Senior Director of North American Sales

Description

The Senior Director of North American Sales is a senior commercial leader accountable for driving growth across North America within an MRO-focused electrical wire and cable value-add distribution business. Operating as a fully autonomous business unit of a rapidly growing $25B+ publicly traded company, this role is responsible for ~$100M in revenue within a ~$150M operation. 

This leader owns the full commercial strategy focused on accelerating revenue, expanding margins, and capturing market share across both key MRO customer bases and specific Vertical Markets. They ensure tight alignment between commercial priorities and operational execution to deliver consistent, profitable growth and strong customer experience.

Highly visible and results-driven, the Senior Director builds high-performing teams, sharpens commercial discipline, and leverages data and market insight to drive performance, while aligning with broader enterprise objectives. The ideal candidate must be a positive culture-builder focused on driving both cross-functional collaboration and accountability across the organization. 

Responsibilities

Commercial Strategy & Execution

• Establish and lead the execution of a unified sales strategy aligned with corporate strategies 
• Drive revenue growth, profitability, and market expansion across all regions and customer segments  
• Identify and capitalize on new market opportunities, verticals, and channel strategies  
• Ensure rigorous pipeline management and forecast accuracy 

Sales Leadership

• Lead and develop a highly performaing national sales organization with clear accountability for results  
• Define sales structure, territories, and key account strategies to optimize performance  
• Develop leadership bench strength through coaching, talent development, and succession planning  
• Partner with senior leaders to develop and continuously refine sales compensation plans that incentivize growth, motivate reps, and maximize sales reps' effectiveness 

Customer & Market Leadership

• Serve as a senior relationship owner for key customers, suppliers, and strategic partners  
• Leverage market intelligence and competitive insights to inform strategic decision-making  
• Drive customer retention, share of wallet, and long-term value creation  

Sales Operations & Enablement

• Lead sales operations, sales enablement, and training and development functions 
• Drive efficiency improvements across the sales organization to scale revenue and profitability growth without scaling headcount 1:1 
• Support integration and collaboration of the sales organization with the broader ATPC organization 

Cross-Functional Alignment

• Partner with Operations, Supply Chain, Finance, and Product Management to ensure commercial strategies are executable and scalable  
• Support alignment of pricing, inventory, and service strategies with market demands and financial objectives  
• Champion a seamless, end-to-end customer experience  

Performance & Financial Management

• Establish and monitor KPIs to evaluate commercial effectiveness and inform decision-making  
• Contribute to annual strategic planning and budgeting initiatives and ensure execution and delivery of targeted objectives 
• Drive a disciplined, data-driven performance culture  
• Be comfortable reporting out to and presenting results and clearly communicating strategy to corporate leadership in monthly and annual meetings 

Organizational Leadership

• Build and lead a high-performance, results-oriented commercial organization  
• Foster a culture of accountability, collaboration, and continuous improvement  
• Model and reinforce company values and leadership expectations 

Requirements

• Bachelor's degree in business, marketing, engineering or related field required; MBA preferred 
• 10+ years of senior leadership experience in industrial sales; Wire and cable, electrical, or industrial distribution experience preferred 
• Demonstrated success in driving scalable revenue growth and improving profitability 
• Deep understanding of distribution models, channel strategy, and end-market dynamics 
• Proven ability to lead through growth, transformation, and organizational change 

Core Competencies

• Strategic leadership and enterprise thinking  
• Commercial acumen and market insight  
• Executive presence and influence  
• Talent development and organizational leadership  
• Data-driven decision-making 
• Results orientation and operational discipline 

Work Environment

• Hybrid office schedule for local employees 
• Regular travel required (approximately 50%) for customer visits, industry events, association meetings, sales workshops, etc. 

TPC Wire & Cable Corp. is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veteran status, or any other protected characteristic.