Job description

Window and Door Sales Leader

Preston Feather Building Centers is a leading source of building materials in the Northwest Michigan market. The business is 108 years old, family owned, with a strong culture of teamwork and continuous improvement. Over 80% of its sales from its four store locations are to professional building contractors. Based in a waterfront and resort property market, the company specializes in custom and semi‐custom residential projects requiring premium products, tailored builder services and flexible delivery capability. The organization is focused on culture and its strategy is to facilitate smooth build cycles.

As a distribution company in a highly fragmented industry, Preston Feather seeks to add value by providing professional builders the expertise and organization to build high‐end custom homes on schedule. Preston Feather’s value increases exponentially as it coordinates and delivers more content of each home. Windows and doors are important components, installed at a critical phase of the build cycle and necessary to the function and the beauty of every custom home. This category of relatively complex products and accessories requires high technical skills to select, configure, order, and install properly.

Considering the segment’s complex supply chain and service/warranty model, Preston Feather’s ability to supply the right products at the right time is essential for new and recurring business with key builder customers. Successful Window and Door salespeople must be certified to sell specific product lines, develop collaborative relationships with building materials salespeople (who see the blueprints first), and effectively communicate the value of partnering with Preston Feather to builders/architects/homeowners.

Preston Feather’s Window and Door department consists of 11 sales team members, along with various others responsible for coordination and support. The capabilities and experience levels of the sales team vary, as do the market demands. The sales team operates out of our four showrooms (“decision centers”). Products are special ordered and require unique receiving, warehousing and delivery logistics. Brands supplied and serviced include higher quality lines from Marvin, Andersen, ThermaTru, Jeld‐Wen, and others. Preston Feather also employs a fulltime service technician balancing warranty/repair service work with other services for key builders (such as post‐install inspection, installation of screens and hardware).

Preston Feather’s Window and Door sales have grown significantly in the past several years, and are projected to continue growing at a fast pace. For 2023 we expect the department to sell approximately $20 million ($2 million greater than originally budgeted, and $4 million more than prior year sales). Today, this product line represents about 25% of Preston Feather’s total sales.

The Window and Door staff today report to Preston Feather’s Sales Director, responsible for all other Building Materials sales staff, too. Due to sales growth, staff size and customer service needs, dedicated sales leadership for the Window and Door business unit is now needed.

Preston Feather seeks a Window and Door Sales Leader who knows how to sell and how to execute, with both technical and operational skills. Experience in the construction industry covering both the sales and operational aspects is necessary, as is the ability to collaborate and continuously improve.

The Sales Leadership role centers around people and process management, focusing on

1) business development and sales

2) pricing/margin management;

3) order execution accuracy; and 4) service management.

Initial opportunities for the candidate include:

‐ Development of reliable sales controls and consistent sales execution processes.

Build and implement standard operating procedures to create consistency from order

accuracy through delivery logistics.

‐ Assess current sales team, identifying areas for improvement and creating a strategy for

the department (short and longer term).

‐ Capitalize on opportunities for market sales growth without compromising customer

experience.

Desired skills and experience:

‐ Has led a sales team for a business in a related industry (manufacturing, distribution).

‐ Experience in assessing individual capabilities and developing/administering

performance improvement plans.

‐ Knows how to sell and how to execute, with technical and operational skills.

‐ Skilled in documenting and implementing processes.

‐ Ability to develop long‐range business plans for a complicated business unit with a

variety of strategic opportunities:

o Windows and doorwalls

o Exterior doors

o Interior doors

o Hardware

o Window & door trim, millwork, custom mouldings

o Stairparts

o Garage doors

o Services (warranty, repair, installation)

‐ Excellent communication skills, adaptable to variety of audiences (internal team,

customers, vendors). Effective presentation preparation and delivery.

‐ Process improvement skills (LEAN or Continuous Improvement).

‐ Proficiency in Microsoft Office applications.

‐ Desire to work hands on at multiple locations (not office bound).

Role responsibilities include:

Leadership

‐ Leverage leadership team competencies. Transfer of knowledge from the Sales Director

regarding the team capabilities, market landscape, and supply chain performance.

‐ Create and deliver presentations to internal teams, customers, and suppliers.

‐ Ensure that all salespeople have the skills for sales success. Utilize training resources and

work with salespeople in the field to coach effective sales techniques.

‐ Successful leadership of the category will result in:

- Growth with target contractor customer base

- Growth with strategic vendor products

- Higher accuracy and customer satisfaction rates (lower service incidents)

- Higher margins and profitability with fair pricing for value provided

- Expanded service offering (with plans for inventory stocking and special order

sourcing strategies)

Team Development

‐ Regularly work one on one with salespeople to observe performance and validate

competence. Provide productive performance feedback and establish achievable goals for

their personal development.

‐ Identify staffing needs within the sales team, including how to optimize outside sales team

members with inside sales/coordinator roles.

‐ Assist with recruiting efforts (including outlining the role/responsibilities and

onboarding/training plan), and lead the interviewing process.

Continuous Improvement

‐ Prioritize opportunities for improvement.

‐ Manage projects through effective planning and coordination of resources.

‐ Work closely with Preston Feather’s Supply Chain leader to identify and work towards

improvements throughout the Window and Door supply chain.

Sales Management Responsibilities

‐ Present annual business segment strategic plan.

‐ Prepare annual budgets and regular forecasting for company planning.

‐ Develop goals by salesperson, providing a roadmap and coaching to achieve those goals.

‐ Work one on one with individual salespeople to ensure they are performing to:

o Establish and meet performance objectives.

o Represent Preston Feather professionally.

o Proactively prospect for new business.

o Consistently meet customer expectations.

‐ Build relationships with key customer accounts.

‐ Identify opportunities for collaboration with other sales departments to supply more

content of each house.

‐ Use data to gauge sales performance.

‐ Plan and coordinate sales marketing strategies and tools

Job Type: Full-time

Salary: $110,000.00 - $150,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Flexible schedule
• Health insurance
• Life insurance
• Paid time off
• Paid training
• Vision insurance

Schedule:

• Monday to Friday

Travel requirement:

• Travel

Work Location: In person

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Job Type: Full-time

Pay: $110,000.00 - $160,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Schedule:

• 8 hour shift
• Monday to Friday

Travel requirement:

• Travel

Work Location: In person