Director of Sales

Job Description

Job Description

About Reviva

Reviva is a leading provider of remanufactured diesel and gas engines serving distributors across North America. We’re known for quality, reliability, and an unwavering commitment to our customers. Our engines power fleets, equipment, and vehicles across multiple industries — and our distributor relationships are the foundation of our success.

We’re seeking a Director, Sales and Marketing to lead our sales organization into its next phase of growth by strengthening distributor relationships, improving quote volumes and win rates, and driving accountability across the team.

Position Summary

The Director, Sales and Marketing will oversee Reviva’s distributor-driven sales team, responsible for building strong, productive relationships with distributors and their end customers. They will create and implement short- and long-term sales and marketing strategies to support sales and marketing team goals and annual financial targets. This role requires a hands-on leader who can coach, manage, and develop a high-performing team, drive strategy execution, and ensure achievement of sales goals.

The ideal candidate will bring a blend of strategic leadership and tactical discipline, with a passion for growth, customer satisfaction, and continuous improvement. They will also play a key role in resolving customer issues, particularly related to warranty claims, balancing empathy, fairness, and business acumen.

This role reports directly to the President of Reviva and is a member of the Senior Leadership Team.

Key Responsibilities

Sales Leadership and Management

• Lead, coach, and develop a team of 4–5 sales reps who manage assigned distributors and drive both inbound and outbound sales activities.
• Establish clear sales plans, KPIs, and accountability systems for each team member.
• Monitor sales performance, ensuring the team meets or exceeds revenue, quote, and win-rate targets.
• Conduct regular pipeline and performance reviews, providing actionable coaching and support.
• Foster a culture of urgency, accountability, and continuous improvement.
• Design and implement a motivating sales team incentive and compensation structure that aligns individual and team performance with Reviva’s overall financial goals and profitability model.

Sales Strategy and Execution

• Develop and execute strategies to grow quote volumes, conversion rates, and overall distributor engagement.
• Collaborate with Marketing, Operations, and Finance to align sales initiatives with company goals and product availability.
• Identify opportunities to expand the distributor base and strengthen Reviva’s presence in underpenetrated markets.
• Analyze sales data to identify trends, opportunities, and performance gaps.
• Ensure consistent use of CRM tools for forecasting, opportunity tracking, and reporting.

Marketing Strategy and Execution

• Align marketing strategy with sales initiatives to drive revenue growth and brand awareness.
• Establish and maintain a strong and consistent brand image and identify across all marketing and communications.
• Direct the development and implementation of impactful marketing campaigns across various channels, such as website, SEO, PPC and social media.
• Evaluate performance against goals and make necessary adjustments to ensure projected sales targets are met.
• Research market trends and conditions, analyze consumer behavior, and evaluate competitor strategies to identify new opportunities and stay ahead of the curve.

Distributor and Customer Relationship Management

• Serve as the senior relationship manager for key distributors and high-value accounts.
• Ensure sales reps are proactively building and maintaining strong distributor relationships.
• Support reps in negotiation and deal-structuring to secure profitable and sustainable business.
• Partner with distributors to help them effectively promote and recommend Reviva products to their customers.
• Develop and execute distributor-facing promotions and incentive programs that motivate distributor personnel—such as outside sales reps, parts managers, and service advisors—to actively recommend and sell Reviva engines.

Warranty and Issue Resolution

• Support resolution of customer issues related to warranty claims and product quality.
• Collaborate with Warranty team to investigate disputes objectively to determine fault (Reviva vs. end customer installation or handling).
• Make informed, fair assessments of denied claims, balancing customer satisfaction with company integrity.
• Collaborate with Operations, Quality, and Customer Service to identify root causes and prevent recurrence of issues.

Cross-Functional Collaboration

• Partner with Product and Operations teams to provide market feedback and influence product enhancements.
• Work closely with Marketing to support lead generation campaigns, promotional programs, and content that drives distributor engagement.
• Collaborate with Finance on pricing strategies, terms, and profitability analysis.

Qualifications and Experience

• 10+ years of B2B sales experience, with at least 5 years in a sales leadership role managing sales teams.
• Experience and success in the automotive, industrial, remanufacturing, or heavy-equipment sectors preferred.
• Proven track record of building and leading high-performing teams that deliver measurable growth.
• Strong experience in and understanding of distributor sales models, channel management, and account development.
• Demonstrated success in negotiating complex customer situations, including warranty or service-related disputes.
• Analytical mindset with ability to use data for decision-making and forecasting.
• Excellent communication, negotiation, and relationship management skills.
• Hands-on leadership style—comfortable coaching, strategizing, and rolling up sleeves as needed.
• Bachelor’s degree in business, marketing, or related field.

Key Attributes

• Results-Driven: Focused on measurable growth, performance, and outcomes.
• Strategic and Tactical: Can develop big-picture plans and execute them flawlessly.
• Accountable: Sets clear expectations and motivates and holds the team to high standards.
• Collaborative: Works cross-functionally to solve challenges and align priorities.
• Resilient: Capable of handling complex customer situations with balance and professionalism.
• Creative and Innovative: Constantly seeking better ways to grow revenue, improve processes, and strengthen relationships.

Performance Metrics

• Achievement of annual revenue and margin goals.
• Meet or exceed daily, weekly, monthly and annual quote volume goals.
• Quote-to-win conversion improvement.
• Growth in distributor engagement and new distributor acquisition.
• Reduction in warranty resolution cycle times.
• Motivated and high-performing sales team.