Director of Sales

Description:

EspriGas brings a modern approach to the $130 billion gas industry by utilizing a network business model to deliver products nationwide. We leverage our unique service and technological capabilities to handle the complex logistical needs of large, multi-site companies through a national network of gas supply partners. Our customers include Fortune 1000 companies across various industries, such as food and beverage, healthcare, construction, manufacturing, etc. Examples include providing medical gas to large clinic chains, pet hospitals, CO2 for top restaurant chains such as Panda Express, and supplying bulk propane to railroad companies. Our industry produces, distributes, and sells atmospheric gases and other specialty products.

Purpose of the Position

The Director of Sales leads the national sales organization and manages a team of experienced Business Development Executives (BDEs). The Director of Sales is responsible for driving revenue growth from new customers.

Responsibilities

• Directly manage and develop a team of senior Business Development Executives by providing leadership, coaching, and performance management to maximize team productivity
• Lead weekly pipeline calls to review updates and strategize how to move key opportunities through the funnel
• Support BDEs on high impact opportunities, major pitches, and complex deals which includes travel / customer visits and collaborating with various internal departments (supply chain, finance, implementation, account management, etc.)
• Provide coaching on modern sales techniques and ensure BDEs are following the sales playbook and process
• Hire and train new Business Development Executives
• Own national sales targets, revenue performance, and profitability metrics
• Manage the BDE team to clearly defined performance expectations and KPIs
• Create and maintain accurate sales forecasts, budgets, and pipeline reports
• Ensure compliance with contracting and margin requirements
• Develop and implement national business development and sales strategies / best practices aligned with company objectives
• Collaborate with executive leadership team on market prioritization and identifying new growth segments
• Work closely with marketing to ensure the BDEs have effective sales collateral and to build the top of the funnel
• Provide market and customer insights to guide pricing, technology development, and strategic planning
• Identify process improvements to enhance efficiency and accuracy.
• Assist with special or cross-functional projects, tasks, and initiatives as assigned.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field
• 7–12+ years of progressive sales experience, including leadership of national sales teams
• Experience in enterprise level B2B sales – large ($1M+ ACV), complex multi-year agreements with long sales cycles
• Proven track record of achieving sales targets and driving revenue growth from new customers
• Experience with CRM platforms (Salesforce, HubSpot, etc.)
• Proven ability to analyze data, manage forecasts, and present executive-level insights
• Familiarity with ERP or CRM systems - MS Business Central and Salesforce strongly preferred

Key Competencies

• Proven ability to lead, coach, and develop high-performing, senior sales teams while driving accountability to clear KPIs and revenue targets.
• Strong strategic and analytical thinking, with the ability to break down complex sales processes, analyze pipeline and forecasts, and translate data into actionable growth strategies.
• Exceptional negotiation and relationship-building skills, with experience closing large, complex, multi-year enterprise B2B deals.
• Highly collaborative leader who effectively partners across functions (finance, supply chain, implementation, marketing, account management) to move deals forward and align on priorities.
• Customer-centric and business-focused, balancing customer needs with margin discipline, contract compliance, and profitability.
• Strong written and verbal communication skills with the executive presence to influence stakeholders and present clear, data-driven insights.
• Self-starter with a proactive, results-driven mindset and a continuous improvement approach to sales execution and operational excellence.
• Continuous learner with a passion for operational excellence and improvement.
• Ability to establish and nourish effective working relationships with customers, managers, supply partners, and fellow teammates at EspriGas.

Travel:

• Up to 75%

Other Duties

Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee for this job and may change at any time, with or without notice.

Total Rewards package

Here are just some ways we support and invest in our fantastic team:

• Health benefits with coverage on day one.
• Robust paid leave following the birth or adoption of a child.
• Hybrid and remote environments allow for collaboration, creativity, and some quiet time to focus.
• Professional development, certification, and learning resources to invest in every team member.
• Wellness programs offering access to free counseling and health and wellness programs.
• Competitive compensation because we are looking for top talent.
• A growth environment where creative thought drives limitless potential.