Territory Sales Director

New Construction
Territory Sales Director
Join PhoxONE as a Territory Sales Director
Reports To: Head of Sales | Location: PhoxONE HQ or Field-based | Territory Quota: Yes — Annual Revenue on Named Accounts

About PhoxONE

PhoxONE is a Colorado-based manufacturer of unitized curtain wall (UCW) systems, built to help commercial glazing contractors compete and win on today's building envelope projects. Beyond manufacturing, PhoxONE is developing a building envelope energy platform to service America’s growing energy crisis. We go to market through a network of dealer partners, which means our success is inseparable from theirs. We're looking for people who want to help build something from the ground floor in an industry that's ripe for change.

Why PhoxONE

• An early stage opportunity with a company built to outpace an industry that hasn’t changed how it operates in decades.
• Direct ownership of a territory and a named book of dealer partners, with a real opportunity to drive growth
• Work alongside seasoned industry veterans with decades of curtain wall and building envelope expertise. Accelerate your own expertise while moving the business forward
• A market built on chaos, from shifting bids, tight timelines, real competition. Comp here is built to reward you when you win in it.

Opportunity

PhoxONE is looking for a Territory Sales Director to own the full dealer lifecycle from prospecting and qualifying new glazing contractor partners, to onboarding and developing them into high-performing, revenue-generating accounts. As the face of PhoxONE to glazing contractors, architects, and key project stakeholders in your territory, you'll combine relationship management, dealer enablement, and pipeline development to grow a book of business with direct quota accountability. You'll partner closely with the Technical Sales Manager to bring technical resources to bear on complex pursuits, and report directly to the Head of Sales.

What You'll Do

• Own Dealer Relationships: Manage a named book of glazing contractor dealers, running business reviews, tracking performance, and serving as the primary escalation point for dealer issues.
• Recruit and Qualify New Dealers: Prospect glazing contractors against PhoxONE's scoring criteria, run qualification visits, and close territory coverage gaps.
• Drive Pipeline and Project Pursuit: Monitor construction intelligence platforms, build pursuit strategies with dealers, and track deals from pre-construction qualification through subcontract award.
• Enable and Train Dealer Teams: Direct product training to dealer estimating, project management, and field teams, equipping them with current pricing, specification, and competitive tools.
• Support Specification and Bid Activity: Help dealers respond to RFPs and identify specification substitution opportunities before design development.
• Own Territory Revenue: Carry quota accountability for dealer revenue within the fiscal year, delivering confidence-weighted forecasts to the Head of Sales.

Your Next Step

If you're energized by the idea of growing a territory, developing dealer partners into long-term revenue engines, and playing a leading role in PhoxONE's next chapter of growth, we'd love to hear from you. Let's talk about how your experience in commercial glazing, curtain wall, or dealer channel sales can help drive PhoxONE's expansion forward.

Responsibilities

Dealer Portfolio Management

• Own a named book of glazing contractor dealers
• Run cadenced business reviews with each dealer principal, tracking pipeline, capacity, and relationship health
• Maintain accurate dealer records, pipeline, and activity in CRM
• Monitor dealer health scores and address performance drift before it impacts revenue
• Serve as the primary escalation point for dealer issues, coordinating resolution across operations, manufacturing, and finance

Dealer Recruiting & Qualification

• Prospect glazing contractors against PhoxONE's scoring criteria
• Conduct qualification visits and capability assessments to evaluate fit
• Manage the dealer onboarding pipeline
• Identify coverage gaps and build recruitment plans to close them
• Maintain a bench of qualified candidates to backfill exiting dealers

Pipeline Development & Project Pursuit

• Monitor construction intelligence platforms for target projects in territory
• Build project pursuit strategies with dealers, including competitive positioning and value framing
• Track project stages from pre-construction qualification through subcontract award
• Report pipeline value, stage velocity, and won/lost outcomes regularly

Dealer Enablement & Training

• Deliver product training to dealer estimating, project management, and field teams on specifications, sequencing, and submittals
• Equip dealers with current pricing, specification, and competitive tools
• Connect dealers to the Technical Sales Manager for complex escalations
• Coordinate factory tours and fabrication floor visits for key personnel

Specification & Bid Support

• Help dealers respond to RFPs and competitive bid packages
• Identify specification substitution opportunities before design development
• Coordinate with the Technical Sales Manager on design-assist scopes
• Review dealer submittals for accuracy before they're issued to design teams

Revenue & Quota Accountability

• Carry territory revenue quota tied to dealer shipments within the fiscal year
• Proactively flag AR issues, payment term deviations, or credit concerns
• Provide confidence-weighted forecasts and risk flags to the Head of Sales

Qualifications

Required

• 5+ years of field sales, business development, or project management experience in commercial construction or building products
• Experience managing a dealer, distributor, or contractor channel book with quota accountability
• Working knowledge of commercial glazing, curtain wall, or storefront systems
• Proficiency with CRM platforms (Zoho or equivalent) and pipeline management
• Able to travel 50% – 70%

Preferred

• Prior experience at a curtain wall or glazing manufacturer
• Background in glazing contractor project management or estimating
• Familiarity with construction intelligence platforms (Dodge Data, ConstructConnect, BuildCentral)
• LEED Green Associate, CDT, or equivalent industry credential a plus

Compensation

Target Total OTE: $170,000 – $250,000
Compensation Structure: 50% Base / 50% Variable commission