Sales Director

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Where is the work

Field-based: Work is conducted on-site at customer locations.

What's in it for you

The Sales Director is responsible for leading the overall sales strategy and commercial performance for a Thermo King dealer organisation. This role oversees both internal and external sales representatives, drives revenue growth across equipment, parts, and service offerings, and ensures strong customer engagement across assigned markets. The Sales Director provides leadership, coaching, and direction to the sales team while partnering with operations, service, parts, finance, and leadership teams to align sales execution with business goals.

Position Reports to:Managing Director

What you will do

• Lead, develop, and manage a team of internal and external sales representatives to achieve sales, margin, and growth objectives.
• Establish and execute the dealer sales strategy for Thermo King products, aftermarket solutions, service programs, and customer support offerings.
• Drive revenue growth across key areas including transport refrigeration equipment, parts, maintenance agreements, service contracts, and related customer solutions.
• Set sales goals, performance expectations, and territory or account strategies for inside and outside sales team members.
• Monitor sales pipeline activity, forecasting accuracy, market trends, and team performance metrics to ensure achievement of business targets.
• Coach, mentor, and develop sales team members through regular performance feedback, training, and field engagement.
• Build and maintain strong relationships with key customers, fleet operators, service partners, and prospective accounts.
• Partner with dealer leadership and cross-functional teams including service, operations, parts, and finance to ensure alignment between customer commitments and operational execution.
• Oversee pricing strategy, proposal development, and major commercial negotiations in support of profitable growth.
• Identify market opportunities, competitive risks, and customer needs to refine sales strategies and expand market share.
• Support recruiting, onboarding, and talent development for internal and external sales roles.
• Ensure use of CRM and related systems for opportunity management, customer tracking, reporting, and forecast management.
• Represent the dealership professionally in customer meetings, industry events, and regional business activities.
• Promote a high-performance, customer-focused sales culture centred on accountability, teamwork, and results.

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What you will bring

• Bachelor’s degree in business, Marketing, Management, or a related field, or equivalent combination of education and experience.
• Progressive experience in sales leadership, business development, account management, or commercial operations.
• Experience managing internal and field-based sales teams.
• Demonstrated success leading sales strategy, revenue growth, and market development initiatives.
• Strong leadership, coaching, and team development skills.
• Excellent communication, negotiation, and presentation abilities.
• Solid financial and business acumen, including pricing, margin management, and forecasting.
• Proficiency with CRM systems, Microsoft Office applications, and sales reporting tools.
• Ability to travel regularly within assigned market areas.

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Experience

• Experience in transport refrigeration, fleet solutions, commercial vehicle industries, or related B2B equipment and service environments is essential.
• Knowledge of Thermo King products, dealer operations, service offerings, and aftermarket sales models.
• Experience supporting customers in distribution, food logistics, cold chain, or refrigerated transportation markets.
• Familiarity with dealer business models, territory sales management, and multi-channel customer engagement.

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Working Conditions

• Office, branch, and field-based work environment depending on customer and business needs.
• Frequent interaction with customers, sales staff, technicians, and dealership leadership.
• Regular local and regional travel required.

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Physical Requirements

• Ability to sit, stand, and travel for extended periods.
• Ability to use standard office technology and communication tools.
• Ability to visit customer and operational sites as needed.

We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.