Managing Director, Sales & Local Operations (San Francisco, CA)
On-siteSan Francisco, California, United States
Job Summary
Lead a local outside sales team in the San Francisco market, recruiting, training, and coaching field professionals to drive new business and expand existing accounts. Own the go-to-market strategy for the assigned geography, including territory design and coverage models, while ensuring consistent execution of retention and growth plans across private and public sector clients. Manage performance KPIs, forecasts, and pipeline to achieve sales, margin, and profitability targets, balancing disciplined pricing policies with customer engagement. Collaborate with Marketing, Operations, and Product stakeholders to align local initiatives with corporate objectives. This regional role involves regular in-office collaboration in the Fremont office and requires 8+ years of B2B field sales leadership experience.
Required Qualifications
- Bachelor's degree or equivalent experience
- Business, Marketing, or a related field
- 8+ years of progressive experience in B2B field sales, account management, or sales leadership
- At least 2+ years leading sales teams focused on retention and growth
- Proven success leading in multi-channel or multi-segment environments (e.g., private and/or public sector)
- Deep understanding of B2B contract sales models, particularly in office products, furniture, facilities, or technology solutions
- Demonstrated ability to navigate complex procurement and RFP environments in both private and public sector accounts
- Familiarity with strategic sourcing practices, supply chain dynamics, and category management within the office products or similar distribution driven industries
- Strong knowledge of distribution channels, vendor partnerships, and rebate/incentive programs in a B2B environment
- Experience managing mid-market client portfolios across sectors such as corporate, education, healthcare, and government
- Experience in P&L management, forecasting, territory planning, and performance analytics
- Highly proficient with CRM tools (e.g., Salesforce or equivalent) for pipeline, territory, and performance management
- Proficient in the Microsoft suite of tools (Excel, PowerPoint, Word, Outlook)
- Comfortable using data and reporting tools to analyze performance, identify trends, and inform decision making
- Strong leadership and people management capabilities with a track record of building, motivating, and retaining high performing sales teams
- Skilled at coaching in the field, modeling best in class sales behaviors, and developing frontline sellers and emerging leaders
- Strategic thinker able to translate corporate vision into clear, actionable local market strategies and sales plans
- Deep understanding of sales processes, contract structures, pricing models, and long-term retention strategies
- Excellent communication, negotiation, and influencing skills at all organizational levels, including with senior executives and key external stakeholders
- Ability to reconcile and align the perspectives of Sales, Operations, Marketing, and other functions to drive common outcomes
- Proven ability to manage competing priorities and operate effectively in a matrixed environment
- Strong discipline around pipeline management, forecasting, performance reviews, and operational rigor in the field
- Excellent verbal, written communication skills and strong presentation skills
- Results oriented and customer obsessed, with a strong focus on measurable outcomes and long-term relationships
- Decisive, adaptable, and resilient in a dynamic, competitive market environment
- High integrity, accountability, and a strong sense of ownership for both results and culture
- Collaborative and relationship driven, with a clear bias for action and problem solving
- Self-starter who thrives on developing people, elevating team capability, and driving sustained performance improvement
- Regular in-office collaboration in our Fremont, CA office
- Local travel across San Francisco
Desired Qualifications
- Sales leadership or coaching certifications preferred (e.g., Certified Sales Leader, Sandler Sales Certification)
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