Director of Sales, Architectural Glass & Aluminum

Job Description

Job Description

Why this role

Quality Glass is growing from a regional fabricator into a super-regional one, and this is the person who leads that growth in our wholesale business. You will be our most senior sales leader, reporting to the CEO, and you will own how we sell: the team, the accounts, the cadence, the pipeline, and the numbers.

This is a builder’s job, not a caretaker’s. We are looking for a hands-on player-coach who still enjoys standing in a glazing shop talking product, who has already built a sales motion once and got a field team to run it, and who wants to build the next one with real backing. If you are early in a trajectory that ends with running a much bigger sales organization, this is the place to prove it.

About Quality Glass

Quality Glass & Mirror is a glass and aluminum fabricator headquartered in Omaha, serving glazing contractors, manufacturers, and industrial customers across a six-state Midwest territory. We cut, temper, laminate, and insulate glass in our own facility, distribute storefront metal, and deliver on our own routes. Our customers, most of them owner-operated trade businesses, count on us for quality, on-time delivery, and responsive service. Our name is our reputation, and we take it seriously.

What you’ll own

·     The team. Lead, coach, and continuously improve our outside sales team, and stay closely involved with our inside customer service team. Hire well, develop people in the field, and make fast, honest calls when someone isn’t a fit.

·     The sales motion. Define account priorities, call cadence, pipeline stages, and Salesforce discipline, then get the team to actually run it.

·     The field. Spend roughly half your time on the road at the start, coaching reps on ride-alongs and stepping in to sell and close new business when it makes sense. Be the leader customers know and can call, without taking accounts from your reps. Expect travel to settle closer to 25% over time, focused on new business and our largest accounts.

·     Relationships. Build and maintain relationships with glazing contractors, OEMs, architects, and general contractors across our territory.

·     Growth. Grow wallet share with existing accounts and open new ones in markets where we’re thin. Learn what bids customers are chasing and work with estimating to help them win.

·     Pricing and margin. Sell on quality, delivery, service, and expertise. Be the point person reps come to for pricing and product guidance, with authority to make pricing calls within margin guidelines set by our President and CEO, so decisions get made fast. Know which business to walk away from.

·     Lost business. Track what we’re losing (repeat work drifting, bids lost, opportunities never seen) and turn it into changes that show up in results.

·     The numbers. Bring the CEO and leadership team a clear read on pipeline, forecast, and performance, built from data you can pull yourself.

What success looks like in the first year

·     The sales team has a defined, documented way of selling, and every rep is following it in Salesforce.

·     Wallet share with our top accounts is measurably up, and we can name the reasons.

·     We have a credible, growing pipeline in at least two markets where we were thin.

·     Gross margin on new business is holding or improving because we are winning on value.

·     Every rep has a straight-talk development plan, and the team is stronger than the one you inherited.

Requirements

What you bring

Must-haves

·     7+ years of B2B sales in building products, with 3+ years directly managing a quota-carrying outside field team.

·     Technical credibility in the building envelope: glass, storefront, curtain wall, or fenestration. Enough that a glazing shop owner takes your product advice seriously. It does not have to be our exact product set.

·     Trusted relationships with owners of small, family-run trade businesses, not just purchasing departments.

·     You have built a sales motion before: defined how a team sells and got them to follow it.

·     A track record of growing existing accounts, winning on value, and protecting margin, including walking away from bad business.

·     Comfort with margin reports, sales data, and CRM dashboards. You can build what you need without an analyst.

·     Based in Omaha or willing to relocate, with a valid driver’s license and the ability to travel about 50% of the time initially.

Strongly preferred

·     Repeat sales of fabricated glass (tempered, insulating, laminated, cut-to-size) to glazing contractors.

·     Experience redesigning territories, roles, or team structure, or building a sales team from scratch.

·     Ability to read plans and specs well enough to qualify a glass scope and hand estimating a clean package.

·     Existing relationships with glazing shops in the Midwest.

Nice to have

·     Salesforce and CPQ or similar quoting tools; familiarity with fire-rated, laminated, low-iron, or vacuum insulated glass; hands-on takeoff experience; trade show or campaign experience; time in a growth-oriented, investor-backed business.

Benefits

Competitive base salary plus an annual bonus tied to revenue growth at target margins. Vehicle allowance, relocation support, and the following benefits:

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k, IRA), with Company Match Up to 4%
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Family Leave (Maternity, Paternity)
• Short Term & Long Term Disability
• Training & Development
• Employee Discounts