Director of Channel Sales

Sales
Chicago, IL, Detroit, MI, Indianapolis, IN, Nashville, TN, Charlotte, NC, Washington, DC, Raleigh, NC, Richmond, VA, Atlanta, GA
Position Overview
The Director of Sales is responsible for planning, growing, and managing company sales within a defined geographic area and developing a strategic dealer network that delivers targeted profit, revenue, and growth levels. The dealer network may be managed directly by Marvin or in collaboration with a distribution partner and covers all targeted segments and geographies.
 
Position Objectives:

• Lead and develop a professional sales and sales management team capable of achieving desired results
• Manage sales within an assigned geographic area to maximize sales revenue and meet company objectives
• Collaborate with company leaders to recommend and establish sales and service strategies and goals
• Evaluate channel structure and determine best channel design to meet sales and profit goals in targeted segments and geographic areas
 
Essential Job Functions:
 
 Channel and Market Development

• Implement and maintain channel structure that ensures the most effective segment and geographic coverage
• Work with sales and sales management team to identify and select channel partners
• Develop effective business relationships with leadership of key channel partners
• Maintain a strong understanding of market conditions, trends, and competitive environment as well as communicate opportunities and threats to executive leadership
 
 Sales Strategy

• Accurately forecast annual and quarterly revenue
• Develop specific sales and business plans to ensure revenue growth
• Collaborate with sales leadership to develop company sales strategies
• Provide quarterly assessment of sales staff’s productivity and progress toward company goals
• Coordinate company resources to ensure proper return on investment
 
 Sales Team Leadership

• Oversee hiring, training, and development of sales leadership team
• Ensure all sales policies, practices, and procedures are adhered to
• Assist sales staff in the implementation of their regional or territory goals
• Communicate regularly with sales staff through direct contact and other appropriate means
• Conduct quarterly staff meetings and regular training sessions
• Establish and manage budget for expenses
• Ensure all programs and product introductions are properly supported by field sales team
• Maintain relationships and participation in industry associations and trade organizations
 
Position Characteristics:

• Fluid and confident verbal, nonverbal, and written communication skills with an ability to convey strong, clear, concise messages to target audiences including leadership, employees, customers, pro trade personnel, and industry groups; interact with and motivate cross-functional company groups
• Team leader with strong business perspective
• Dynamic interpersonal skills with an ability to build business relationships at multiple levels
• Strong intuitive and reasoning skills
• Exceptional presence
• Solution-oriented, innovative thinking abilities
• Strong organizational skills
• High energy, self-directed
• Ability to travel throughout the US, including many overnights (85% travel required); valid driver’s license is required
• Ability to periodically lift to 75 lbs.
 
Education / Industry Experience:

• Bachelor’s degree in Business, Marketing, Communications or related majors
• Advanced degree preferred
• Minimum 10 years sales management experience
• Fenestration industry and value proposition product sales experience given additional consideration
 
EOE
This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee.