Overview Sales Director - New Business Development

SMART IT People has an exciting full-time opportunity in Raleigh, NC for a Sales Director of New Business Development to lead a team of account managers focused exclusively on new business acquisition.

Requirements:

Bachelor’s degree in Business, Marketing, or a related field (preferred).

7+ years of B2B sales leadership experience, ideally involving long (18–24 month) sales cycles and complex buying processes.

Proven sales leadership - experience in sales management, strategic planning, and change leadership within high-performance environments

Strong track record building and coaching successful B2B sales teams

Player-coach leadership style

Commercial furniture and interiors industry is preferred but not required.

Demonstrated success turning strategy into action and driving measurable sales growth.

Strong knowledge of sales process, performance metrics, pipeline management, and coaching techniques.

Ability to build, present, and execute an annual business plan with clearly defined goals and accountability structures.

High emotional intelligence, adaptability, and a passion for service and collaboration.

This role reports directly to the Vice President of Sales and will own the end-to-end sales strategy for the New Business Development (NBD) team. The successful candidate will bring proven sales leadership, a values-driven mindset, and a strong track record in building and coaching successful B2B sales teams. This person must be a proactive, sleeves-rolled-up servant leader who can foster a strong team culture and drive real business results.

Key Responsibilities With full ownership of the New Business Development segment, the Sales Director will:

Strategic Leadership

Develop and own the annual business plan for the NBD team; deliver quarterly progress updates to the Vice President of Sales.

Design a territory deployment strategy that effectively covers the Triangle and Eastern NC markets

Collect and manage key market and sales data using the CRM to guide opportunity development and forecasting.

Create monthly sales activity goals and opportunity targets in collaboration with team members and Manufacturer sales leadership.

Team Development & Management

Lead a team of dedicated NBD account managers serving as a day-to-day coach, mentor, and motivator.

Recruit, hire, and onboard new salespeople in collaboration with Human Resources.

Establish SMART goals via Work Compass for all direct reports; review progress monthly and conduct formal performance coaching as needed.

Foster a high-energy, success-oriented culture; celebrate wins and build morale.

Address performance gaps promptly and effectively through direct coaching and development.

Be directly involved in the sales process for “Must Win” opportunities and key accounts.

Actively network and build relationships with executives and influencers in the Architecture & Design, Commercial Real Estate, and General Contracting communities.

Ownership of association memberships including the Chamber of Commerce, NAIOP, CoreNet and other industry associations.

Partner closely with the Design and Order Fulfillment teams to deliver complete, high-quality solutions.

Engage Manufacturer sales resources to align pipeline goals, strategies, and communication; provide monthly updates to Manufacturer leadership.

Fully utilize CRM tools for opportunity management, account planning, and team activity tracking.

Meet or exceed annual business plan

Accountable to the P&L for New Business Development

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