Melfast Inc. Sales Director Fairfield, NJ · Full time Company website

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Melfast is a B2B fastener and hardware distributor, founded in 1985 and based in Fairfield, NJ. We compete on 24-hour turnaround and expertise in specialty and custom orders.

We're family-run and growing fast: we've more than doubled our sales since 2021. Now we're looking for smart, creative, entrepreneurial people to help us continue our exciting growth.

We're narrowing our focus to a few target verticals: manufacturers of Racking & Enclosures, Switchgear & Panels, and Lighting.

The role

The Director of Sales leads Melfast's sales team, owns its quota, and rebuilds how we sell from the ground up. You report directly to the CEO.

This is a leadership role. You won't carry your own accounts. Your job is to make the team better: putting a clear sales process in place, joining reps on sales calls, and training and coaching them to hit their targets.

The sales team reports to you, and you'll own hiring, firing, and compensation decisions for it.

Goals for first 90 days

• Learn our products, people, and current process
• Join every rep on sales calls and customer visits
• Set the team's KPIs with the CEO
• Deliver a written plan for sales org rebuild: process, people & roles, targets, hiring

We'll review these goals together on day 90. If it isn't the right fit for either side, we'll say so then.

What you'll do

• Own the team's quota and the KPIs you set with the CEO, including growth in existing accounts and new accounts won in target verticals
• Build and run a documented sales process, from prospecting through account growth, and hold the team accountable to it
• Join reps on sales calls and customer visits, and coach them on what you see
• Train account executives to nurture and grow their accounts through upselling and cross-selling
• Narrow our target verticals to one or two and define our ideal customer profile
• Grow accounts below our revenue floor or exit them, and keep new accounts within our ideal customer profile
• Hire and onboard an account executive and a business development rep
• Define the requirements for automating quoting and order entry, and drive the team's adoption of it

What success looks like in your first 12 months

• Every account on our books clears our revenue floor and fits our ideal customer profile
• Account Executives are upskilled on managing and growing their accounts to hit quotas
• Business Development is hitting quotas on target verticals
• The right team is taking shape: first changes made, rest of the hiring plan committed

What we're looking for

We hire for capability first. Industry experience is a plus, not a requirement.

Must-haves:

• You've managed a B2B sales team and been accountable for its quota
• You've built a B2B sales process from the ground up, not just run one that already existed
• You've coached reps and can show how their results improved, including reps with long-established habits
• You've hired sales reps and built a team
• You've led a team that grew existing accounts through upselling and cross-selling
• You manage by the numbers: pipeline, gross profit, and account economics
• You're fluent with CRM and modern sales tools, and eager to optimize or automate manual work

Pluses:

• Experience in industrial distribution, fasteners, or components sold to manufacturers
• Experience selling into manufacturers of rackmounts, enclosures, switchgear, panel builders, and lighting

Location and travel

Full-time, on site in Fairfield, NJ, five days a week. Travel as needed to join reps with prospects and customers and to attend industry conferences.

Long term, we want to give everyone at Melfast the option to work from home. For this role, that becomes possible once your team is built and ramping and our operations support it.

Compensation and benefits

• Base salary: $150,000
• Annual bonus based upon customer account profit growth (gross profit minus cost to serve):
• At quota: $255,000 total pay
• Above quota: $300,000+ total pay (no cap)
• Additional details shared upon offer
• Medical, dental, and vision
• 401(k) with a 100% match on contributions up to 3%
• Mileage reimbursement