Director of Sales Summary:This position provides direction and leadership regarding all activities related to the sales and marketing of Icon Shelter Systems, Inc., primarily sold through an extensive network of independent rep groups. As the director responsible for the entire rep network, this role focuses on setting expectations, developing talent, making required changes, and driving the required sales volume.
Essential Duties and Responsibilities- Manage and optimize sales territories and independent rep groups to align with corporate goals, including developing strategic plans for open territories.
- Analyze sales performance against historical data and quotas to assess rep effectiveness and develop accurate forecasts and quotas that support corporate objectives.
- Develop and implement performance optimization strategies for independent reps, while setting and communicating annual goals and maintaining consistent engagement through onsite visits, virtual meetings, and ongoing communication.
- Develop and execute strategy to better understand lost opportunities.
- Develop and recommend product positioning and pricing to maximize long-term market share.
- Conduct market research and make proposals to maximize market share and profitability.
- Secure direct sales where applicable (national accounts, open territories, etc.).
- Engage in product research and development efforts.
- Direct all trade show activity (display, activities, attendees, onsite coordination, etc.).
- Collaborate with marketing to maintain a consistent brand identity across all promotional materials and events, while developing and implementing sales and marketing plans with associated budgets and overseeing advertising and promotional activities across various media channels (print, direct mail, digital, etc.).
- Prepare monthly sales and marketing reports, detailing results and specific suggestions for improvement.
- Collaborate with cross-functional teams to align sales initiatives and support revenue growth and improve processes and effectiveness.
- Collaborate in the development of financial performance goals and strive to meet or exceed the targets established in partnership with the General Manager and corporate leadership.
- Meet with rep principals to maintain and strengthen relationship.
- Meet and present to clients, assist sales reps, maintain relationships, negotiate, and close deals.
- Conduct regular performance reviews and provide constructive feedback to reps along with expectations. This includes rep visits, follow-up virtual discussions, and additional communications via email and phone calls as needed.
- Establish and maintain relationships with industry influencers and key strategic partners.
- Conduct sales rep training.
- Monitor competitor products, sales and marketing activities.
- Collaborate in the development of financial performance goals and strive to meet or exceed the targets established in partnership with the General Manager and corporate leadership.
- Collaborate with marketing, product development, customer service, inside sales, and cross-functional teams to align sales initiatives, improve processes, and support revenue growth.
- Manage purchasing Co-ops and state contracts.
- Perform other duties as assigned.
Competencies- Analytical Decision-Making
- Communication
- Learning & Development
- Planning & Organizing
- Professionalism & Integrity
- Financial Management
- Risk-Taking/Creative Thinking
- Teamwork & Relationship-Building
- Results Orientation
- EEO Accountability
- Leading Others
Education and/or Experience- Bachelor's degree in Sales, Marketing or Business Administration or equivalent experience.
- Ten years minimum related experience with sales and marketing professionals.
- Proven experience leading and developing sales professionals.
- Exposure to architectural and construction sales (design professionals, bid environments, etc.).
TravelThis position requires significant travel - up to 50%
Computer Skills- Demonstrated proficiency with MS Excel, Word, and PowerPoint
- Demonstrated proficiency using EPICOR ERP or similar systems
Other Requirements- Business acumen
- Technical capacity and strong product knowledge in the Architectural and Construction Industry
- Willingness to meet significant travel requirements
- Communication proficiency
- Customer/client focus
- Leadership skills
- Presentation skills
- Problem solving/analytical skills
- Results driven
- Strategic thinking and planning
Other Skills- Ability to work in a team environment, maintain and grow positive relationships with customers and associates.
- Ability to lead and coach multiple direct reports, including other leaders.
- Establish and maintain collaboration with other departments.
- Ability to lead, inspire and align sales teams to achieve ambitious revenue targets, which include coaching, setting vision and creating a high-performance culture.
- Strong communication skills, being able to present to executives, negotiating with clients and guiding teams, clear and persuasive communication is essential in this role. This includes, written and non-verbal communication skills.
- Emotional Intelligence-Understanding and managing one's own emotions and recognizing and influencing others, helps in building trust with team members, resolving conflict and navigating complex client relationships.
- Strategic thinking-the ability to think beyond short term wins and guide the team with a long term, data informed vision that aligns with company goals and market trends.
- Adaptability-being able to change rapidly with market conditions, technology and customer needs. Being flexible and able to pivot strategies quickly to ensure continued growth and competitiveness.
- Timeliness and accuracy of work.
- Budget development and adherence.
- Follow all Icon Shelter Systems, Inc. policies and procedures.
