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Position Summary
The Director of National Sales is responsible for providing strategic leadership to develop and implement comprehensive sales and channel strategies that are aligned with the overall business objectives of the organization. This key leadership role is focused on expanding Wieland’s presence in the healthcare sector and increasing its market share. The Director achieves this by aligning sales activities with business goals, building and leading high-performing teams, and fostering long-term partnerships with customers and channel partners. Key Responsibilities
Go-to-Market Strategy Development: Collaborate with Marketing and Product Development to create and refine the company’s go-to-market strategy. Ensure that this strategy is aligned across all customer segments and channels to meet the business unit’s revenue growth and profitability goals. Market and Customer Analysis: Define target markets, key segments, and ideal customer profiles by leveraging data and market analysis. Use these insights to guide strategic planning and allocate resources effectively. Sales Strategy Implementation: Analyze market intelligence, customer needs, and competitive trends to develop effective sales strategies. Clearly communicate and implement these strategies with business leaders and staff. Team Leadership: Build and manage a high-performing sales management and sales team. Responsibilities include hiring, training, setting goals, conducting performance reviews, and managing accountability. Territory and Channel Management: Oversee the design of territories and channel strategies to ensure optimal coverage, partner alignment, and scalability for growth. Sales Technology and Enablement: Guide the selection and effective use of sales technologies, enablement tools, and data dashboards to improve decision-making and sales productivity. Acquisition and Market Entry Integration: Lead the integration of acquisitions or entry into new markets, ensuring seamless alignment of sales processes, messaging, and customer experience. Pricing and Product Positioning: Provide strategic direction for pricing, product positioning, and competitive response in close collaboration with Product Development and Finance to maximize margins and market share. Dealer and Distribution Strategy: Lead the dealer/distribution and architect and design strategy to strengthen the company's market positioning. Major Account Oversight: Ensure all major accounts including GPO’s, VA IDIQ, and GSA agreements are secured, communication of contract terms is clear, pricing structures are current and that we comply with all reporting and audit requirements. Channel Performance Optimization: Regularly assess and optimize channel performance to enhance efficiency and profitability. Forecasting and Communication: Provide accurate and timely forecasts and market updates to business leaders to guide strategic planning to achieve our business unit’s goals and customer expectations. Commission and Incentive Programs: Establish commission structures and incentive programs to drive sales performance. New Product Initiatives: Partner with Product Development to guide new product initiatives from concept through to launch. Marketing Collaboration: Work closely with Marketing to define and execute go-to-market strategies, develop programs, and participate in industry conferences and expositions. Brand Representation: Serve as a visible market leader, representing the brand and the company to key stakeholders and customers. Industry Awareness: Stay current on industry and competitive trends to inform strategic decision-making. Leadership Values: Uphold and model the values outlined in the SMC Leadership Guide. Required Qualifications
Bachelor’s degree required (Business or related field preferred); MBA or advanced business education is a plus. 7–10+ years of relevant sales leadership experience, preferably in manufacturing or healthcare markets. Proven ability to develop and execute business strategies that deliver strong financial results. Demonstrated experience managing a large or national sales team, dealer/distributor network, and key account negotiations. Key Attributes For Success
Highly self-motivated and results-driven, with a strong customer orientation. Strategic thinker capable of analyzing complex business scenarios and driving effective actions. Collaborative leader with excellent communication, delegation, and performance management skills. Remains calm and solution-focused under pressure, demonstrating sound judgment in challenging situations. Committed to accountability, team development, and alignment with company values and vision. Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to talk or hear and frequently required to walk and sit. Use of hands and fingers will be required for writing, computer use, and phone use. Work in a manner consistent with standard Sauder safety practices and expectations. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must frequently lift and/or move up to 25 pounds and occasionally lift and/or move more than 80 pounds. Physical Activities would include uncrating, moving and placement of both furniture samples and marketing materials while setting up trade shows or preparing for sales presentations. Up to 20% travel should be expected. Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Encompasses the full spectrum from factory floor to personal offices, to executive board rooms. The noise levels in these work environments are usually low to moderate. However, the work environment while at a customer’s location could vary considerably. Personal protective equipment such as eye protection and ear protection may be required in the shop floor environment. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. Auto req ID
462236BR Minimum Education Required
Bachelors Job_Category
Sales City
New Haven State
Indiana Job Code
Business_Development Sales Affiliate Sponsor
Sauder Manufacturing Co Salary Range
>$100,000 Seniority level
Director Employment type
Full-time Job function
Sales and Business Development
#J-18808-Ljbffr
The Director of National Sales is responsible for providing strategic leadership to develop and implement comprehensive sales and channel strategies that are aligned with the overall business objectives of the organization. This key leadership role is focused on expanding Wieland’s presence in the healthcare sector and increasing its market share. The Director achieves this by aligning sales activities with business goals, building and leading high-performing teams, and fostering long-term partnerships with customers and channel partners. Key Responsibilities
Go-to-Market Strategy Development: Collaborate with Marketing and Product Development to create and refine the company’s go-to-market strategy. Ensure that this strategy is aligned across all customer segments and channels to meet the business unit’s revenue growth and profitability goals. Market and Customer Analysis: Define target markets, key segments, and ideal customer profiles by leveraging data and market analysis. Use these insights to guide strategic planning and allocate resources effectively. Sales Strategy Implementation: Analyze market intelligence, customer needs, and competitive trends to develop effective sales strategies. Clearly communicate and implement these strategies with business leaders and staff. Team Leadership: Build and manage a high-performing sales management and sales team. Responsibilities include hiring, training, setting goals, conducting performance reviews, and managing accountability. Territory and Channel Management: Oversee the design of territories and channel strategies to ensure optimal coverage, partner alignment, and scalability for growth. Sales Technology and Enablement: Guide the selection and effective use of sales technologies, enablement tools, and data dashboards to improve decision-making and sales productivity. Acquisition and Market Entry Integration: Lead the integration of acquisitions or entry into new markets, ensuring seamless alignment of sales processes, messaging, and customer experience. Pricing and Product Positioning: Provide strategic direction for pricing, product positioning, and competitive response in close collaboration with Product Development and Finance to maximize margins and market share. Dealer and Distribution Strategy: Lead the dealer/distribution and architect and design strategy to strengthen the company's market positioning. Major Account Oversight: Ensure all major accounts including GPO’s, VA IDIQ, and GSA agreements are secured, communication of contract terms is clear, pricing structures are current and that we comply with all reporting and audit requirements. Channel Performance Optimization: Regularly assess and optimize channel performance to enhance efficiency and profitability. Forecasting and Communication: Provide accurate and timely forecasts and market updates to business leaders to guide strategic planning to achieve our business unit’s goals and customer expectations. Commission and Incentive Programs: Establish commission structures and incentive programs to drive sales performance. New Product Initiatives: Partner with Product Development to guide new product initiatives from concept through to launch. Marketing Collaboration: Work closely with Marketing to define and execute go-to-market strategies, develop programs, and participate in industry conferences and expositions. Brand Representation: Serve as a visible market leader, representing the brand and the company to key stakeholders and customers. Industry Awareness: Stay current on industry and competitive trends to inform strategic decision-making. Leadership Values: Uphold and model the values outlined in the SMC Leadership Guide. Required Qualifications
Bachelor’s degree required (Business or related field preferred); MBA or advanced business education is a plus. 7–10+ years of relevant sales leadership experience, preferably in manufacturing or healthcare markets. Proven ability to develop and execute business strategies that deliver strong financial results. Demonstrated experience managing a large or national sales team, dealer/distributor network, and key account negotiations. Key Attributes For Success
Highly self-motivated and results-driven, with a strong customer orientation. Strategic thinker capable of analyzing complex business scenarios and driving effective actions. Collaborative leader with excellent communication, delegation, and performance management skills. Remains calm and solution-focused under pressure, demonstrating sound judgment in challenging situations. Committed to accountability, team development, and alignment with company values and vision. Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to talk or hear and frequently required to walk and sit. Use of hands and fingers will be required for writing, computer use, and phone use. Work in a manner consistent with standard Sauder safety practices and expectations. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must frequently lift and/or move up to 25 pounds and occasionally lift and/or move more than 80 pounds. Physical Activities would include uncrating, moving and placement of both furniture samples and marketing materials while setting up trade shows or preparing for sales presentations. Up to 20% travel should be expected. Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Encompasses the full spectrum from factory floor to personal offices, to executive board rooms. The noise levels in these work environments are usually low to moderate. However, the work environment while at a customer’s location could vary considerably. Personal protective equipment such as eye protection and ear protection may be required in the shop floor environment. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. Auto req ID
462236BR Minimum Education Required
Bachelors Job_Category
Sales City
New Haven State
Indiana Job Code
Business_Development Sales Affiliate Sponsor
Sauder Manufacturing Co Salary Range
>$100,000 Seniority level
Director Employment type
Full-time Job function
Sales and Business Development
#J-18808-Ljbffr