Director of Sales

To keep up with our growth, we are seeking a Director of Sales who will be responsible for building and leading a high-performing sales organization that delivers profitable, sustainable growth for RPH. This role owns the sales strategy, annual and quarterly planning, pipeline health, performance management, and execution across direct sales and a nationwide network of third-party manufacturer representative firms. Must have experience existing industry relationships across target stakeholders (A/E firms, owners, GCs, specialty contractors).

This role is a full time, salaried role that directly reports to the General Manager. This role will be remote but located near a major airport. The role also requires up to 50% travel requirements, fully paid by the company, to various locations depending on business needs.

You’re a results-driven sales leader with proven experience scaling high-growth businesses, building the operating cadence, team, and repeatable processes needed to consistently exceed revenue targets. You bring strong executive presence and data-informed rigor to translate strategy into territory design, pipeline generation, and accurate forecasting. You coach and develop ICs, drive disciplined execution across the full sales cycle, and partner cross-functionally with Marketing, Ops, Engineering, and Customer Service to improve conversion, retention, and expansion. You’re comfortable owning a number, operating in ambiguity, and building customer-centric systems that sustain rapid growth.

• Own and lead the annual and quarterly sales planning process, including revenue targets, market priorities, channel strategy, and account/territory plans.

• Develop and execute a sales roadmap aligned with company objectives (end markets, vertical focus, channel mix, sales motions, and key initiatives).

• Establish clear go-to-market priorities in conjunction with marketing team that translate strategy into measurable team goals and execution plans.

• Drive consistent pipeline generation and management standards (coverage, stage discipline, conversion, and forecast accuracy).

• Build, lead, coach, and develop a high-performing sales team (hybrid, both external and internal), including recruiting, onboarding, training, and succession planning.

• Create a performance culture with defined expectations, coaching cadence, and accountability through regular 1:1s, team meetings, and performance reviews.

• Set individual and team targets, ensure alignment to company goals, and support achievement through enablement and coaching, not personal quota-carrying.

• Define roles, responsibilities, and scalable processes that enable growth as the company expands across geographies and verticals.

• Lead and optimize the performance of a national network of third-party manufacturer representative firms.

• Implement rep standards and operating cadence: goals, pipeline reporting, training, territory coverage plans, and performance scorecards.

• Ensure consistent brand representation, product messaging with marketing and sales process adherence across the rep channel.

• Make coverage decisions (add/replace reps, territory realignment) based on performance, opportunity, and strategic fit.

• Oversee a structured key account program to deepen relationships with architects, engineers, building owners, contractors, and other stakeholders.

• Establish executive-level customer engagement plans, including escalation management and strategic relationship development.

• Partner cross-functionally with Marketing, Operations, Finance, and Product/Engineering to ensure customer needs and market insights drive priorities.

• Own forecasting and reporting cadence; deliver accurate monthly/quarterly forecasts and actionable performance insights to executive leadership.

• Define and manage KPI dashboards (pipeline coverage, win rates, cycle time, rep productivity, rep firm performance, market penetration).

• Champion CRM adoption and data quality; ensure the team uses tools and processes consistently to drive predictable performance.

• Participate in sales budgeting, headcount planning, and resource allocation to support growth objectives.

• Monitor market/competitor trends and adjust strategy, messaging, and channel tactics accordingly.

• Establish a continuous customer-to-company feedback loop to inform product improvements, new product development, and operational requirements.

• Represent RPH at strategic industry events and conferences to support visibility, relationships, and market positioning (as needed).

• Proven success building the sales machine, designing and scaling a repeatable, predictable B2B sales program, and leading teams to consistently execute against growth and revenue targets.

• Experience in the construction materials manufacturing industry (or closely related building products/manufacturing environment).

• Demonstrated ability to implement disciplined sales management systems: planning cadence, pipeline governance, forecasting, performance coaching, and KPI accountability.

• Experience managing channel partners and/or manufacturer representative networks strongly preferred.

• Strong strategic thinking with the ability to translate market opportunities into actionable plans and measurable results.

• Excellent executive communication, negotiation, and stakeholder management skills.

• High comfort with CRM and sales performance analytics; ability to use data to improve conversion, forecasting, and productivity – HubSpot a plus

• Bachelor’s degree in Business Administration, Engineering, Construction, Marketing, or a related field (or equivalent experience).

• 10+ years of progressive sales experience, including 5+ years in a sales leadership role.

Preferred / Nice to Have:

• Data center market experience.

• Experience launching or scaling a new product line (strategy, positioning, channel activation, enablement).

Details

• The starting compensation range for this position includes a base salary of $175,000 USD, with the potential to bonus up to $250,000.

• The typical working hours for this position are 8 am – 5 pm EST

• This job position is exempt to overtime as determined by the FLSA standards.

• Travel is expected for this position up to 50% domestic locations. International travel may be required in the future depending on business needs.

• Candidates must reside near a major airport to support required travel for this position.

At RPH, we believe in taking care of our team on and off the job. That’s why we offer a comprehensive benefits package that includes:

• Employer covered premiums for Medical, Dental, and Vision Insurance – 100% covered for employees, so you can focus on your health without the extra cost.

• 401(k) Retirement Plan & Employer Contribution - RPH contributes a fixed percentage of your pay automatically alongside your contributions to invest in your long-term success.

• Paid Time Off & Holidays – Enjoy a healthy work-life balance with generous PTO and paid holidays.

• Life & Disability Insurance – Coverage to help protect you and your loved ones.

RPH is proudly an equal opportunity employer, and we are committed to hiring a diverse workforce. If you have a disability or special need that requires accommodation, please submit an accommodation request. Veterans are encouraged to apply. RPH participates in E-Verify.