Director of Sales

Door Controls USA • Charlotte, NC

56d

About The Position

The Director of Sales is responsible for leading and executing the company’s sales strategy to achieve revenue growth, expand market share, and strengthen customer relationships across DCU offerings.
This role owns sales team performance, pipeline discipline, territory execution, and customer development. The Director ensures alignment between field sales efforts and commercial objectives established by the Vice President of Sales & Marketing.
Estimating functions report separately and are not under the authority of this position; however, the Director must collaborate closely to ensure smooth customer execution.
Core Accountabilities
Revenue Growth & Sales Execution
· Achieve annual and quarterly revenue targets.
· Drive new account acquisition and grow existing accounts.
· Develop and execute territory and account plans.
· Monitor pipeline health and forecast accuracy.
· Ensure sales activities align with company growth priorities.
Success Looks Like:
· Revenue targets achieved.
· Strong new account activity.
· Predictable and accurate forecasting.
· Balanced growth across regions and channels.
Sales Team Leadership & Accountability
· Lead, coach, and develop inside and outside sales teams.
· Set clear performance expectations and standards.
· Conduct regular ride-alongs, coaching sessions, and performance reviews.
· Establish a high-accountability culture.
· Develop succession planning and talent growth.
Success Looks Like:
· Sales reps understand and meet expectations.
· Underperformance addressed early.
· Improved sales capability across team.
Pipeline & CRM Discipline
· Enforce CRM utilization and data accuracy.
· Lead weekly L10s and monthly 1:1 discussions.
· Improve win rates and sales cycle efficiency.
· Maintain forecast accuracy within agreed variance thresholds.
Success Looks Like:
· Clean, transparent pipeline visibility.
· Reduced surprises in revenue reporting.
· Data-driven decision making.
Customer & Channel Development
· Strengthen relationships with automatic door companies, and glass houses.
· Participate in strategic negotiations as required.
· Represent the company at industry events and trade shows.
· Identify emerging market opportunities in partnership with VP.
Success Looks Like:
· Improved customer retention.
· Expanded share-of-wallet.
· Strong industry reputation.
Cross-Functional Collaboration
· Partner with Estimating to ensure efficient handoff and communication.
· Work with Marketing to align messaging and lead generation efforts.
· Coordinate with Customer Relations to support retention and service quality.
· Communicate field insights to leadership.
Success Looks Like:
· Fewer customer handoff issues.
· Improved internal coordination.
· Sales commitments aligned with operational capabilities.
Performance Metrics
The Director of Sales will be evaluated on:
· Revenue growth
· Forecast accuracy
· New account acquisition
· CRM compliance
· Win rate improvement
· Sales team performance and engagement
· Customer retention
Leadership Expectations
The Director of Sales must:
· Lead with ownership and integrity.
· Model accountability and professionalism.
· Promote collaboration across departments.
· Protect company reputation in all negotiations.
· Balance urgency with sound judgment.

Requirements

• Minimum of 8-10 years of experience in sales leadership within the manufacturing industry and/or the commercial automatic and manual door hardware industry.
• Proven track record of driving sales growth and achieving revenue targets.
• Strong leadership, team-building, and performance management skills.
• Excellent communication, negotiation, and relationship management abilities.
• Proficiency in CRM software and data analysis tools.
• Ability to travel twice a month to meet with clients and attend industry events.

Nice To Haves

• Bachelor’s degree (preferred) or equivalent experience in the manufacturing industry and/or the commercial automatic and manual door hardware industry.

Responsibilities

• Develop and implement sales strategies to achieve company revenue and growth targets.
• Lead, mentor, and manage the sales team to ensure high performance and goal achievement.
• Identify new business opportunities, build relationships with key customers, and expand the customer base.
• Collaborate with marketing, R&D, and operations teams to align sales strategies with business objectives.
• Analyze sales data, market trends, and competitive activities to optimize sales performance and identify growth opportunities.
• Establish and maintain strong relationships with distributors, suppliers, and industry partners.
• Partner with the VP of Commercial Operations to negotiate contracts, pricing strategies, and sales agreements to maximize profitability.
• Implement and manage the developed sales budget and manage the sales budget, including forecasting and reporting on key performance metrics.
• Ensure customer satisfaction by addressing concerns and collaborating on solutions to enhance the customer experience.
• Represent the company at industry events, trade shows, and networking opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Director