Job Description

The Director of Sales is responsible for leading and executing strategic sales initiatives across a designated region to drive revenue growth, expand market share, and strengthen customer relationships.
This position will lead independent sales representatives and company representatives calling on the specification, retail (stores) and builder channels. The Director of Sales will provide mentorship, performance management, and strategic direction to ensure consistent achievement of sales goals.
The ideal candidate will be a proactive and results-oriented leader who thrives in a fast-paced, competitive environment. They will possess strong analytical skills, a collaborative approach, and the ability to build lasting relationships with key stakeholders including retailers, specifiers, builders and contractors. This role requires close coordination with internal departments such as marketing, product development, and operations to ensure alignment and support for regional initiatives.
The Director of Sales will represent the company within their territory, championing the brand, driving growth, and strengthening the company’s position as a trusted partner in the lighting industry.

Responsibilities:
• Sales Strategy & Execution
◦ Develop and implement regional sales strategies aligned with corporate goals.
◦ Identify growth opportunities and lead initiatives to capture new business.
◦ Implementation and management of Key Performance Indicators (KPIs).
◦ Prepare monthly, quarterly, and annual sales forecasts.
◦ Manage the regional sales budget and expenses.
• Customer & Channel Management
◦ Build and maintain strong relationships with key accounts, builders and specifiers.
◦ Develop and own the distribution strategy within the territory.
◦ Collaborate with marketing and product teams to support channel specific campaigns.
• Leadership
◦ Lead and motivate a team of independent and company sales representatives.
◦ Set clear performance goals and provide ongoing coaching and development.
◦ Track and analyze sales metrics to assess performance and identify areas for improvement.
◦ Foster a culture of accountability, collaboration, and continuous improvement.
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Requirements:
• Minimum 10 years of B2B sales experience, including at least five years in a sales leadership role
• 5+ years’ experience selling to residential home builders and/or architecture/design professionals
• Bachelor’s degree in a related field or equivalent work experience; MBA preferred
• Proven ability to lead and develop high-performing sales teams and while achieving revenue targets.
• Strong financial and business acumen
• Demonstrated leadership, collaboration, and strategic thinking skills
• Ability to challenge conventional approaches through data-driven decision making
• Skilled at viewing challenges from multiple perspectives and navigating complex solutions
• Excellent verbal and written communication skills
• Consistent demonstration of high professional and ethical standards.
• Proficiency in CRM and other sales enablement tools
• Willingness and ability to travel extensively (up to 80%)

We Provide:

• Competitive compensation plan
• Competitive Medical, Dental and Vision Benefits
• Company provided Life Insurance and Short-Term Disability
• 401(k) Employer Match
• Generous Vacation and Paid Time Off Programs
• Closed on all major holidays
• Team Member discounts on Visual Comfort Products

Compensation: $160,000 plus monthly bonus

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Qualified applicants are considered for employment, and employees are treated during employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, veteran status, gender identity, or expression, genetic information, or any other legally protected status.

To be eligible for this role, you must be authorized to work in the United States. We do not offer any type of employment-based immigration sponsorship for this role. Likewise, Visual Comfort & Co., will not provide any assistance or sign any documentation in support of any other form of immigration sponsorship or benefit including optional practical training (OPT) or curricular practical training (CPT).