Director of Sales

Architectural Framing Systems

Find out exactly what skills, experience, and qualifications you will need to succeed in this role before applying below.

Position Summary

The Sales Director is responsible for leading and managing the sales team, including Regional Sales Managers, independent representatives and distributors, to achieve company revenue targets and goals.

They assist in the development of sales strategies, set objectives, and ensure the implementation of effective sales plans.

The role involves collaborating with various departments to drive sales initiatives, foster client relationships, and maximize profitability.

This position has oversight of our Architectural Framing Systems segment consisting of multiple brands, including :

Alumicor

EFCO

Linetec

Wausau Window & Wall Systems

Tubelite

Responsibilities

Strategy Development : Assist in the development and implement strategic sales plans aligned with the company's objectives to expand market share and increase revenue, including strategies tailored for independent representatives and distributors.

Work with Marketing to gather, analyze and present market and competitive intelligence. Monitor competitor products, sales and marketing activities.

Work with all functional areas to execute customer service and support company strategy.

Team Leadership : Manage, mentor, and motivate the sales team, internal staff, independent representatives and distributors.

Set clear performance objectives, provide guidance, and conduct regular performance evaluations.

Independent Representative : Liaise with independent representatives, providing them with necessary support, resources, and information to optimize their sales performance and ensure alignment with company goals.

Sales Forecasting and Analysis : Analyze sales data, market trends, and customer feedback to forecast sales targets and identify opportunities for growth for in-house sales, independent representatives and distribution networks.

Business Development : Drive business growth by identifying new opportunities and partnerships for both direct sales and collaboration with independent representatives and distributors.

Engage with key customers, support sales teams, negotiate deals, and maintain relationships. Assist leadership in crafting joint ventures, partnerships, and affiliations while cultivating connections with industry influencers and strategic partners to enhance market penetration.

Maintain pricing integrity on a national level to drive market share and limit competitors' market penetration.

Distribution Network Oversight and Development : Drive growth by ensuring the right distributors with the right capabilities are in the right markets.

Focus on growth of distribution network by identifying candidate distributors and onboarding the best candidates in regions identified as greatest opportunities for growth.

Budget Management : Collaborate with leadership in setting annual budgets, monitor expenses, and ensure efficient resource allocation for the internal sales team, independent representatives, and distributor network.

Review and analyze sales performances against budget to determine effectiveness.

Sales Process Optimization : Continuously review and improve sales processes, policies, and procedures to enhance efficiency, productivity, and customer satisfaction for direct, representative, and distributor-driven sales.

Cross-functional Collaboration : Work closely with the Product Solutions team and other departments to align strategies, provide market insights, and ensure a cohesive approach for internal, independent representative and distributor sales channels.

Actively support Lean and the continuous improvement process.

Training and Development : Conduct regular training sessions for the internal sales team, independent representatives, and distributors to enhance their skills, product knowledge, and sales techniques.

Other duties as assigned.

Requirements

The ideal candidate will be a motivated, strategic, experienced sales and marketing leader with a broad business perspective and the ability to understand and assess the impact of decisions to all parts of the business.

Key Skills And Experiences Desired Include

• At least five to seven (5-7) years of experience in commercial leadership including a minimum of five (5) years of sales or sales & marketing leadership.
• Strong academic credentials including a bachelor’s degree are required. An MBA is preferred.
• Successful track record of responsibility for development of new business and for profitable growth that consistently met or exceeded planned objectives.
• Experience working in a distribution environment.
• Proven ability to align sales goals to organizational goals.
• Success managing and strengthening customer and channel relationships.
• Demonstrated success in new market and new product identification and development.
• Track record of making sound decisions that are well-informed and data-based.
• Exceptional team builder and sales coach with outstanding people management, interpersonal and communication skills.
• Demonstrated ability to galvanize teams to improve customer focus, product and sales offerings, cross-functional collaboration, and sales processes.
• Ability to contribute to and build a positive sales culture that embraces customer focus, collaboration, and results.
• Experience in commercial window and curtain wall industry or a related field (construction, building products, custom manufacturing, engineering or related area) is preferred but not required.

Supervisory Responsibilities

Manage Regional Sales. Responsibilities include interviewing, hiring, and training employees; directing work; appraising performance;

rewarding and disciplining employees; addressing complaints and resolving problems.

Work Environment & Travel Requirements

Mostly an office environment with occasional visits to the manufacturing floor. The noise levels in the work environment are usually moderate.

Travel requirements are significant (60% -75%).

Open to hiring in multiple locations central to AFS brands - MI, WI, MN, MO, TX

Physical Requirements

Regularly required to sit or stand, reach, bend and move about the facility. While performing the duties of this job, the employee is regularly required to talk and hear.

The employee must occasionally lift and / or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

Apogee and our brands are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status or any other characteristic protected by state or federal law.

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