Director of Sales


Indianapolis, IN


Job Type: Full-time



Brown Equipment Company is a full-service distributor that includes service and parts centers across the Midwest region serving both the private and government sectors. Established in 1968, BEC has a long history of creating a customer centric experience and consultative selling to keep our customer on the job. From a full line of new and used sewer and street equipment, traffic safety signs, remote-operated mowers to wireless communications, Brown Equipment company continues to expand its portfolio to provide comprehensive solutions to its customers. We are honored and proud to be a knowledgeable resource for product sales and support always striving for the best customer experience.


  • Monday – Friday

  • Weekend availability

  • Climate control shop

  • Competitive Pay Plans

  • Medical, Dental and Vision Insurance

  • 401(k) Retirement Plan with Company Match

  • Paid Vacation and Holidays

  • Bonus pay

  • Commission pay

  • Company Car

  • Dental insurance

  • Health insurance

  • Paid time off

  • Vision insurance


The Director of Sales is responsible for planning, implementing, managing and overseeing the company’s overall sales strategy to include motivating a high-performing sales teams, and lead them to generate leads, hit or exceed revenue forecasts, and ultimately meet the customer needs.

  • Research and meet with prospects/customers and grow long-lasting relationships by understanding their needs

  • Represent BEC with a comprehensive understanding of our offerings and identify how our solutions meets the prospects/customers need

  • Customer account ownership – own relationships with top-tier customers and coordinate and leverage internal support network to deliver solutions

  • Understand and derive satisfaction from both “Consultative Marketing and Transactional selling” styles

  • Measure performance to build pipeline, increase sales and ensure we are seeing the right prospects with right opportunities

  • Achieve company objectives through effective planning, setting sales goals, analyzing performance data, and projecting future performance

  • Communicate technical information, concepts and applications effectively using Consultative Marketing skills

  • Create value for prospect/customer as well as value to the company

  • Continuously develop personal leadership, hiring, and training skills while ensuring the team is using effective sales tactics to meet revenue objectives

  • Track, analyze, and communicate key quantitative metrics and business trends

  • Recruit salespeople, set objectives, train and coach, and monitor performance ensuring assigned tasks and responsibilities are fulfilled

  • Identify knowledge gaps within the team and develop a plan to fulfill them

  • Oversee the sales team and evaluate the ED business plan, the EC process activity levels and the sales results vs. commitment/forecast

  • Manage month-end and year-end close processes


  • Bachelor’s degree in marketing or business administration

  • 7+ years in sales management

  • Proven track record of success sales cycle from plan to close

  • Valid driver’s license, with clean driving record and the ability to travel up to 80% of the time

  • Excellent communication, interpersonal, and organizational skills · Superb leadership ability

  • Ability to travel at least 75-80% of the time

  • Customer- focuses and business oriented

  • Technically competent

  • Adaptive and responsive to changing market conditions

  • Ability to motivate sales team

  • Strong time management and organization skills

Willingness to Travel:

  • 75% (Required)

Work Location: Multiple Locations