Director of Sales

Job Description:

Position Summary

The Director of Sales is responsible for leading and executing the company’s sales strategy across both dealer and direct sales channels. This role drives revenue growth, market expansion, dealer network development, and sales team performance while ensuring alignment with Wastequip’s strategic, financial, and operational objectives.

The position has direct responsibility for managing the existing dealer network, expanding dealership representation in key markets, and leading regional sales representatives to achieve revenue, EBITDA, and market share goals.

This position can sit out of our Ontario, CA or Salisbury, NC location.

Salary Range: $145,000 - $170,000 (Based on experience) + Commission

Essential Duties and Responsibilities

Sales Strategy & Leadership

• Lead the development and execution of sales strategies that drive growth, profitability, and market expansion.
• Set sales forecasts, territory plans, and performance expectations across dealer and direct channels.
• Stay ahead of market and competitive trends to adjust strategy and ensure continued success.

Dealer Network & Channel Management

• Oversee the performance, development, and support of the national dealer network.
• Recruit and onboard new dealers in strategic markets to strengthen coverage.
• Ensure consistent pricing, product positioning, and brand alignment across all channels.

Sales Team Leadership

• Lead, coach, and develop regional sales representatives to deliver revenue, margin, and market share goals.
• Hire and onboard top sales talent to support growth.
• Provide direct support on key negotiations, customer opportunities, and major deals.

Sales Operations Excellence

• Manage the full sales pipeline with rigor—ensuring transparency, accuracy, and alignment with targets.
• Lead weekly pipeline and KPI reviews to monitor activity levels, forecast accuracy, and deal progression.
• Drive disciplined quote‑to‑order stage management and enforce CRM accuracy.
• Partner with Finance on revenue forecasts and ensure consistent adherence to a structured sales operating rhythm.

Market, Product & Competitive Strategy

• Monitor competitive activity, pricing, and market dynamics to inform go‑to‑market strategy.
• Partner with Product, Engineering, and Marketing on positioning, pricing, and new product ideas.
• Represent the company at industry events, conferences, and customer engagements.

Financial & Business Performance

• Develop and manage the sales budget; monitor expenses and ensure alignment with financial goals.
• Provide regular reporting on sales performance, pipeline trends, market opportunities, and strategic initiatives.
• Evaluate performance against forecast and corporate priorities to ensure execution and accountability.

Cross‑Functional Collaboration & Customer Support

• Partner with internal teams to ensure a seamless customer experience—from onboarding to delivery.
• Coordinate customer training, delivery processes, and dealer collaboration as needed.
• Support cross‑functional initiatives that improve customer success and operational efficiency.

Additional Responsibilities

• Complete other duties as needed to support the business and drive results.

Required Experience and Qualifications

• Bachelor’s degree in Business, Marketing, Engineering, or related field preferred
• 10 or more years of progressive sales experience, including leadership roles
• 5 or more years of experience managing dealer networks and direct sales teams
• Experience in manufacturing, heavy equipment, vocational vehicles, or industrial products strongly preferred
• Proven track record of meeting or exceeding revenue and profitability targets
• Demonstrated ability to develop and execute strategic sales plans and forecasts
• Strong financial acumen, including budget management and performance analysis
• Excellent communication, negotiation, and relationship management skills
• Proven proficiency in sales operations disciplines, including pipeline development and management, revenue forecasting, and KPI governance.
• Demonstrated ability to manage structured quote-to-order processes within CRM systems.
• Experience leading weekly operational cadences such as pipeline reviews, forecast checkpoints, and KPI/business rhythm meetings.
• Strong understanding of sales analytics, dashboard development, and metrics-driven performance improvement.
• Heavy travel required up to 50 - 75% of the time.

Additional Requirements

• Ability to travel as required to support dealers, customers, and industry events
• Proficiency with CRM systems and standard business software
• Ability to work independently in a remote environment while collaborating with cross-functional teams

• Ability to drive a structured operating rhythm and enforce disciplined sales processes across direct and dealer channels.

Company Benefits:

• 2 Medical Plan Options - Base HSA (High Deductible) and Buy-Up

Medical Plans

• Prescription (Rx) Insurance

• Health Savings Account (HSA)

• 2 Dental Plan Options - Base Dental and Buy-Up Dental Plans

• Vision Insurance

• Flexible Spending Accounts (FSA’s)

• Health Care FSA

• Dependent Care FSA

• Company Paid Base Life Insurance

• Company Paid Accident, Death & Dismemberment Insurance

• Company Paid Business Travel Accident Insurance

• Company Paid Disability Insurance

▪ Short-Term Disability (STD) and Base Long-Term Disability (LTD)

Insurance

• Employee Assistance Program (EAP)

• Voluntary Hospital, Accident & Critical Illness (Cancer) Insurance

• 401(K) Retirement Plan with 50% Company Match

• Voluntary Pet Insurance

• Vacation and Personal/Sick Time

• Paid Grandparent Leave

• Paid Bonding Leave

• Adoption Assistance

• Education Assistance (Tuition Reimbursement)

About Wastequip

Wastequip got its start in 1989 with containers and compactors. But, today, we have evolved into so much more than just a manufacturer of high-quality steel containers and compactors. We are the waste industry’s only All-in-One solutions provider – from carts and containers to collect waste to hoists and trash trucks to move the waste to parts, service and technology to keep your operation running smoothly.

While we’re proud to be North America’s leading manufacturer of waste handling equipment, we are equally proud to be a driving force for enhanced sustainability across the waste industry. We are consistently striving to improve our own operations while making it easier for our customers to do the right thing – building a brighter future for all.