candidate must live in or, be willing to relocate to one of these areas: Boise, McCall, or Post Falls Idaho

Reporting positions include a team of sales representatives and a creative director.

As Director of Sales and Marketing, you will direct and be responsible for all aspects of business development, sales, marketing, SEO, social media, and more, as well as budget oversight and the development and execution of yearly sales and marketing plans.

Education and Experience Required:

Bachelor’s degree in business, marketing, or related field required, with Five (5) to seven (7) years of relevant experience, including three (3) years of management experience.

-Industry Experience

-Supply Professional references

-Sales minded

-Understands and effectively applies the concepts of differentiation and adding value.

-Knows customer markets and the issues and challenges they face and can translate that information into useful selling strategies.

-Builds long term relationships that drive increased revenue and demand for services

-Strong computer competency

-Adept communicator both written and verbal

-Expert level understanding of marketing

-Knowledge in Google AdWords, SEO, PPC, social media

-Manage and train employees

If you are ready to be part of our team please apply and send in your resume.

Job Type: Full-time

Benefits:
  • 401(k) matching
  • Dental insurance
  • Employee assistance program
  • Health insurance
  • Life insurance
  • Paid time off
  • Vision insurance
    Schedule:
  • Monday to Friday
    Supplemental pay types:
  • Bonus pay

    Work Location: One location

    • Example 2

    As Task Force Director of Sales, you will serve as the acting/interim Director of Sales in multiple capacities based on the needs of the hotels/company. Within this role, hotel specific duties include and are not limited to, generating optimal top line revenues through solicitation and strong closing acumen of project, LNR and group opportunities. This individual will also be responsible for developing and managing specific local, regional, and national accounts within Peachtree Hospitality Management (PHM) hotel markets when needed.

    This role is based on 80%+ travel including weekend overnights. It’s a remote-based opportunity, preferable close to a major city/airport location.

    Essential functions:

    Hotel Specific
  • Provide DOS support upon property DOS vacancy with in-person and/or virtual sales support
  • Solicit local demand drivers
  • Shift-share from competitors
  • Develop target account lists, saturating and penetrating each through proactive solicitation
  • Respond to group and BT leads through all lead channels
  • Provide weekly recap to GM, RDOS and VP of Sales

    Priority Markets
  • Support current sales efforts in proactive capacity
  • Identify current and upcoming project opportunities
  • Deep dive current / target accounts for further saturation
  • Provide weekly recap to VP of Sales and appropriate RDOS

    Account Specific
  • Develop and Enhance relationships with major client accounts
  • Identify accounts / projects / groups that have potential demand in two or more PHM markets
  • When business goes definite at a specific hotel, work as liaison between hotel and client to ensure flawless execution thus positioning PHM hotels for future opportunities
  • Provide weekly recap to VP of Sales, Sr VP of Revenue Generation and President
  • Attain an in-depth understanding of the financial goals for each assigned hotel and market
  • Participate in each hotels’ Revenue Strategy Meeting
  • Participate in each hotels’ retail and negotiated pricing decisions
  • Train Guest Service Representatives to generate sales leads from in-house guests, walk-ins and phone inquiries
  • Uncover information about competitor hotel client base and devote sales time to moving appropriate business to PHM hotels

    Travel required:
  • 80%+ travel including weekend overnights. It’s a remote-based opportunity, preferable close to a major city/airport location.

    Education and experience:
  • Minimum 3 years of hotel sales experience required – extended stay a plus
  • Minimum 3 years outside sales experience
  • Experience in management or selling of multiple hotels and/or multiple brand experience (Hilton, Marriott)
  • Self-motivated with strong time management skills, keen abilities to set and achieve priorities.
  • Strong problem-solving skills, ability to effectively manage multiple tasks simultaneously, function well under pressure, delegate effectively, ability to remain positive and constructive under stress
  • Must possess a valid driver’s license and have reliable transportation
  • Ability to collaborate with Sales, Operations, and Revenue Management to increase revenue in assigned hotels
  • Ability to develop sales strategy, hotel growth and details action plans for assigned hotels

    Job Type: Full-time

    Pay: $70,000.00 - $80,000.00 per year

    Benefits:
  • 401(k)
  • 401(k) matching
  • Cell phone reimbursement
  • Dental insurance
  • Employee assistance program
  • Employee discount
  • Health insurance
  • Health savings account
  • Life insurance
  • Paid time off
  • Vision insurance
    Supplemental Pay:
  • Bonus pay

    Willingness to travel:
  • 75% Location: Remote

    • Example 3

    Banyan Medical Systems, Inc. is headquartered in Omaha, Nebraska. We design, develop, produce, sell, and support custom Healthcare IT solutions. Our work focuses on the integration of real-time data streams in support of providing care givers, patients, and family members access to coordinated, holistic care information. We currently offer configurable solutions for procedural area integration (e.g. operating rooms), fall prevention, virtual nursing, and multi-source audio/video collaboration. In addition, we offer scalable custom solutions for addressing room to enterprise level collaboration needs. Banyan Medical Systems is an innovative Healthcare IT integrator looking for dynamic, energetic, accountable, and highly self-motivated individuals to join our team.

    Summary

    Banyan Medical Systems is seeking a Director of Sales to lead and oversee the sales organization.

    Primary Responsibilities
  • Develop, execute and report on sales strategy, ensuring the strategic objectives are well understood and delivered by the team. Responsible for all aspects of launch.
  • Impact the profitability of the company through strategic and tactical sales management and new market launches.
  • Actively contribute to establishing budgets, sales pipeline, reporting and forecasting on a quarterly and fiscal year basis.
  • Ensure that all Banyan markets are reaching their full revenue potential as outlined in annual budget. Develop product offerings based on market and client needs.
  • Must demonstrate solid listening skills and a consultative sales approach, with proven ability to identify and build relationships with C-Level executives and key decision makers.
  • Highly self-motivated, with the ability to work independently, attend to detail and generate results in a fast-paced environment
  • Outstanding writing and presentation skills, with an intermediate knowledge of Microsoft Office, including Word, Excel and PowerPoint. Position require external client interaction. Must have the ability to accommodate travel to client sites and industry events.
  • Must be flexible, detailed, team-oriented and committed to doing an outstanding job.

    Knowledge and Skill Requirements
  • Highly motivated and accustomed to performing and meeting as.
  • Experience in managing and forecasting a sales pipeline.
  • Proven experience with audience development, ideally with a track record of managing a multi-million-dollar P&L
  • Demonstrated ability to set aggressive goals and objectives, bring multiple parties together, and drive a cross-functional team to achieve results.
  • Able to accurately handle multiple tasks and projects in a fast-paced environment.
  • Ability to be flexible and responsive in a demanding, fun and supportive environment.
  • Able to be a catalyst for change in the organization.
  • Decisive with a bias towards action.

    Education and Experience
  • Minimum BS/BA degree
  • Minimum eight-years proven experience managing and motivating a local and remote sales team.

    Please note- We genuinely appreciate your interest in employment with Banyan Medical Systems, however due to the volume of applications that we receive, we can only respond to the most qualified candidates.

    Job Type: Full-time

    Pay: $70,000.00 - $120,000.00 per year

    Benefits:
  • 401(k)
  • 401(k) matching
  • Dental insurance
  • Employee assistance program
  • Health insurance
  • Life insurance
  • Paid time off
  • Paid training
  • Tuition reimbursement
  • Vision insurance
    Schedule:
  • Monday to Friday
    Supplemental Pay:
  • Commission pay

    Ability to commute/relocate:
  • Omaha, NE 68127: Reliably commute or planning to relocate before starting work (Required)

    Willingness to travel:
  • 50% Location: One location

    • Example 4

    Director of Sales

    We are seeking a talented individual for a Director of Sales role at Paul Logistics. This individual will be responsible for identifying and developing a Dry Van, Reefer, and Flatbed customer base. This position will be responsible for prospecting and developing new business opportunities for Paul Logistics through providing customer-centric solutions. This role serves in a sales capacity and communicates with both customer and carrier contacts.

    Essential Duties
  • Successfully solicit and secure new customers
  • Maintain relationships with customers by providing support, information, and guidance.
  • Pursue new opportunities, identify service improvements, and implement profit enhancements.
  • Build and continuously improve a customer base of modally diverse brokerage customers.
  • Identify and build relationships with all decision makers, key contacts, and stakeholders during and after the sales process.
  • Incorporate and orchestrate the internal resources required to successfully secure new brokerage customers.
  • Use current pricing tools and follow internal processes to secure pricing for all large bids, opportunities,
  • Utilize current TMS, CMR, and sales research tools to secure and document interaction with all sales pursuits.
  • Partner with and positively impact our current sales, capacity, account, and leadership teams.
  • Remain current on industry trends, market activities, governmental regulations, and competitive landscape.
  • Leverage all external and internal partners to generate sales pipeline and enhance sales opportunities with both new and existing accounts.
  • Interpret and evaluate pricing and contracts to ensure proper adherence, mitigate exposure, and eliminate risk, while achieving expected profit margins.
  • Participate and possibly coordinate quarterly (when necessary) and annual reviews with current customers.
  • Performs other responsibilities and duties as needed
  • Travel as needed

    Required Qualifications
  • Minimum of 3 years of successful industry sales experience in transportation.
  • Bachelor’s degree with a concentration in marketing, professional sales, or related curriculum.

    Preferred Qualifications

  • Successful sales experience in 3PL/brokerage environment
  • Presentation and negotiation skills
  • Mcleod Software experience preferred
  • Knowledge of brokerage pricing and current pricing tools.
  • Strong communication skills, ability to influence, demonstrate sound business judgement
  • Superior customer service and relationship-building skills
  • Self-motivated, competitive team-player with a huge desire to WIN

    Benefits

    We are proud to offer a top-tier benefits package, including medical, dental, vision, life insurance, prescription drug coverage, fsa paid holidays and paid time off (PTO), 401K as well as a broad range of career development opportunities.

    We are proud to be an Equal Opportunity Employer. We support a working environment that provides qualified employees and applicants with equal employment opportunity on a non-discriminatory basis without regard to race, color, creed, age, religion, gender (including pregnancy, gender identification and/or gender nonconformity) sexual orientation, marital status, national origin, ancestry, ethnicity, genetic information, physical or mental disability, citizenship, past, current or prospective service in the uniformed services or any other basis prohibited by federal, state, or local law.

    Job Type: Full-time

    Pay: $65,000.00 - $160,379.34 per year

    Benefits:
  • 401(k)
  • Dental insurance
  • Flexible schedule
  • Health insurance
  • Paid time off
  • Vision insurance
    Schedule:
  • 8 hour shift
    Supplemental Pay:
  • Bonus pay

    Ability to commute/relocate:
  • Birmingham, AL: Reliably commute or planning to relocate before starting work (Preferred)

    Experience:
  • Sales (Logistics): 1 year Location: One location

    • Example 5

    The DoubleTree Augusta is seeking a Director of Sales. The person will oversee the Sales Department including the management of three Sales Managers within the department. In addition, the Director of Sales will be responsible for the overall sales successes of the hotel including securing new accounts, maintaining current accounts, and positioning the hotel to maximize on profitability all while delivering memorable moments to guest and clients.

    Essential Duties and Responsibilitiesinclude the following. Other duties may be assigned.

  • Maintain complete knowledge of any and comply with all Singh Investment Group, franchise and hotel/department policies, and procedures.
  • Must have a detailed understanding of the property, sells the benefits and amenities of the hotel.
  • Review daily status of business, schedules, priority assignments, booking and all information pertinent to the department operation
  • Motivate, coach and train team members, set goals and hold team members accountable, and provide feedback, rewards, and recognition.
  • Prepare action plans by individuals as well as by team for effective search of sales leads and prospects.
  • Accurately report month-end, year to date room night and revenue accounts for revenue increasing opportunities, possible action plans, and goal setting.
  • Create and conduct proposal presentations and RFP responses.
  • Actively solicit and book business following hotel standards
  • Suggestively sell hotel features and benefits to meet clients’ needs and maximize revenues
  • Plan and conduct monthly, weekly, and/or daily departmental meetings as well as attending weekly Revenue Management meetings.
  • Adhere to all accounting policies regarding billing procedures for clients
  • Establish client base of organizations, associations, and corporate businesses through direct outside and inside sales effort
  • Negotiate guest room rates, meeting room rental, function space, and hotel services within approved booking guidelines.
  • Attend and represent the organization at trade shows, conventions and other local events or networking opportunities.
  • Maintain high visibility in the surrounding community and in the hospitality community
  • Maintain efficient sales office procedures for productive use of staff time and ensure the maintenance of accurate and updated account files and follow-up procedures.
  • Works closely with Revenue Management team ensuring effective rates, driving RevPAR growth.

    Experience

  • Minimum (3) years working in Sales & Marketing or Hospitality Sales
  • Minimum (2) years of Managing Employees
  • Knowledge of property management systems, (Delphi, OnQ, R&I)
  • Very knowledgeable in all Microsoft Suite applications especially Excel

    Job Type: Full-time

    Benefits:
  • 401(k) matching
  • Cell phone reimbursement
  • Dental insurance
  • Employee discount
  • Health insurance
  • Life insurance
  • Paid time off
  • Vision insurance
    Schedule:
  • 8 hour shift
  • Monday to Friday

    Ability to commute/relocate:
  • Augusta, GA 30909: Reliably commute or planning to relocate before starting work (Required)

    Willingness to travel:
  • 25% Location: One location

    • What does a Director of Sales do? 

    A Director of Sales is the head of a company’s sales department. They lead the sales team by developing and implementing sales plans to increase the company’s profit and motivating their employees to hit these sales goals. Directors of Sales also conduct research on the competition and supply and demand costs to determine how much their products are worth. This helps them develop reasonable product pricing that fits within the customer’s budget and brings in a great profit. 

    At the end of the month or quarter, the Director of Sales drafts a report and presents on it to the executive team. They’ll use the leadership team’s feedback to add adjustments and improvements to their current sales target strategies.

    Director of Sales skills and qualifications 

    Directors of Sales use a variety of soft skills and industry knowledge to manage their duties effectively. These skills can include: 

    • Excellent written and verbal communications skills
    • Proven ability to drive the sales process from start to finish
    • Excellent listening, negotiation and presentation skills
    • Proven ability to articulate the distinct aspects of services and products
    • Knowledge of how to develop client-focused, differentiated and achievable solutions
    • Understanding of how to position products against competitors

    Director of Sales salary expectations 

    A Director of Sales makes an average of $117,790 per year. Salary may depend on a candidate’s education, experience level and geographical location. 

    Director of Sales education and training requirements 

    Most employers require Directors of Sales to have a minimum of a bachelor’s degree in a relevant field such as marketing or business administration. Some employers may prefer candidates with a Master of Business Administration (MBA) degree. Completion of an MBA program demonstrates a candidate’s knowledge of concepts in sales management and strategic operations. While prior industry knowledge is helpful, employers can provide some degree of company training during onboarding to help the Director of Sales understand the specific needs of the role in a particular industry.

    Director of Sales experience requirements 

    Directors of Sales typically have 7 to 10 years of sales experience in an executive-level position such as a Sales Manager, Marketing Director or similar role. These professionals may have gained relevant training and knowledge of the field during their degree. Any relevant experience in a leadership or managerial position is helpful.

    Job description samples for similar positions 

    If you’re writing a job description for a related position to the Director of Sales, see our job descriptions for similar roles:

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    Frequently asked questions about Directors of Sales

     

    Who reports to a Director of Sales?

    The Sales Manager reports to the Director of Sales. They work directly with the sales employees and report any updates or concerns about the sales’ team’s performance to the Director of Sales. The Director of Sales usually works closely with the executive team to determine the sales needs for the company and provides any high-level announcements or important sales information to the Sales Manager, who then relays these details to the sales team. 

     

    What's the difference between a Director of Sales and a Sales Manager?

    The Director of Sales and Sales Manager both oversee the performance of the sales team, but still have different responsibilities in their roles. Directors of Sales often work above Sales Managers, completing high-level tasks that keep the sales team productive and efficient. 

    Sales Managers usually work closely with the sales team each day, providing hands-on training, recruiting and assistance as needed to build a strong sales team. The Director of Sales is responsible for the entire sales department and works with leadership to develop sales strategies that the Sales Manager and their team must follow. 

     

    What makes a good Director of Sales?

    A good Director of Sales is great at communicating and listening to the needs of many parties, including the sales team, Sales Manager, executive members and customers. They should also be self-motivated and committed to setting and reaching sales targets that increase the company’s profits and boost performance. Directors of Sales should have extensive experience working in sales to develop a strong knowledge for how the sales department operates, which helps them build achievable and impressive sales strategies for their sales team to hit.  

     

    Do Directors of Sales have different responsibilities in different industries?

    Most Directors of Sales share similar responsibilities wherever they choose to work, but must have advanced knowledge on that specific industry to help them effectively understand their product and the customers’ wants and needs. 

    Directors of Sales in the medical industry travel to different hospitals and healthcare facilities selling medical tools and equipments to Office Managers according to the facilities’ needs and specialties. Some Directors of Sales work in retail, developing strategies and plans to sell products directly to consumers. Others work in business-to-business industries, selling a service or product to other organizations and establishing long-term relationships with them.  

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