Director of Outside Sales

W.A. Tompkins (WATCO) specializes in providing quality engineered solutions for sanitary process systems and equipment, primarily within the food & beverage and pharmaceutical industries. We provide exceptional support across the entire process lifecycle — from concept through startup and beyond.

Among the many things we do, we assist with the selection and procurement of proven brand‑name equipment, install high‑purity stainless steel piping and CIP systems, and restore and recondition used equipment to pristine working condition.

Summary

The Director of Outside Sales is responsible for planning, organizing, directing and coordinating the activities of the sales function to effectively execute strategies that will maximize sales volume, drive targeted profitable growth, and professionally develop members of the Outside Sales team.

Responsibilities

• Develop and implement business, sales, and marketing strategies aligned with the business unit’s operating plan.
• Own sales forecasting and accountability for revenue, budget, and key performance metrics.
• Lead, hire, train, coach, and manage sales, business development, and administrative personnel, including a team of Outside Sales Engineers.
• Assign sales quotas and targets; drive performance through regular reviews of pipeline activity, goal achievement, customer relationships, and training needs.
• Oversee new customer acquisition, bid preparation, account sourcing, and customer retention efforts; actively support team members in growing the customer base.
• Proactively manage assigned accounts by identifying customer needs, changing requirements, and potential issues, and resolving them effectively.
• Collaborate with business unit leadership to develop and execute pricing strategies aligned with company objectives.
• Monitor market conditions and competitive trends; adjust strategies to address evolving customer needs and local market demands.
• Maintain deep knowledge of company services, lines of business, and pricing structures to support complex sales situations.
• Evaluate and optimize sales and business development processes to improve efficiency and effectiveness.
• Review Customer Service Agreements for accuracy, terms, pricing, and compliance.
• Ensure business processes and standards comply with applicable regulations and company policies.
• Complete required sales reporting accurately and on time.

Required Skills & Abilities

• Strong written, verbal, and presentation skills; able to communicate effectively across all organizational levels and with external stakeholders.
• Proven analytical and problem‑solving abilities; able to gather relevant information, evaluate options logically, and anticipate outcomes.
• Highly self‑motivated with strong follow‑through, accountability, and a positive, goal‑oriented mindset.
• Demonstrated leadership skills; able to motivate, coach, and build high‑performing, collaborative teams.
• High energy, professional presence, and strong work ethic; competitive, results‑driven, and comfortable taking calculated risks.

Education & Preferred Experience

• Bachelor’s degree in Business Management or Marketing preferred.
• At least 10 years of experience in a customer‑facing role that includes identifying and addressing customer needs.

Work Environment

• This is a remote position. Candidates must have the ability to work in a professional environment while at home.
• Must be able to travel upwards of 40% to visit with current and prospective customers, attend trade shows, and perform other job‑related tasks.

Pay & Benefits

Salary range is based upon factors including candidate skills, experience and qualifications, education, certifications, as well as market and business considerations. The salary is just one component of our total compensation package for this position. This position is also commission eligible, which is based on individual performance targets.

Benefits include the following: Medical insurance is available for full‑time employees and their dependents through Blue Cross Blue Shield. There are various options available including HSA and PPO plans. Similarly, dental, vision, and disability coverages are also available. The company provides full‑time employees with life insurance and offers employees the ability to purchase additional voluntary supplemental insurance as well. The company also offers 401(k) with matching employer contributions along with a discretionary profit‑sharing benefit to eligible employees.