Director of Sales

Director of Sales | Commercial Products Distribution | Upper Midwest

EXECUTIVE PROFILE

A results-driven Director of Sales with 15+ years of progressive leadership in the commercial construction products industry, specializing in architectural access and building specialty products. Serving general contractors, drywall subcontractors, water proofers, MEP subcontractors, and metal fabricators, with a history of generating revenue from under $1M to over $41M across successive roles within the same privately held commercial construction products manufacturer and distributor.

Key Accomplishments

Sales Leadership & Revenue Growth

• Currently leads 7 direct reports, including 3 regional territory managers, 4 area sales managers, and an inside support team, generating $41M+ in revenue
• Grew inherited $36M book of business to $38M in first year despite ERP implementation disruption
• As National Sales Manager, grew top-line sales from $14M to $19M while exceeding bottom-line targets
• As Regional Territory Manager, grew territory from $1.8M to $3.2M over 4 years; improved margin dollars from $1M to $1.92M, delivering $920K bottom-line improvement

Team Building & Talent Development

• Developed and implemented a comprehensive 60-day onboarding program covering product training, departmental exposure, production floor experience, and sales methodology; achieved 100% staff retention
• Structured weekly leadership rhythms: Monday leadership meetings, Tuesday one-on-ones for coaching, Friday recap sessions
• Promoted 9 times over 18 years from inside sales to Director, with experience spanning product management, international sales, regional management, and enterprise sales leadership

Sales Process & CRM Management

• Implemented structured quote and project follow-up processes with CRM tracking (Salesforce), metrics reporting, and dedicated calendar blocks for proactive customer engagement
• Created market mapping systems organizing customers by geography and contractor type, enabling systematic pipeline management across 12–24 month commercial construction sales cycles
• Managed forecast tracking achieving +/- 5.0% variance on $25M in annual operational expenses