Director of IPE Sales

ECHO Incorporated is an industry leader in developing and manufacturing high-performance, professional-grade, handheld outdoor power equipment. With distributors and thousands of dealers across North and South America, ECHO is constantly anticipating the future of the outdoor power equipment industry and the need for environmental sustainability. Working for ECHO means joining a team of people who are committed to collaboration, innovation, creativity, and high-quality products that make us a globally competitive brand.

The Director of Sales – Power Generation leads ECHO's Industrial Power Equipment (IPE) sales efforts, owning revenue and gross profit growth across the industrial and rental markets. Reporting to the VP of Sales, this leader sets sales strategy, develops and mentors a high-performing sales team, and builds lasting customer relationships. The ideal candidate pairs a mechanical or electrical technical background with proven sales leadership and a strong understanding of the power generation landscape.

ECHO’s benefits include:

• 11 paid holidays
• Extremely affordable medical, dental, and vision insurance
• Paid time off
• 5% 401K match
• Tuition reimbursement

Duties and responsibilities

Strategy & Growth

• Partner with the VP of Sales to set, track, and measure short- and long-term business development goals.
• Use business analytics to identify areas of strength and opportunity, and provide strategic direction.
• Develop business processes that strengthen product positioning and grow market share using the full breadth of ECHO's product offering.
• Meet sales and gross profit targets through strategic plans based on account performance, team performance, sales analytics, and competitive trends.
• Lead execution of the approved business plan and KPIs.
• Build and manage the annual sales forecast and budget for the power generation category.

Sales Execution & Customers

• Build strong customer relationships that support clear communication and collaborative negotiations.
• Personally engage with key and strategic accounts, joining the team on major opportunities as needed.
• Manage programs and brand positioning with customers, including pricing programs and training.
• Deliver high-quality customer service that reflects ECHO's values in communication, issue resolution, and support.
• Improve the sales process by working with stakeholders to map the sales cycle, find bottlenecks, and implement changes.
• Work closely with Product Management, Marketing, and Service to share customer and market feedback that shapes product and program decisions.
• Provide accurate, timely reporting on pipeline, potential and secured business, and project execution.
• Plan and execute trade shows to maximize return on investment.

Leadership

• Recruit, onboard, develop, and retain a high-performing sales team.
• Manage performance by setting expectations, monitoring results, giving feedback, and supporting development.
• Communicate openly with the team through department meetings, one-on-ones, and day-to-day contact.
• Build a team culture aligned with ECHO's mission, vision, and values.
• Protect ECHO's reputation by maintaining confidentiality.
• Stay current on industry and technical knowledge through workshops, publications, professional networks, and industry associations.

Qualifications

• 7+ years of sales experience, including at least 3 years in a supervisory role with direct account responsibility.

• Experience selling equipment in the industrial and rental markets.

• Technical background (mechanical or electrical).

• Solid understanding of the competitive landscape and the end-user needs that drive share gain.
• Strong interpersonal skills and the ability to communicate cross-functionally and with all levels of management.
• Proficiency in Microsoft Office for communication and analysis.
• Proven record of meeting or exceeding revenue and margin targets.
• Valid driver's license and ability to travel as required.

Preferred Qualifications:

• Experience with CRM tools (e.g., Salesforce) for pipeline management and forecasting.
• Existing relationships with national rental companies or industrial accounts.
• Degree in engineering or another technical field, or equivalent hands-on experience.

Travel Requirements:

• Travel up to 30% domestically and 5% internationally.
• This is an on-site position based in Lake Zurich, IL; it is not remote.

Equal Opportunity Employment:

We are an equal opportunity employer. We welcome all applicants.

E-Verification:

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.