Overview
National Sales Director Jobs in Gilbert, AZ at RIGID Industries
Title: National Sales Director
Company: RIGID Industries
Location: Gilbert, AZ
The National Sales Director develops and executes all revenue-generating activities across RIGID’s global Aftermarket business in the on-road and off-road automotive markets, as well as the off-road powersports market. Reporting directly to the President, the National Sales Director is responsible for setting national sales strategy, building and managing a high-performance field sales organization, and driving profitable growth across all markets. The ideal candidate brings deep expertise in the automotive / powersports aftermarket, a strong network of relationships, and a proven track record of scaling a multi-channel sales operation.
Responsibilities:
Sales Strategy & Revenue Growth
- Develop and execute a comprehensive national sales strategy across all channels and markets in which RIGID operates.
- Set annual revenue targets by channel, region, and account tier; own accountability for achieving or exceeding those targets.
- Identify whitespace opportunities — new customers, new product offerings, expanded accounts, or geographic markets — and build a pipeline to capture them.
- Establish pricing frameworks, promotional programs, and volume incentive structures that drive sell-through at the distributor, dealer, and end-customer levels.
Channel Management & Execution
- Manage and grow relationships with national and regional automotive parts distributors, including program negotiations, co-op planning, and inventory management.
- Develop joint business plans with key distributor partners; conduct quarterly business reviews to track performance and address gaps.
- Collaborate with distributor reps to improve sell-through to their dealer and installer networks through training, marketing support, and field ride-alongs.
- Monitor distributor inventory health and work cross-functionally with operations to ensure fill rates and lead times meet channel expectations.
- Lead outreach and account management efforts for established dealer and fabrication partners.
- Develop loyalty and retention programs that increase average order value, product line penetration, and long-term account stickiness.
- Leverage distributor & dealer feedback to inform product development, packaging, and merchandising decisions.
Team Leadership & Development
- Recruit, hire, develop, and manage a national field sales team of 4-8 Key Acct Reps spread out across North America.
- Establish clear performance metrics, coaching cadences, and accountability structures across the sales organization and all direct reports.
- Build a culture of continuous improvement by providing regular feedback, structured training, and career development opportunities.
- Set and manage the national sales budget, including headcount, T&E, trade show participation, and co-op investments.
Cross-Functional Collaboration
- Partner with Marketing to develop channel-specific sales tools, product launch campaigns, and trade show strategies (SEMA, AAPEX, regional & customer-specific shows, etc.).
- Work with Marketing and Operations to provide market intelligence on competitive trends, product gaps, and demand signals.
- Collaborate with Finance on forecasting, pricing analysis, and profitability reviews by channel and account.
- Report monthly to RIGID leadership on revenue performance, market conditions, and strategic initiatives.
EDUCATION & EXPERIENCE REQUIREMENT(S):
Required
- Bachelor's degree in Business, Marketing, or a related field; MBA a plus.
- 10+ years of progressive sales experience, preferably in the automotive / powersports aftermarket, with at least 5 years in a sales leadership role.
- Demonstrated success managing a multi-channel sales model.
- Proven ability to build, lead, and develop a geographically dispersed field sales team.
- Track record of consistently meeting or exceeding revenue targets in a growth-oriented environment.
- Strong command of sales analytics, forecasting, and CRM platforms (Salesforce or equivalent).
- Willingness to travel up to 50% nationally. Some nights and weekends required for shows/events.
Preferred
- Experience with automotive / powersports accessories, appearance products, and/or performance parts categories.
- Established relationships with major automotive parts distributors and/or large dealer groups.
- Familiarity with dealer group purchasing structures, buying groups, or franchise dealer sales cycles.
- Experience developing business around industry trade shows such as SEMA or AAPEX.
Leadership Competencies
- Strategic thinker with the ability to translate market opportunity into actionable plans and measurable results.
- Exceptional communicator and negotiator, comfortable presenting to RIGID leadership and customer teams, Analyst level to Sales/Purchasing executives.
- Entrepreneurial mindset with a bias for action and comfort operating in a fast-paced, resource-conscious environment.
- Collaborative leader who builds trust across functions and earns credibility with both internal teams and external partners.
