Grove Recruit Group
Job DescriptionOur Client is a premier provider of high-quality wire mesh and steel products, serving the material handling and storage industries across North America. With manufacturing facilities in Phoenix, Arizona, and Columbus, Ohio, they offer a comprehensive range of in-stock and custom solutions, including wire mesh decking, dividers, and industrial mesh. Their commitment to operational excellence, safety, and a strong workplace culture has established them as a trusted partner for distributors, system integrators, and retailers nationwide. By controlling the entire manufacturing process and utilizing advanced automation and robotic fabrication, they ensure outstanding quality, consistency, and fast turnaround times for our customers. Their internal motto is "Safety First. Quality Always."All In Compensation: $140,000-$180,000 + Bonus based on profitability + 401k match & Full MedicalLocation: PHX, AZ - 50% Travel Position OverviewWe are seeking a dynamic Director of Sales & Business Development to lead our sales and marketing efforts with a strategic focus on customer segmentation, market expansion, and structured account management. This role will drive profitable growth by developing a clear, measurable strategy for new customer acquisition and market penetration, while strengthening relationships with existing accounts.The ideal candidate will have a proven track record in business development, sales leadership, and marketing alignment within the manufacturing or industrial B2B sector. They must be able to translate market intelligence into actionable strategies, lead a team, and hold sales and marketing accountable to results.Key Responsibilities & Performance Metrics•Develop and execute a structured growth plan aligned with company Annual Goals.•Define a customer segmentation model (current customers, target markets, new opportunities).•Establish a data-driven account management and engagement strategy.•Oversee new business development efforts, targeting new market segments while ensuring alignment with company capabilities.•Lead, mentor, and hold accountable both the Sales Director (existing customer base) and the Marketing Specialist (brand visibility & lead generation).•Provide strategic oversight to ensure sales and marketing efforts are aligned and driving measurable outcomes.•Identify skill gaps and provide training to the sales and account management teams for improved execution.•Increase revenue through a mix of organic growth and new customer acquisition.•Ensure key customers are engaged under the new segmentation & account strategy.•Identify adjacent product opportunities that align with company capabilities and launch at least one new product or market expansion initiative per year.•Align marketing strategies with sales objectives, ensuring that digital, content, and trade marketing efforts drive qualified leads.•Leverage market data, competitive analysis, and AI-driven insights to refine customer targeting and brand positioning.•Track and improve conversion rates from marketing-generated leads to closed sales.Ideal Candidate ProfileQualifications & Experience•8-12 years of experience in sales, business development, or strategic account management within manufacturing, industrial B2B, or engineered products industries.•Proven track record of market expansion, new customer acquisition, and strategic sales growth.•Experience leading cross-functional teams in sales and marketing, ensuring alignment between business development and brand positioning.•Strong understanding of customer segmentation, account management strategies, and structured sales processes.•Experience managing a sales pipeline, from lead generation through deal closing and post-sales engagement.•Ability to develop and execute sales playbooks, ensuring a structured approach to customer engagement.•Familiarity with CRM systems (Salesforce, HubSpot, or similar) and data-driven decision-making.•Bachelor's degree in Business, Marketing, Engineering, or related field (MBA preferred but not required).Personal Attributes & Leadership Qualities•Can see the big picture, align marketing & sales with company goals, and drive long-term growth.•Thrives on measurable success, sets clear KPIs, and is motivated by performance-based incentives.•Capable of leading and developing both seasoned sales professionals and marketing specialists, ensuring each is accountable for growth and execution.•Can identify new market opportunities, anticipate customer needs, and drive customer-focused solutions.•Uses market data, sales trends, and competitive intelligence to shape growth strategies.•Able to engage with key customers, executive leadership, and internal teams to foster collaboration and alignment.•Can roll up their sleeves in a lean environment while also thinking big picture to drive scalable growth.Experience developing and executing a Big Picture Sales planAbility to lead a team and identify a long term plans for IC's (2-3)Create modern marketing plansDeep Understanding of Modern Marketing approach (needs to be current experience)Industrial/Commercial/Distribution BackgroundHands on experience scaling a business/teamCarry a briefcase and bring in customers with revenue of 5-10 million per yearCurrent Revenue carries territories with $4.5-16 million and will need to grow these territoriesNeed to increase total revenue of $56 million to $100 million within a set time frame of 5 yearsInterview Mode:If local - Will go onsite to PHX location to do a round robin style with the current Director of Sales and Operations. Non-local - Microsoft Teams Interview panel - then fly in for onsite