Director of Sales

The Director of Sales is responsible for leading AWIP's national sales strategy across Commercial, Cold Storage, National Accounts, and Strategic Accounts. This role provides leadership and direction to Territory Managers, Independent Representatives, National Account Managers, Strategic Account personnel, and other assigned commercial resources while driving revenue growth, market expansion, customer retention, and strategic account development. As a key commercial leader within the organization, the Director of Sales partners cross-functionally with Operations, Estimating, Customer Experience, Marketing, Supply Chain, and Executive Leadership to ensure alignment between customer expectations, operational execution, and company growth objectives. The Director of Sales is accountable for developing and executing commercial strategies that support profitable growth, strengthen customer relationships, expand market presence, and position AWIP as a market leader within the insulated panel, cold storage, and commercial construction industries. Key Responsibilities Lead AWIP's national sales strategy across Commercial, Cold Storage, National Accounts, and Strategic Accounts. Drive revenue growth, profitability, customer retention, and market share expansion across all assigned channels. Develop and execute strategic sales plans aligned with company objectives and growth initiatives. Develop segment‑specific growth strategies for commercial construction, cold storage, national account customers, and strategic growth opportunities. Develop and execute annual business plans, including revenue targets, market penetration objectives, customer retention strategies, and resource allocation plans. Monitor sales performance metrics, forecasting accuracy, pipeline development, and regional sales activity. Identify emerging market trends, competitive risks, and new business opportunities. Support pricing strategy and commercial decision‑making to balance growth and margin objectives. Establish and maintain commercial operating rhythms, reporting structures, and accountability measures. National & Strategic Account Management Develop and maintain executive‑level relationships with key Commercial, Cold Storage, National Account, OEM, and Strategic Account customers. Establish account growth strategies, business reviews, and long‑term partnership plans for strategic customers. Identify opportunities to expand AWIP's footprint within existing national and strategic account relationships. Serve as the executive escalation point for critical customer concerns, service issues, and strategic opportunities. Support negotiations, long‑term agreements, and major project opportunities. Ensure professionalism, responsiveness, and customer‑focused execution across the commercial organization. Collaborate with field services and operations teams to support customer satisfaction and warranty‑related activities when required. Lead, coach, and develop Territory Managers, Independent Representatives, National Account Managers, Strategic Account personnel, and other assigned commercial resources. Conduct performance reviews, coaching discussions, sales planning sessions, and development activities. Establish clear expectations and accountability for performance, customer engagement, and commercial execution. Partner with leadership on succession planning, organizational capability development, and talent acquisition initiatives. Foster a culture of collaboration, accountability, professionalism, and continuous improvement. Cross‑Functional Partnership Partner closely with Operations, Estimating, Supply Chain, Marketing, Customer Experience, and Executive Leadership teams. Ensure alignment between commercial commitments and operational capabilities. Collaborate with Operations, Engineering, Estimating, and Customer Experience teams to support the unique requirements of Commercial, Cold Storage, National Account, and Strategic Account customers. Support estimating strategy, pricing alignment, and project coordination efforts. Collaborate with Marketing on trade shows, industry engagement, product promotion, and brand visibility initiatives. Assist in the development of commercial policies, procedures, and best practices. Industry & Customer Engagement Represent AWIP at trade shows, customer meetings, industry associations, and project site visits. Deliver presentations to customers, contractors, developers, architects, engineers, and key account stakeholders. Maintain strong relationships and visibility across the commercial construction, cold storage, distribution, food processing, and strategic customer markets. Monitor industry trends, customer investment activity, and emerging opportunities within cold storage and strategic growth sectors. Serve as a subject matter expert on AWIP products, systems, and commercial solutions. Read and interpret construction drawings, specifications, and project requirements. Reporting & Administration Prepare sales reports, forecasts, business updates, and commercial performance summaries for executive leadership. Monitor and communicate performance, market conditions, customer trends, pipeline activity, and strategic account opportunities across all assigned sales channels. Plan and prioritize travel nationally to support commercial objectives and customer relationships. Perform other duties as assigned. Knowledge, Skills & Abilities Strong leadership, coaching, and talent development skills. Proven ability to develop and execute commercial growth strategies. Strong financial acumen with experience managing revenue growth, profitability, forecasting, and pipeline management. Excellent negotiation, presentation, and relationship management skills. Ability to analyze market trends and develop strategic business recommendations. Strong communication and collaboration skills across all organizational levels. Proficiency with CRM systems, Microsoft Office Suite, and sales reporting tools. Knowledge, Skills and Abilities Bachelor’s Degree in Business, Marketing, Construction Management, or related field preferred. Equivalent industry experience may be considered in lieu of degree. Minimum of 5 years of commercial sales experience within manufacturing, construction products, building materials, or related industries. Minimum of 5 years of sales leadership or people management experience. Experience leading geographically dispersed commercial teams preferred. Experience with national accounts, OEM customers, or large strategic accounts preferred. Experience reading construction drawings, specifications, and project documentation. Strong computer proficiency including Microsoft Word, Excel, PowerPoint, and Outlook. Physical Requirements Ability to interact effectively with employees and other individuals. Ability to function effectively with moderate to high levels of stress in a demanding and dynamic environment. Able to wear prescribed personal protective equipment and appropriate clothing. Lift up to 50 lbs. Effectively read, write, speak, and communicate in English fluently. Ability to sit and stand for extended periods of time. Ability to walk, bend, climb, crouch, lean, reach, and other physical movements as required to effectively and efficiently perform duties. Work in conditions typical of a manufacturing environment, including noise, extreme temperatures and humidity, odors, dust, etc. Effectively use a computer, monitor, keyboard, mouse, as well as commonly used equipment and software to complete necessary functions. Finger dexterity, visual acuity, discernment of sounds, color, and texture. While performing the duties of this job, the employee is regularly exposed to work near moving mechanical parts, dusty conditions, high noise environments, chemicals used in the process, and extreme temperatures. The facility is an industrial manufacturing plant. Safety Sensitive Position #J-18808-Ljbffr Valid8 Financial, Inc.