North American Sales Leader

Panels Plus, a wholly owned subsidiary of Innovance, Inc. (a 100% employee-owned company), is seeking a proven North American Sales Leader to sell and grow market share for its precision building machines that produce wall panels, cassettes, and accessories for the building and construction industry.

About the role

This B2B sales role will develop and manage sales through recognized national and global distributors that resell Panels Plus machines to structural building component manufacturers and end-user builders throughout North America. The role may also call on specific “factory accounts” designated as direct sale opportunities. As the primary architect of Panels Plus’s customer experience, you will ensure clients have the products, services, and technical support they need to succeed. This position serves as the critical link between customers, distributors, and internal departments, ensuring the “voice of the customer” drives world-class product and service development.

This role is ideal for a B2B capital equipment salesperson who:

• Has successfully sold through distributors or hybrid direct/channel models
• Is comfortable with long-cycle, consultative sales involving technical products
• Enjoys hands-on involvement with customers, installations, and problem-solving
• Wants to build a North American sales engine, not just manage a book of business

Why Panels Plus?

• One of the most recognized name brands in the structural building component machine industry
• 100% ESOP-owned company with long-term wealth-building potential
• High-visibility leadership role with direct influence on strategy and growth
• Established brand with significant white space for expansion
• Opportunity to leave a lasting sales infrastructure, not just hit a quota

Responsibilities

• Strategic Sales & Growth: Directly manage and service existing accounts while aggressively pursuing new business to meet or exceed sales goals. Focus on understanding and fulfilling customer needs to expand sales footprint. Lead marketing efforts to generate demand, leads, and opportunities.
• Distribution Network Leadership: Develop and maintain a robust distribution network. Lead distributor training initiatives and work directly with their sales staff to advance complex projects.
• Product Expertise & Consulting: Become a subject matter expert on all Panels Plus products, serving as a trusted resource for customers and prospects. Research competition by gathering real-time marketplace intelligence on pricing, products, and delivery schedules.
• Operational Excellence & Reporting: Maintain high visibility with leadership by providing weekly work plans and call reports. Leverage Dynamics 365 CRM to ensure accurate and up-to-date tracking of leads, accounts, and opportunities.
• Customer Advocacy & Problem Solving: Act as a liaison between customers and internal departments to ensure satisfaction. Resolve complaints by investigating issues, developing solutions, and collaborating with management. Provide backup support for service, equipment installations, or other roles as needed.
• Professionalism & Versatility: Conduct all duties with diplomacy, integrity, and tact. Remain flexible to pivot based on market demands and changing customer requirements.

Requirements

• Demonstrated success selling B2B capital equipment or industrial OEM solutions in construction or adjacent industries, preferably involving distributor or channel-based sales
• Ability to work with a high level of independence while maintaining strong collaborative ties with other departments
• Self-starting and capable of driving results without daily oversight
• Professional, frequent communication skills for all levels
• Alignment with the Innovance mission and core values

Qualifications

• Construction or building industry experience
• Demonstrated ability to achieve results through distribution partners
• Experience with marketing, planning, and promotions
• Understanding of business financials for quoting, pricing, and margin analysis
• PC skills including Epicor Kinetics ERP, Microsoft Office 365, Dynamics 365 CRM, and AI tools
• Strong ability to set and prioritize goals
• Mechanically inclined with excellent problem-solving skills
• Ability to work with customers to resolve issues in a fair and pleasant manner
• Ability to work with limited supervision and know when to involve others in customer conversations

Schedule

• Travel averages 2–3 days per week during peak customer or trade show periods, with lighter travel during planning and follow-up cycles
• Remote office consideration for highly qualified candidates; regular travel to Albert Lea, MN HQ and plant is required

Measures of Success

• Growth in North American bookings and backlog
• Distributor engagement, training effectiveness, and order velocity
• CRM adoption and pipeline visibility
• Customer satisfaction and repeat business
• Contribution to marketing initiatives and product feedback loops