Position Summary

Key Responsibilities

Sales Leadership & Team Development

• Lead, coach, and develop a team of Inside Sales Representatives supporting the Southeast region.
• Establish sales objectives, KPIs, and performance expectations aligned with regional growth goals.
• Conduct regular performance reviews, coaching sessions, and sales training.
• Support the team with closing strategies, objection handling, and customer negotiations.
• Develop succession plans and ongoing career development opportunities for team members.
• Foster a culture of accountability, collaboration, and continuous improvement.

Revenue Growth & Territory Management

• Develop and execute sales strategies designed to increase revenue and market share across the Southeast region.
• Analyze sales performance, customer trends, and pipeline data to identify growth opportunities.
• Partner with Regional Sales Managers and Territory Sales Representatives to support strategic accounts and key customer initiatives.
• Assist the sales team in identifying, qualifying, and converting new business opportunities.
• Drive programs that promote cross-selling, upselling, and customer retention.

Customer & Market Engagement

• Serve as a resource for escalated customer concerns and complex sales opportunities.
• Build relationships with key customers, distributors, glazing contractors, fabricators, and other industry stakeholders.
• Maintain awareness of industry trends, competitive products, pricing, and market conditions throughout the Southeast.
• Support customers through product recommendations, technical solutions, and service recovery efforts when needed.

Sales Operations & CRM Management

• Ensure CRM compliance and maintain accurate sales forecasting, opportunity tracking, and pipeline management.
• Monitor team activity levels, lead conversion rates, and customer engagement metrics.
• Maintain customer databases and ensure data integrity within CRM platforms.
• Prepare and present regional sales performance reports and business reviews to senior leadership.
• Collaborate with Marketing on lead generation campaigns, promotions, and customer outreach initiatives.

Product & Industry Leadership

• Train and coach the inside sales team on product knowledge, new product introductions, pricing updates, and promotions.
• Ensure the team can effectively communicate CRL's value proposition and differentiate products from competitors.
• Equip the sales team with effective sales messaging, competitive intelligence, and market insights.

Qualifications

Required Experience

• Minimum of 5 years of experience managing a sales team of five or more representatives.
• Proven success driving revenue growth and achieving sales objectives.
• Experience leading inside sales teams in a customer-focused environment.
• Strong experience utilizing CRM systems for sales management and forecasting.
• Demonstrated ability to coach, motivate, and develop high-performing sales professionals.
• Excellent verbal, written, presentation, and relationship-building skills.

Preferred Experience

• Experience within the architectural glass, glazing, building products, construction materials, or related industries.
• Experience supporting customers throughout the Southeast United States.
• Experience collaborating with field sales teams across a multi-state territory.
• Bilingual Spanish preferred.

Key Competencies

• Sales Leadership
• Strategic Planning & Execution
• Customer Relationship Management
• Pipeline & Forecast Management
• Coaching & Employee Development
• Business Acumen
• Negotiation & Closing Skills
• Communication & Influence
• Problem Solving
• Cross-Functional Collaboration
• Data Analysis & Decision Making

Education

• Bachelor’s degree in Business, Marketing, Sales, or related field preferred.
• Equivalent combination of education and relevant experience may be considered.

Travel Requirements

• Occasional travel (up to 10%) throughout the Southeast region for customer visits, sales meetings, training events, and industry functions.

Success Measures

The successful candidate will:

• Consistently achieve or exceed regional revenue and profitability targets.
• Improve customer retention and satisfaction.
• Increase pipeline growth and lead conversion rates.
• Develop a highly engaged and high-performing inside sales team.
• Strengthen collaboration between inside sales, outside sales, and key customer accounts throughout the Southeast region.