Position Summary

The Director of Commercial Sales is responsible for leading AWIP’s national commercial sales strategy across Commercial Regions and National Accounts. This role provides leadership and direction to Territory Managers, Independent Representatives, and National Accounts personnel while driving revenue growth, market expansion, customer retention, and strategic account development.

As a key commercial leader within the organization, the Director of Commercial Sales partners cross-functionally with Operations, Estimating, Customer Experience, Marketing, and Executive Leadership to ensure alignment between customer expectations, operational execution, and company growth objectives.

This position is responsible for developing and executing commercial strategies that support profitable growth, strengthen customer relationships, and position AWIP as a leader within the insulated panel and commercial construction markets.

Essential Functions

Commercial Leadership & Growth

• Lead national commercial sales strategy across assigned commercial regions and national accounts.
• Drive revenue growth, profitability, and market share expansion across targeted market segments.
• Develop and execute strategic sales plans aligned with company objectives and growth initiatives.
• Monitor sales performance metrics, forecasting accuracy, pipeline development, and regional sales activity.
• Identify emerging market trends, competitive risks, and new business opportunities.
• Support pricing strategy and commercial decision-making to balance growth and margin objectives.
• Establish and maintain commercial operating rhythms, reporting structures, and accountability measures.

National Accounts & Customer Management

• Develop and maintain strategic relationships with key OEM, national, and commercial accounts.
• Serve as executive-level escalation point for critical customer concerns, service issues, and strategic opportunities.
• Support negotiations, long-term agreements, and major project opportunities.
• Ensure professionalism, responsiveness, and customer-focused execution across the commercial organization.
• Collaborate with field services and operations teams to support customer satisfaction and warranty-related activities when required.

Sales Team Leadership

• Lead, coach, and develop Territory Managers, Independent Representatives, National Accounts personnel, and other assigned commercial resources.
• Conduct performance reviews, coaching discussions, sales planning sessions, and development activities.
• Establish clear expectations and accountability for performance, customer engagement, and commercial execution.
• Partner with leadership on succession planning, organizational capability development, and talent acquisition initiatives.
• Foster a culture of collaboration, accountability, professionalism, and continuous improvement.

Cross-Functional Partnership

• Partner closely with Operations, Estimating, Supply Chain, Marketing, Customer Experience, and Executive Leadership teams.
• Ensure alignment between commercial commitments and operational capabilities.
• Support estimating strategy, pricing alignment, and project coordination efforts.
• Collaborate with Marketing on trade shows, industry engagement, product promotion, and brand visibility initiatives.
• Assist in development of commercial policies, procedures, and best practices.

Industry & Customer Engagement

• Represent AWIP at trade shows, customer meetings, industry associations, and project site visits.
• Deliver presentations to customers, contractors, developers, architects, and engineers.
• Maintain strong industry relationships and visibility within target markets.
• Serve as a subject matter expert on AWIP products, systems, and commercial solutions.
• Read and interpret construction drawings, specifications, and project requirements.

Reporting & Administrative Responsibilities

• Prepare sales reports, forecasts, business updates, and commercial performance summaries as directed by executive leadership.
• Monitor and communicate commercial activity, market conditions, and customer trends.
• Plan and prioritize travel nationally to support commercial objectives and customer relationships.
• Perform other duties as assigned.

 

Knowledge, Skills, and Abilities

• Bachelor’s Degree in Business, Marketing, Construction Management, or related field preferred. Equivalent industry experience may be considered in lieu of degree.
• Minimum of 5 years of commercial sales experience within manufacturing, construction products, building materials, or related industries.
• Minimum of 5 years of sales leadership or people management experience.
• Experience leading geographically dispersed commercial teams preferred.
• Experience with national accounts, OEM customers, or large strategic accounts preferred.
• Experience reading construction drawings, specifications, and project documentation.
• Strong computer proficiency including Microsoft Word, Excel, PowerPoint, and Outlook.

 

Physical Requirements

• Ability to interact effectively with employees and other individuals.
• Ability to function effectively with moderate to high levels of stress in a demanding and dynamic environment.
• Able to wear prescribed personal protective equipment and appropriate clothing.
• Lift up to 50 lbs.
• Effectively read, write, speak, and communicate in English fluently.
• Ability to sit and stand for extended periods of time. Ability to walk, bend, climb, crouch, lean, reach, and other physical movements as required to effectively and efficiently perform duties.
• Work in conditions typical of a manufacturing environment, including noise, extreme temperatures and humidity, odors, dust, etc.
• Effectively use a computer, monitor, keyboard, mouse, as well as commonly used equipment and software to complete necessary functions.
• Finger dexterity, visual acuity, discernment of sounds, color, and texture.

 

Working Environment

While performing the duties of this job, the employee is regularly exposed to work near moving mechanical parts, dusty conditions, high noise environments, chemicals used in the process, and extreme temperatures. The facility is an industrial manufacturing plant.

This position is designated safety sensitive.

 

AWIP is committed to providing equal opportunity for employees and applicants in all aspects of the employment relationship, without regard to race, color, sex, sexual orientation, gender identity, national origin, citizenship, marital status, veteran status, disability, age, religion or any other classification protected by law. In that regard, U.S. applicants and employees are protected from discrimination based on certain categories protected by Federal and State law, as applicable.