Director of Sales & Commercial Strategy

Description

The Director of Sales & Commercial Strategy is accountable for company-wide revenue performance across iGAM’s internal direct-sales team and digital commerce channels, including the company website. This leader will build and execute a commercially disciplined sales strategy that accelerates inventory turns, expands the customer base, develops sales talent, and aligns sales activity with inventory availability, age, margin, and warehouse-capacity priorities.

The ideal candidate combines proven industrial-equipment sales experience with hands-on leadership, pipeline management, pricing discipline, and e-commerce fluency. This role works closely with Marketing, Operations, Inventory, and company leadership to ensure the right products are positioned, promoted, priced, and sold at the right time.

Requirements

Essential Duties and Responsibilities

The essential functions include, but are not limited to, the following:

Sales Strategy and Revenue Leadership

· Own the enterprise sales plan across direct sales, website sales, and other approved channels, translating company goals into channel, team, and individual targets.

· Establish annual and quarterly revenue, gross-margin, pipeline, conversion, and activity goals; monitor performance and lead corrective action when results fall behind plan.

· Develop market, customer-segment, product-category, and account-growth strategies for industrial equipment and related inventory.

· Create a consistent sales operating rhythm, including pipeline reviews, forecasting, deal strategy, activity reviews, and performance coaching.

Inventory Turnover and Pricing Strategy

· Create and execute a strategy to turn warehouse non-MRO inventory approximately two to three times annually while balancing revenue, margin, market conditions, and capacity needs.

· Use inventory-aging reports, carrying-cost considerations, market data, and sales history to establish structured pricing and discount schedules by age, category, demand, and strategic priority.

· Design multiple disposition paths for aging, slow-moving, or space-intensive equipment, including targeted outreach, digital promotions, bundled offers, dealer or broker channels, auctions, and other approved liquidation methods.

· Maintain a prioritized “must-move” inventory list and direct sales and promotional focus accordingly, ensuring warehouse space remains available for incoming resale inventory.

· Partner with Operations and Inventory teams to improve visibility into equipment readiness, specifications, condition, listing status, and barriers to sale.

Team Leadership and Sales Development

· Lead, coach, hold accountable, and motivate the internal sales team to achieve individual and company-wide goals.

· Help each salesperson build a stronger sales profile through prospecting discipline, cold calling, account mapping, relationship development, follow-up, cross-selling, and closing skills.

· Set clear expectations for outbound activity, new-customer acquisition, opportunity progression, CRM hygiene, responsiveness, and sales results.

· Provide regular one-on-one coaching, call and opportunity reviews, performance feedback, training, and development plans.

· Participate in recruiting, onboarding, goal setting, performance management, and succession planning for the sales organization.

E-Commerce and Channel Optimization

· Own commercial performance for the website, including product prioritization, pricing alignment, offer strategy, conversion improvement, and coordination of listing quality.

· Ensure online and direct-sales channels operate as one coordinated sales system, with clear rules for pricing, ownership, customer response, and lead follow-up.

· Analyze channel performance and recommend improvements to product assortment, promotions, response times, customer experience, and conversion.

Marketing and Cross-Functional Partnership

· Provide Marketing with clear, data-based direction on the products, categories, and inventory-aging priorities that require promotional support.

· Collaborate on email campaigns, digital advertising, website merchandising, product spotlights, sales collateral, and targeted account campaigns while Marketing retains functional ownership of execution.

· Coordinate with leadership and Finance on pricing guardrails, discount authority, margin targets, and high-value or strategically sensitive transactions.

· Bring customer and market feedback into inventory-acquisition, pricing, and business-planning discussions.

Performance Management

· Revenue & Margin: Company, channel, team, and individual revenue attainment; gross-margin performance; forecast accuracy.

· Inventory Velocity: Annual inventory turns; aging reduction; sell-through by age band and category; warehouse-capacity improvement.

· Pipeline Health: Qualified pipeline value and coverage; conversion rate; sales-cycle progression; dormant-opportunity recovery.

· Customer Growth: New customers, reactivated accounts, account penetration, outbound activity, and repeat business.

· Digital Commerce: Website revenue, conversion, response time, offer acceptance, listing productivity, and aged-inventory sales.

· Team Effectiveness: Goal attainment, coaching completion, CRM adoption, activity consistency, retention, and capability growth.

· Perform other duties as assigned.

Education and Experience

· Progressive sales experience in industrial equipment, machinery, automation, manufacturing assets, material handling, or a closely related B2B environment.

· Demonstrated experience managing salespeople, sales goals, pipelines, forecasts, and performance accountability.

· Proven ability to create and execute strategies for complex, varied, used, surplus, or aging inventory.

· Experience developing pricing, discounting, promotion, and channel strategies while protecting margin and accelerating sell-through.

· Hands-on success with prospecting, cold calling, new-account development, negotiation, and closing high-value B2B transactions.

· Working knowledge of CRM systems, sales reporting, inventory-aging data, e-commerce marketplaces, and digital lead management.

· Strong commercial judgment, analytical ability, communication skills, urgency, and cross-functional leadership.

Preferred Qualifications

· Bachelor’s degree in business, sales, marketing, engineering, operations, or a related field, or equivalent relevant experience.

· Leadership experience across both direct-sales and e-commerce revenue channels.

· Experience with used industrial equipment, asset recovery, auctions, remarketing, equipment dealerships, or inventory-based resale businesses.

· Familiarity with industrial product categories such as robotics, CNC or fabrication equipment, packaging equipment, electrical components, motors, presses, and related manufacturing assets.

· Experience partnering with Marketing on product-led campaigns driven by inventory and revenue priorities.

Minimum Qualifications (Skills and Abilities)

· Commercially Accountable: Takes ownership of results and makes timely, data-informed decisions.

· Coach & Challenger: Develops people while maintaining clear standards, urgency, and follow-through.

· Inventory-Minded: Connects sales activity directly to age, margin, demand, and warehouse capacity.

· Customer-Driven: Builds trust, understands industrial applications, and creates practical buying paths.

· Cross-Functional: Influences effectively across Sales, Marketing, Operations, Inventory, and Finance.

· Bias for Action: Moves quickly from analysis to priorities, campaigns, calls, offers, and closed sales.

· Directly leads the internal sales team and coordinates sales activity across all channels.

· Works closely with Marketing to set product and inventory promotion priorities.

· Partners with Operations and Inventory teams on equipment readiness, warehouse capacity, and sales disposition plans.

· Collaborates with Finance and senior leadership on targets, pricing guardrails, margin, and strategic transactions.

· Excellent analytical, organizational, negotiation, and problem-solving skills.

· Excellent verbal and written communication skills.

· Proficiency in Microsoft Word, Excel, PowerPoint, and applicable CRM or sales-management systems.

· Ability to prioritize and execute effectively in a fast-growth, inventory-driven environment.

Physical Demands and Work Environment

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions.

· Reporting to the iGAM Office & Headquarters in Detroit multiple times per week is required 

· Prolonged periods of sitting at a desk and working on a computer.

· Ability to communicate by telephone, video conference, email, and in person with employees, customers, and business partners.

· Occasional presence in warehouse and industrial environments where appropriate personal protective equipment and safety procedures may be required.

Travel Requirements

Some travel may be required for customer visits, industry events, supplier or partner meetings, and company business. Expected travel is limited and based on business needs. Estimated at >20%