On behalf of our client, Atmosphere Commercial Interiors, we are conducting a search for a Director of Sales who will be responsible for coaching and developing the sales team to sales success. This role will work in collaboration with the RVP to implement and direct the market strategy, develop the annual sales revenue and gross profit plan, and be the primary strategic point of contact for Atmosphere’s aligned partners – A&M, Steelcase and HON.
Essential Duties + Responsibilities
- Direct and coach selling team members to sales success within the region.
- Clearly define each selling team members’ role, responsibilities, and goal expectations (including touch points and sales).
- Actively participate in the performance management process, which includes recognizing, coaching, providing meaningful feedback, writing, and delivering counseling and corrective actions and engaging in the quarterly coaching and development process.
- Champion personal leadership development using company tools and programs while seeking feedback on progress.
- Partner with the region’s Leadership Team to hold team members accountable for performance.
- Effectively execute and lead the sales team(s) through new initiatives and change.
- Implement and lead the business segment’s sales strategy to achieve successful attainment of the sales goals. This includes:
- Assess the region’s marketplace and from such research develop points-of-view that will lead to, and drive, long term/sustainable incremental sales & profitability.
- Define and track agreed-upon measures of success (both internal & external).
- Help coach team members to articulate Atmosphere’s value proposition within the region’s vertical markets.
- Formulate and direct strategies that raise Atmosphere’s consciences, relevance, and favorability with the region’s marketplace.
- Work with Director of Business Development to craft the region’s “go to market” strategies and tactics designed to favorably influence the A&D and CRE firms to specify Steelcase and select ACI as their preferred provider.
- Regularly communicate initiatives and progress towards them. Motivate the team and recognize outstanding performance.
- Effectively execute and lead the sales team(s) through new initiatives and change.
3. Define and self-direct his/her own visibility within the various marketplaces across the region.
- Position to become a public Atmosphere brand ambassador in the most strategically vital vertical markets.
- Collaborate with Atmosphere’s vendor partners (i.e., Steelcase, HON, Sit On It, Kimball, OFS) and actively support/participate in their corresponding strategies.
- Support the Director of Business Development in executing strategic relationships with A&D/CRE firm principals and effectively motivate them and their firms to engage Atmosphere as their preferred provider.
- Drive, direct & own meaningful, incremental profitability from existing accounts, new business, or vertical markets, that over time, drive significant EBIT.
4. Develop and direct “connectivity” strategy(s) that engage & inspire the selling teams to continuously connect with the marketplace.
- Jointly present with selling team members.
- Regular networking strategies.
- Continuing Education strategies.
- Events strategies.
- Communication strategies.
- Social networking strategies (in collaboration with the Marketing team).
5. Direct and lead select client pursuits & relationships that are of the highest strategic and/or financial value.
- Devise the strategic approach to winning customers & projects.
- Know and maintain knowledge regarding the Atmosphere competition and utilize tools and strategies that will provide Atmosphere with the winning edge.
- Harness together internal teams for such customer/project pursuits and coach them to success with winning strategies & tactics.
- Successfully pitch & close opportunities.
6. Participate in meetings with Atmosphere’s Leadership Team as required.
Core Strengths + Attributes
The Director of Sales should be able to lead in the details, understand complex commercial furniture sales, and be able to develop budgets and take ownership of financial reports. This candidate must be excited by challenging him/herself in coaching and leading a sales team through strategic sales initiatives to achieve their goals.
- Leadership skills: ability to provide direction, develop and implement processes, motivate others, and build consensus with large groups including cross-pyramid teams. Influences without authority, giving direction and delegating tasks. Nurtures fresh approaches and appropriate risk taking.
- Communicates/Collaborates Effectively: Strong verbal and written communication and presentation skills. Ability to tailor message across a variety of audiences. Strong interpersonal skills; develops and maintains positive relationships internally and externally. Strong team player.
- Demonstrates Accountability: Strong self-discipline and motivation. Shows initiative, takes responsibility for work and actions, high level of integrity.
- Excellent Analytical and Strategic Problem-Solving Skills: highly developed understanding of company’s strategic direction and ability to interpret and communicate senior management direction. Clearly defines, gathers, analyzes and focuses on the most relevant information. Synthesizes complex information.
- Relationship building: Works effectively with others to meet goals and satisfy multiple business objectives. Confronts difficult issues despite personal risk or discomfort. Earns confidence of external and internal partners as well as senior management; creates an environment of respect and trust; and demonstrates integrity.
Qualifications + Requirements
- Bachelors’ degree (BA or BS Degree in a business-related field preferred)
- 10+ years of successfully presenting & winning projects to sophisticated customers
- 5+ years of financial and/or metrics and reporting experience
- 5+ years of industry experience
- 3+ years of leading individual sellers
- Architectural & design experience
- Proficient with Microsoft Office applications, social networks and internet
Preferred Requirements
- Office furniture industry knowledge
- Salesforce CRM knowledge
- Miller Heiman Challenger sales methodology
- MBA
- Exhibits excellent composure and a strong sense of self-confidence
If this sounds like an excellent fit for you, please send your resume to Shannon Vukovljak at svukovljak@palladianwest.com.
Apply Now
Submit your resume. Tell us a little bit about yourself.
