Job DescriptionWon-Door Corporation is seeking an experienced and dynamic Sales Manager to lead our national and international sales organization. This role is responsible for shaping and executing a comprehensive revenue strategy across multiple channels-including direct project sales, architectural/specification influence, and distributor partners.
The ideal candidate excels in long-cycle, specification-driven sales within the commercial construction environment and understands building codes, UL listings, ICC/IBC requirements, and fire/life-safety standards. The Sales Manager will guide the full journey from early-stage project specification through bid, award, and close, while developing scalable processes and building a top-tier sales team. This position is perfect for a driven leader who thrives in a fast-paced, project-based environment and is ready to make a significant impact on revenue growth, market expansion, and channel performance.
ResponsibilitiesKey ResponsibilitiesSales Strategy & Revenue Leadership- Own global sales strategy across Direct Sales, Architectural / Specification Sales, and Distribution Channels.
- Define channel roles, engagement models, and account coverage to maximize specification wins and project conversion.
- Build and execute annual and quarterly sales plans aligned with corporate growth, margin, and market expansion goals.
Architectural / Specification Sales Leadership- Lead the strategy for specifying smoke, fire, security, and sound-rated door systems with architects, engineers, and code consultants.
- Drive inclusion in Basis of Design and construction specifications for key verticals (healthcare, education, transportation, government, commercial).
- Oversee architect education programs (CEUs), code consulting support, and early-stage project engagement.
- Ensure strong coordination between spec teams and downstream sales execution through bid, VE, and award phases.
Direct Sales & Project Execution- Lead direct sales efforts with GCs, specialty contractors, owners, and end users to convert specified projects into booked revenue.
- Establish disciplined project tracking, pursuit prioritization, deal review, and close-rate improvement processes.
- Provide oversight of pricing, margin management, and exception approvals.
Distribution & Channel Management- Build, manage, and expand a global distributor and dealer network.
- Develop distributor programs including training, certification, joint business planning, rebates, and performance metrics.
- Enforce clear channel conflict policies, deal registration, and territory alignment.
- Partner with distributors to increase sell-through of smoke, fire, security, and sound-rated solutions in regional markets.
Forecasting, Analytics & Operations- Own sales forecasting, pipeline management, and revenue predictability across regions and channels.
- Implement KPI dashboards covering pipeline coverage, spec wins, project conversion rate, margin, and forecast accuracy.
- Partner cross-functionally with Operations, Engineering, and Supply Chain to align production capacity, lead times, and delivery commitments.
International Sales Expansion- Lead sales strategy in international markets through distributors and select direct initiatives.
- Ensure compliance with international certifications, fire codes, and regional regulations.
- Support localization of sales tools, pricing structures, and go-to-market approaches.
Team Leadership & Development- Recruit, coach, and develop a high-performing sales team.
- Establish clear role definitions, compensation plans, territories, and performance expectations.
- Foster a sales culture grounded in accountability, technical competence, collaboration, and customer advocacy.
QualificationsSkills & Abilities- Strong mechanical and technical aptitude, with the ability to understand and communicate complex product performance, code requirements, and system functionality.
- Ability to read and interpret blueprints, architectural drawings, and construction specifications to support project pursuit, design engagement, and accurate scoping.
- Proven capability to lead multi-channel sales execution-including direct sales, architectural/specification influence, and distributor/dealer networks.
- Solid understanding of UL listings, ICC/IBC codes, fire- and life-safety standards, and the specification process within commercial construction.
- Exceptional verbal, written, and presentation skills; effective at delivering CEU trainings, technical presentations, and executive-level briefings.
- Strong negotiation, influencing, and customer relationship skills with architects, GCs, specialty contractors, distributors, and end users.
- Highly organized with strong analytical, time-management, and prioritization abilities; skilled in managing multiple pursuits and long-cycle project pipelines.
- Proficient in Microsoft Office, CRM platforms, and sales forecasting tools; ERP experience required.
- Demonstrated ability to build, coach, and develop high-performing sales teams with a culture of accountability and customer focus.
- Skilled in data-driven sales operations, including forecasting, pipeline health, margin discipline, and KPI tracking across regions and channels.
- Ability to manage and grow domestic and international distributor networks, including training, certification, and performance management.
- Comfortable navigating global markets, regional code requirements, and localized go-to-market approaches.
Certificates, Licenses or Registrations Required/Preferred:- Requires valid driver's license and clean driving record.
Education & ExperienceRequired- 10+ years of progressive B2B sales leadership experience, ideally in construction products, life safety systems, or engineered building solutions.
- Proven success leading spec-driven and project-based sales cycles.
- Experience managing direct sales, architectural/spec sales, and distribution channels simultaneously.
- Strong understanding of fire-rated assemblies, security-rated products, acoustic solutions, or adjacent building envelope/life-safety categories.
- Demonstrated ability to forecast complex project pipelines with long lead times.
- Excellent executive communication and negotiation skills.
Preferred- Experience with UL listings, ICC/IBC, NFPA, and means-of-egress requirements.
- International sales or global distributor management experience.
- Familiarity with CRM systems and project tracking workflows.
- Bachelor's degree preferred; MBA or technical degree a plus.
Work Environment- The Sales Manager primarily works in a professional office setting, collaborating closely with Sales, Operations, Engineering, Marketing, and Supply Chain teams.
- Engages in strategic planning, forecasting, reporting, and cross-functional coordination.
- Uses standard business technology-including CRM platforms, Microsoft Office, ERP systems (Oracle), and virtual meeting tools.
Trade Shows & Industry Events- Represents the company at conferences, trade shows, and industry association events to expand market presence and support product visibility.
Pace & Work Style- Fast-paced, project-driven environment with shifting priorities tied to project schedules, bid deadlines, and specification opportunities.
- Requires strong organization and the ability to manage multiple long-cycle pursuits across different phases simultaneously.
- Involves both independent work and extensive collaboration with internal and external stakeholders.
- Revenue and gross margin attainment by channel and region
- Specification win rate and spec-to-book conversion
- Pipeline coverage and forecast accuracy
- Distributor performance and sell-through
- Average project cycle time and close rate
- Sales team attainment and retention
Travel Required: Domestic Travel Required: Occasioanlly
International Travel Required: No
Physical Demands (ADA Compliant):The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to:
- Ability to travel regularly by car, plane, or other transportation for customer visits, meetings, and industry events.
- Ability to navigate customer sites-including offices, manufacturing areas, and construction environments-which may require walking, standing, or moving for extended periods.
- Ability to deliver presentations to individuals or groups, including standing, speaking clearly, and using laptops or presentation equipment.
- Ability to perform standard office duties such as sitting or standing at a workstation, using a computer and phone, reading documents, and completing written or digital tasks.
- Ability to occasionally lift or carry materials (e.g., samples, marketing items, equipment) up to approximately 25 lbs.
- Ability to communicate clearly and exchange accurate information in person, by phone, email, and virtual platforms.
- Ability to drive for extended periods when traveling within assigned regions.
- Adequate visual acuity to review technical documents, drawings, specifications, and digital content.
- Manual dexterity to operate electronic devices, handle materials, and complete documentation.
- Ability to tolerate varied environmental conditions during site visits, such as indoor/outdoor settings, temperature changes, noise, and active construction areas (PPE provided as needed).
