Director of Sales, Commercial Flooring and Architectural Products

Summary:

The Director of Sales is responsible for developing and executing an annual/quarterly sales business plan for the architectural walls and flooring sales divisions. The position will have a direct reporting relationship with the divisional sales teams. Performance goals will be focused on top-line sales, gross margin management, sales productivity, and growth of the account base. In addition to growing sales through each division's dedicated salespeople, the director will be responsible for increasing cross-selling business through the company's core furniture and service divisions.

Reporting to: VP of Sales

Major Responsibilities:

• Hire, develop and actively manage the division's salespeople.
• Establish and manage a sales system for prospecting, qualifying, developing, closing, and ongoing account management for direct sell activities while providing daily coaching to the team.
• Manage the pricing strategies with vendors and customers to win business and achieve each salesperson's gross profit goals.
• Lead the work to ensure each division has an appropriate vendor/product strategy to achieve our targeted growth rate.
• Work with the internal departments responsible for order fulfillment to ensure proper sales support and a positive customer experience.
• Increase the amount of cross-selling for Flooring and Arch Products by monitoring the company sales funnel/must wins report, account management activities, and promotion of the divisions to our core furniture divisions.
• Measure and manage the sales data of each division to recognize individual/team success and address out-of-line situations.
• Participate in 2-5 sales calls each week to develop the skills/ability of the sales team and support the sales process.
• Strengthen the divisions' relationship with targeted A&D firms.
• Participate in external business development activities such as networking events, sales calls on target accounts and influencers, and relationship-building with vendors.
• Hold formal monthly one-on-one WorkCompass sessions with each direct report.

Expectations

• Develop an annual sales/business plan for each sales team.
• Position and build the Teams for incremental growth with a top-line revenue target of $15,000,000 by the end of 2027.
• Manage sales expenses to be at or below the annual budget figure.
• Achieve your team's quarterly and annual sales and gross profit goals.
• Achieve the company cross-selling goal for your divisions.
• Achieve the set goals for each step in the sales process.
  • Prospecting contacts
  • Qualified opportunities
  • Quote generation
  • Closed business/win rate
  • Customer Satisfaction
• Develop and implement an annual sales training/development plan.
• Use the CRM according to company expectations.
• Hold monthly department meetings to communicate the teams' progress and celebrate successes.
• Build a positive/supportive relationship with each direct report
• Ensure awareness and compliance with company policy and procedures.

Supervisory Responsibilities

• Yes

Education and/or Experience

• A bachelor's degree from an accredited university is required.
• 10 years of progressive work and or management leadership experience at an office furniture dealership is preferred, however, other commercial interiors, manufacturing, or distribution industries are a plus.
• Proven sales and target marketing skills are required.
• Experience in calling on general contractors, commercial real estate, and A&D firms
• Strong profit & loss experience with a proven record of controlling and driving costs out of the company.
• Ability to create, present, implement, and course-correct annual business plans.
• A strong work ethic and the ability to manage a high volume of work is required.
• Proven experience and ability to hire, train, and develop team members.
• Strong customer service focus and mentality.
• Proven experience and ability to work through challenging customer issues effectively.
• A strong understanding of continuous improvement principles and KPIs.
• Proven organizational and follow-through skills are required.
• Strong written and verbal communication skills are required.
• A valid North Carolina driver's license is required.