Director, Sales

Director of Sales

Home Improvement Retail & E-Commerce

Location: Atlanta, GA (On-Site)

About the Company

We are conducting a confidential executive search on behalf of a fast-growing, privately held company in the home improvement retail and e-commerce sector.

Founded more than a decade ago, the company has scaled from a regional retailer into a factory-direct model with multiple retail locations and a rapidly expanding national e-commerce presence.

We are seeking a Director of Sales to build, lead, and optimize a multi-channel sales organization through a period of aggressive growth.

The Opportunity

This is a high-impact leadership role responsible for driving revenue growth, improving conversion, and developing a performance-driven sales culture across retail, online, and contractor channels.

You will report directly to the VP of Operations and own the full sales ecosystem strategy, structure, targets, tech stack, forecasting, and execution.

Key Responsibilities

• Revenue Strategy & Execution build and own the revenue strategy across retail, e-commerce, and contractor channels.

• Sales Org Design define structure of inside, outside, and showroom teams; recruit, hire, coach, and incentivize.

• Pipeline & Forecasting drive pipeline management, forecasting accuracy, and weekly scorecard rigor.

• Channel Conversion optimize store, phone, and web conversion; speed-to-lead; lead handling flow.

• Customer Lifetime Value develop repeat/re-order strategies, contractor loyalty, upsell initiatives.

• Sales Operations standardize CRM usage, sales playbooks, follow-up standards, and communication.

• E-Commerce Growth partner with Marketing/IT to lift traffic quality, quote rate, close rate.

• Margin & Mix Management improve mix, product margin, and discipline around pricing/promo.

• Cross-Functional Alignment partner with Ops, Supply Chain, Fulfillment to ensure aligned execution.

About You

• You drive outcomes, not activity.

• You build A-teams hire top talent, coach standards, and exit fast.

• You operate at altitude (strategy) and on the ground (KPIs).

• You move fast, adapt faster, and keep standards high.

Qualifications

• 5+ years high-volume, multi-channel sales experience (retail, e-commerce, or distribution)

• 2+ years leadership experience managing multiple locations or channels

• Track record of driving revenue growth, margin improvement, and conversion lift

• Strong operational discipline in fast-moving environments

• CRM / enablement platform experience (Shopify, Monday.com, RingCentral, similar)

• High-impact communicator and coach

90-Day Outcomes

• Assess current sales team & org design; recommend first talent/structure upgrades

• Implement weekly sales operating rhythm (pipeline + forecast + scorecard)

• Build Version 1 of standardized sales playbook

• Finalize annual targets + comp plans aligned to revenue/margin/LTV

• Improve conversion in 2 priority stores + online

Success Metrics

• Revenue Growth: run-rate + comp-store improvement

• Margin Improvement: improved gross margin dollars and mix

• Pipeline Health: forecast accuracy within ±10%

• Customer Outcomes: higher AOV, repeat purchase rate, contractor loyalty

• People: quota attainment, ramp times, retention of top performers

Culture Snapshot

• Family-Owned / People-Focused

• Values: Professionalism, Teamwork, Integrity, Respect, Excellence

• Customer-Centered: Opening the door to endless possibilities.

• Growth-Oriented: investing heavily in systems, e-commerce, and national expansion

Compensation

• Base Salary: $100,000 $125,000

• Performance-based bonus/commission plan

• Comprehensive benefits package including 401(k) w/ company match

• High-autonomy culture built for leaders who want to build, lead, and win