Director, Commercial Accounts- Retail Markets (West)
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AI Summary
Drive new business growth and expand existing relationships within mid-tier retail accounts across the West region. Manage the full sales lifecycle from lead generation and outbound prospecting to closing and long-term account development.
Director, Commercial Accounts- Retail Markets (West)
Department: Sales - Retail Sales
Employment Type: Permanent - Full Time
Location: United States/Remote
Reporting To: RVP, Retail Markets (Kara Myers)
Description
The Director, Commercial Accounts – Retail Markets is responsible for driving new business growth and expanding existing relationships across a defined portfolio of mid-tier retail accounts. This role delivers revenue and order intake objectives through disciplined execution of Glory’s sales methodology and a strong consultative selling approach.
As a key contributor to Glory’s growth strategy, this role leads new logo acquisition and account development across retail verticals including grocery, department store, QSR, convenience, and other cash-handling environments. The Director owns full lifecycle pipeline management—from opportunity creation through close—while building long-term customer value.
Key Responsibilities
· Heavy outbound calls to prospects and customers to drive bigger deals and more new opportunities.
MAIN RESPONSIBILITIES
- Proactively generate and qualify new business opportunities through outbound prospecting and strategic account engagement
- Achieve assigned sales (order intake) and revenue targets through effective pipeline management and strong closing skills
- Manage full sales lifecycle from lead generation to close
- Maintain accurate CRM documentation and forecasting
- Develop and execute territory and account plans
- Build and sustain customer relationships
- Partner cross-functionally to deliver solutions
- Resolve customer issues quickly and professionally
- Represent the company at industry events and meetings
- Travel within assigned territory for customer meetings
PERFORMANCE EXPECTATIONS
- Achieve or exceed revenue and order intake targets
- Maintain strong pipeline aligned to quota expectations
- Consistently create and convert new opportunities
- Deliver accurate forecasting via CRM discipline
Skills, Knowledge & Expertise
REQUIRED EDUCATION AND QUALIFICATIONS
- Bachelor’s degree in business, marketing or communications preferred
- 7+ years solution-based sales experience
- Strong retail market selling experience
- Proven success engaging senior-level decision-makers
- Demonstrated new business development capability
- Strong communication and presentation skills
- Documented ability to negotiate and close
- Proficiency with CRM, Excel, and PowerPoint
CORE COMPETENCIES
- Lead generation and opportunity creation
- Strategic qualification and discovery
- Value-based selling
- Customer advocacy
- Adaptability and accountability
- The ideal candidate will reside in Southern California. Candidates located within LA to San Diego will also be considered, provided they live within 60 miles of a major airport.
Job Benefits
COMPENSATION PLAN
- Base Salary: $85K-$100K
- Commission at Target: $120K + Bonus at Target: $80K
- On Target Annual Compensation: $285K to $300K+
- Strong Above Target Incentives
- Car Allowance
- +All the HR Benefits as listed today
Glory is proud to share that our benefit package ranks in the top 25% across the country!
Benefits:
- 401(k) Retirement Plan with Fidelity – 2.5% Base contribution paid toward your retirement by Glory even if you do not participate. Plus, Glory matches 3% up to 6% of your contribution
- Health insurance – 3 medical plans to choose from. High, Medium and Low deductible through Blue Cross Blue Shield
- MDLive – 24/7 Virtual Doctor plus a Nurse Line
- Dental insurance
- Vision insurance
- FSA / Dependent Care
- Voluntary Life Insurance
- Basic Life insurance and AD&D – Company paid
- Short Term Disability / Long Term Disability / Employee Assistance Program – Company paid
- Paid Vacation – start with a prorated amount of hours your first year depending on start date. 80 vacation hours earning your first full year and vacation hours increase based on years of service
- Paid Sick days based on City/State requirements
- Paid Holidays – 9 to 11 days based on start date
- Professional development assistance
- Education assistance
- Adoption Assistance
- Legal and ID Theft plans
- Annual Bonus opportunity
- Opportunities for internal promotions/career advancement
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