Director, Sales (Piano)

Purpose of Role

Lead the development and execution of channel strategy to drive revenue growth, optimizing distribution, expanding market opportunity, and ensuring the sales team attains annual sales objectives and quotas. This role translates corporate priorities into actionable channel and territory sales plans while strengthening channel partner relationships through a relationship-selling approach. Represent the company, products, and brand at business events, trade shows, customer meetings, and industry forums.

Key Accountabilities Include

• Build an organizational climate that attracts, engages, and develops team members
• Drive aligned channel priorities with broader Sales, Marketing, Product, Finance, and corporate objectives
• Ensure achievement of department revenue goals, KPIs, and strategic channel objectives
• Resolve critical matters impacting channel/vertical sales, partner performance, distribution, and customer experience
• Ensure positive customer and channel partner sales experiences
• Maximize distribution through effective territory planning, partner engagement, and market coverage analysis

Primary Responsibilities Include

• Lead the development, socialization, and execution of channel strategy across internal stakeholders, external sales teams, and channel partners and partner cross-functionally to ensure channel starter is supported by appropriate tools, programs, inventory planning, training and market activation
• Oversee channel distribution strategies to maximize coverage, growth, partner performance, and market opportunity
• Design and assign channel, financial, activity, KPI, and strategic goals for the team
• Lead the assessment, development, and execution of channel partner training to improve sales effectiveness, product knowledge, compliance, and customer experience
• Monitor channel performance, market trends, competitive activity, partner productivity, and distribution effectiveness; recommend countermeasures as needed
• Prepare corporate reporting on sales performance, KPI progress, partner engagement, market insights, and strategic initiatives
• Ensure department execution of P&L responsibilities, expense reduction initiatives, channel partner compliance, and participant payouts aligned to the sales incentive plan
• Identify expansion opportunities in existing and emerging markets, including underserved territories, new partner opportunities, and product placement gaps

Core Functional Competencies

• Territory / Account Management - Effectively manage territory and accounts within the territory effectively
• Channel Partner Support - Be a trusted advisor to channel partners - understanding their business and markets and provide support to successfully promote and sell YCAs products
• Relationship Building and Management (Sales) - Quickly connect with prospective channel partners and maintain relationships
• Sales Planning - Plan and manage sales activities
• Consultative Sales Skills - Ability to alleviate channel partners pain points and recommend products and services that meet channel partners needs

Core Behavioral Competencies

• Yamaha Way (Will, Integrity, Initiative, Challenge, Commitment)
• Customer Focus
• Instills Trust
• Strategic Mindset
• Drives Engagement
• Cultivates Innovation
• Drives Vision & Purpose

Qualifications

Ideal

• Budget management
• Proficiency with office productivity software
• Demonstrated success working in a highly matrixed organization
• Travel up to 30%: includes some nights and weekends
• Proficiency with CRM systems

Preferred

• 7+ years sales management experience
• Bachelors degree
• People Management
• Experience in the music/sound industry
• Experience and proficiency with Salesforce.com
• Analytical software experience (Tableau or equivalent)

Compensation

• The hiring range for this position is $137,000 - $155,000 annually + bonus. This is the hiring range and does not include the value of benefits. The hiring range does not reflect total earning potential over time.
• Final offers within the posted compensation range are based on qualifications, skills and experience required for the role.

Here's What We'll Bring

• Comprehensive benefits package including Medical, Vision, Dental, LTD, Life-Insurance and 401k with match AND automatic contributions
• Performance based bonus program
• Robust employee wellness programs including free music lessons
• Gym and wellness reimbursement program
• Tobacco cessation reward program
• Free concerts from award winning artists
• Discounted hotel, travel, entertainment, and other attractions
• Employee product purchase program
• Flexible work options (including hybrid schedule)
• Casual dress
• Vacation, sick-time and personal floating holidays
• In-office events, for example -- Bring Your Dog to Work Day, Employee Singing Competitions, Spirit Week and other fun events
• Inclusive and passionate culture