Director of Sales - ICON Shelters

Director of Sales Summary

This position provides direction and leadership regarding all activities related to the sales and marketing of Icon Shelter Systems, Inc., primarily sold through an extensive network of independent rep groups. As the director responsible for the entire rep network, this role focuses on setting expectations, developing talent, making required changes, and driving the required sales volume.

• Manage and optimize sales territories and independent rep groups to align with corporate goals, including developing strategic plans for open territories.
• Analyze sales performance against historical data and quotas to assess rep effectiveness and develop accurate forecasts and quotas that support corporate objectives.
• Develop and implement performance optimization strategies for independent reps, while setting and communicating annual goals and maintaining consistent engagement through onsite visits, virtual meetings, and ongoing communication.
• Develop and execute strategy to better understand lost opportunities.
• Develop and recommend product positioning and pricing to maximize long‑term market share.
• Conduct market research and make proposals to maximize market share and profitability.
• Secure direct sales where applicable (national accounts, open territories, etc.).
• Engage in product research and development efforts.
• Direct all trade show activity (display, activities, attendees, onsite coordination, etc.).
• Collaborate with marketing to maintain a consistent brand identity across all promotional materials and events, while developing and implementing sales and marketing plans with associated budgets and overseeing advertising and promotional activities across various media channels (print, direct mail, digital, etc.).
• Prepare monthly sales and marketing reports, detailing results and specific suggestions for improvement.
• Collaborate with cross‑functional teams to align sales initiatives and support revenue growth and improve processes and effectiveness.
• Collaborate in the development of financial performance goals and strive to meet or exceed the targets established in partnership with the General Manager and corporate leadership.
• Meet with rep principals to maintain and strengthen relationship.
• Meet and present to clients, assist sales reps, maintain relationships, negotiate, and close deals.
• Conduct regular performance reviews and provide constructive feedback to reps along with expectations. This includes rep visits, follow‑up virtual discussions, and additional communications via email and phone calls as needed.
• Establish and maintain relationships with industry influencers and key strategic partners.
• Conduct sales rep training.
• Monitor competitor products, sales and marketing activities.
• Collaborate with marketing, product development, customer service, inside sales, and cross‑functional teams to align sales initiatives, improve processes, and support revenue growth.
• Perform other duties as assigned.

• Analytical Decision‑Making
• Communication
• Learning & Development
• Planning & Organizing
• Professionalism & Integrity
• Financial Management
• Risk‑Taking/Creative Thinking
• Teamwork & Relationship‑Building
• Results Orientation
• EEO Accountability
• Leading Others

• Bachelor’s degree in Sales, Marketing or Business Administration or equivalent experience.
• Ten years minimum related experience with sales and marketing professionals.
• Proven experience leading and developing sales professionals.
• Exposure to architectural and construction sales (design professionals, bid environments, etc.).

This position requires significant travel - up to 50%.

• Demonstrated proficiency with MS Excel, Word, and Power Point
• Demonstrated proficiency using EPICOR ERP or similar systems

• Business acumen
• Technical capacity and strong product knowledge in the Architectural and Construction Industry
• Willingness to meet significant travel requirements
• Communication proficiency
• Customer/client focus
• Leadership skills
• Presentation skills
• Problem solving/analytical skills
• Results driven
• Strategic thinking and planning

• Ability to work in a team…