Director of Equipment SalesThe Role:The Director of Equipment Sales is responsible for AAES North America's direct sales strategy for ASSA ABLOY entrance systems products across the United States. This role owns equipment pricing strategy, sales incentive plan design, and discount governance, and leads a multi-channel sales organization spanning architectural, inside sales, distributor partners and field sales functions.
Key Responsibilities:- Develop and execute sales strategy for ASSA ABLOY products across the U.S. market
- Own equipment pricing strategy and structure
- Design, implement, and manage sales incentive compensation plans
- Establish and govern discounting policy and approval thresholds
- Lead the architectural sales function through the Director of Architecture, overseeing regional architectural sales representatives
- Manage a team of 6 inside sales representatives supporting field offices
- Maintain a dotted-line relationship with District Sales Managers to align field execution with direct sales strategy
- Lead ASSA ABLOY indirect distribution business channel
- Drive CRM optimization and utilization across the sales organization, ensuring data integrity, pipeline visibility, and reporting accuracy to support forecasting and decision-making
- Partner with marketing, product, and operations to align sales strategy with business objectives
- Analyze sales performance, pricing trends, and market conditions to inform strategy adjustments
- Build and develop a high-performing sales team, including talent development and succession planning
What You Will Need:- Bachelor's degree in Business, Sales, Marketing, or related field; MBA preferred
- 10+ years of progressive sales leadership experience, ideally in building products, industrial equipment, or a related manufacturing/distribution environment
- Demonstrated experience developing pricing strategy and managing discount governance
- Experience designing and administering sales incentive compensation plans
- Proven track record leading multi-channel sales teams (direct, architectural/specification, inside sales)
- Strong analytical and financial acumen
- Excellent leadership, communication, and cross-functional collaboration skills
- Ability to travel as needed across the U.S.
