Sales Manager

Responsibilities

• Own global sales strategy across Direct Sales, Architectural / Specification Sales, and Distribution Channels. Own channel roles, engagement models, and account coverage to maximize specification wins and project conversion.
• Define and execute annual and quarterly sales plans aligned with corporate growth, margin, and market expansion goals.
• Lead the strategy for specifying smoke, fire, security, and sound-rated door systems with architects, engineers, and code consultants.
• Drive inclusion in Basis of Design and construction specifications for key verticals (healthcare, education, transportation, government, commercial).
• Oversee architect education programs (CEUs), code consulting support, and early-stage project engagement.
• Ensure strong coordination between spec teams and downstream sales execution through bid, VE, and award phases.
• Lead direct sales efforts with GCs, specialty contractors, owners, and end users to convert specified projects into booked revenue.
• Establish disciplined project tracking, pursuit prioritization, deal review, and close-rate improvement processes.
• Provide oversight of pricing, margin management, and exception approvals.
• Build, manage, and expand a global distributor and dealer network.
• Develop distributor programs including training, certification, joint business planning, rebates, and performance metrics.
• Enforce clear channel conflict policies, deal registration, and territory alignment.
• Partner with distributors to increase sell-through of smoke, fire, security, and sound-rated solutions in regional markets.
• Own sales forecasting, pipeline management, and revenue predictability across regions and channels.
• Implement KPI dashboards covering pipeline coverage, spec wins, project conversion rate, margin, and forecast accuracy.
• Partner cross-functionally with Operations, Engineering, and Supply Chain to align production capacity, lead times, and delivery commitments.
• Lead sales strategy in international markets through distributors and select direct initiatives.
• Support localization of sales tools, pricing structures, and go-to-market approaches.
• Recruit, coach, and develop a high-performing sales team.
• Establish clear role definitions, compensation plans, territories, and performance expectations.
• Foster a sales culture grounded in accountability, technical competence, collaboration, and customer advocacy.

Qualifications

• Strong mechanical and technical aptitude, with the ability to understand and communicate complex product performance, code requirements, and system functionality.
• Ability to read and interpret blueprints, architectural drawings, and construction specifications to support project pursuit, design engagement, and accurate scoping.
• Proven capability to lead multi-channel sales execution—including direct sales, architectural/spec sales, and distribution channels simultaneously.
• Solid understanding of UL listings, ICC/IBC codes, fire-life-safety standards, and the specification process within commercial construction.
• Exceptional verbal, written, and presentation skills; effective at delivering CEU trainings, technical presentations, and executive-level briefings.
• Strong negotiation, influencing, and customer relationship skills with architects, GCs, specialty contractors, distributors, and end users.
• Highly organized with strong analytical, time-management, and prioritization abilities; skilled in managing multiple pursuits and long-cycle project pipelines.
• Proficient in Microsoft Office, CRM platforms, and sales forecasting tools; ERP experience required.
• Demonstrated ability to build, coach, and develop high-performing sales teams with a culture of accountability and customer focus.
• Data-driven sales operations, including forecasting, pipeline health, margin discipline, and KPI tracking across regions and channels.
• Ability to manage and grow domestic and international distributor networks, including training, certification, and performance management.
• Comfortable navigating global markets, regional code requirements, and localized go-to-market approaches.