Director of Sales - Architectural

Director Of Sales, Architectural

The Director of Sales, Architectural is responsible for leading and expanding Pattison 's Architectural business across North America. This role serves as both a strategic sales leader and active business developer, responsible for driving new brand approvals, expanding protected vendor relationships, and accelerating profitable revenue growth within the architectural segment. Reporting directly to the Chief Revenue Officer (CRO), this leader owns the strategic growth plan to scale Architectural revenue from approximately $50M annually to $100M+ by 2028, while also carrying responsibility for improving CM 3% performance through operational alignment, outsourcing strategies, manufacturing optimization, and speed-to-market improvements.

This role leads Architectural Sales Executives across North America.

Core business focus includes cladding & fascia systems, canopy solutions, architectural lighting, exterior brand environments, and custom architectural fabrication solutions.

Essential functions/key responsibilities include:

• Strategy & Growth:
  Develop and execute the North American Architectural sales growth strategy. Expand Pattison 's specification presence and protected vendor status. Drive new brand approvals and enterprise-level partnerships. Lead expansion efforts into Texas, California, and other high-growth markets. Build scalable growth systems that support long-term, sustainable revenue growth.
• Customer & Relationship Development:
  Develop executive-level relationships with Framework Dealers across North America. Drive specification influence with key stakeholders across automotive, dealer, architect, and general contractor channels. Actively participate in strategic pursuits and enterprise-level opportunities as a player-coach.
• Financial Performance:
  Own Architectural business CM 3% performance alongside revenue growth objectives. Evaluate and implement outsourcing strategies to improve scalability, profitability, and throughput. Contribute to in-house manufacturing and design strategy development. Improve throughput and speed-to-market across architectural solutions.
• Team Leadership & Development:
  Lead, mentor, and develop Architectural Sales Executives across North America. Build a high-performing architectural sales organization capable of scaling to $100M+ in revenue. Cross-functional collaboration with Operations, Engineering, Estimating, Manufacturing, Procurement, and Project Management.

Key performance indicators (KPIs) include architectural revenue growth toward $100M+ by 2028, CM 3% growth and profitability improvement, new brand approvals secured, protected vendor relationships established, pipeline growth and specification influence opportunities, expansion success in Texas, California, and other target markets, framework dealer engagement and executive relationship development, manufacturing utilization and throughput improvements.

Qualifications required include a bachelor's degree in business administration, sales, architecture, engineering, or a related field preferred. Seven or more years of progressive sales or business development experience, with at least three years in a senior or director-level role. Demonstrated experience in architectural products, building envelope systems, exterior cladding, or a related construction/design industry. Proven track record of growing national accounts and building protected vendor or specification-driven sales programs.

Experience leading and developing a team of sales professionals. Proficiency in CRM tools and Microsoft Office Suite.

Skills and competencies required include strategic sales leadership with a builder's mindset; able to balance executive leadership with frontline sales engagement. Strong ability to develop executive-level relationships with dealers, architects, and general contractors. Results-oriented with accountability for both revenue growth and profitability (CM 3%). Excellent verbal and written communication and presentation skills. Ability to lead through influence, urgency, and strategic thinking.

Strong organizational and analytical skills with the ability to build scalable growth systems. Collaborative cross-functional approach; comfortable working across Operations, Engineering, Manufacturing, and Procurement.

Physical demands include sitting and working at a computer for extended periods of time, using hands to operate a keyboard, mouse, and telephone, standing, walking, or traveling to client sites, trade events, or internal facilities, lifting and handling items weighing up to 25 lbs on an occasional basis, and specific vision abilities required include close vision for extended periods of screen use.

Must be able to communicate effectively verbally and in writing on a regular basis. Travel is required; estimated at 25–40% of the time, including domestic and cross-border travel.