Director of sales (Ecommerce)

Job description:

Title: : Director of Sales (E-commerce)

Location: Tampa FL or Westerville OH

Employment Type: Full-Time

Base Salary: $120 Commission (On-Target Earnings150K)

Reports To: Chief Executive Officer

Company Overview

Fab Glass & Mirror is a technology-enabled custom glass, shower door, mirror, and hardware business. We operate across multiple online channels, including major third-party marketplaces as well as direct-to-consumer.

Role

The Director of Sales will lead day-to-day sales operations for Fab Glass & Mirror, overseeing a team responsible for converting inbound demand, expanding existing accounts, and developing new business opportunities, particularly with commercial and residential contractors. This role is accountable for materially improving lead-to-quote and quote-to-order conversion, shortening cycle time, and building a repeatable motion for sustainable professional account acquisition. The Director of Sales will strengthen customer relationships, support targeted business development initiatives, and ensure disciplined use of CRM and ERP systems to drive visibility, forecasting, and results. The ideal candidate is a hands-on, high-accountability leader with strong people skills, a sharp analytical mindset, and the ability to translate KPIs into daily execution; glass industry expertise is a plus.

Responsibilities

E-commerce Funnel Optimization:

• Oversee the entire sales cycle from initial inquiry to order completion and post-sale support.
• Identify and analyze points of friction within the Product Detail Pages (PDP), Request-for-Quotation (RFQ) workflow, and checkout process that impact conversion.
• Design and implement structured A/B testing and controlled rollouts—in partnership with Marketing/Product/IT—to improve key metrics such as speed-to-lead, quote-to-order conversion, recovery of abandoned quotes, and reduction of cancellations/returns due to mis-selling..
• Establish weekly reporting and accountability standards for performance indicators including leads generated, quotes issued, open quote aging, win rates, sales cycle duration, and Average Order Value (AOV).

Leadership & Management:

• Lead, coach, and develop the sales team to drive the achievement of sales targets and KPIs while delivering exceptional customer service.
• Promote a culture of collaboration, accountability, and continuous improvement while partnering with the Leadership Teams and cross-functional teams within operations and technical services departments.
• Implement a standardized sales methodology including scripting, objection handling frameworks, scheduled follow-up sequences, and robust quality assurance processes for quotations.
• Conduct weekly pipeline reviews and call coaching sessions, ensuring meticulous CRM data hygiene and adherence to defined process steps.

Technical Sales & Quote Quality:

• Improve quote accuracy and consistency to reduce iterative communication cycles and operational inefficiencies.
• Develop a formal Measure-to-Order verification process to mitigate installation risk and improve client confidence during the quoting phase.

Strategic Planning:

• Support the development and execution of the company’s overall strategic sales plan focused on inbound conversion and outbound new accounts program targeting architects, general commercial and residential contractors, and installers.
• Track and report sales forecast, KPIs, and customer activity using the CRM platform
• Drive pricing, quoting, and contract reviews to ensure alignment with overall sales targets. Work with the Logistics team to ensure the proper scheduling of work orders and timely delivery of materials.
• Develop and execute a targeted contractor/professional (Pro) referral and client reactivation strategy with a focus on high return on investment (ROI) outbound initiatives.
• Collaborate with the marketing department to align on lead quality parameters and channel economics.

Operational & Administrative Management:

• Ensure that the sales team is accurately and timely inputting data within the CRM and ERP systems to maintain pipeline visibility and order accuracy.
• Coordinate weekly sales meetings and contribute to planning discussions to align with customer expectations and delivery timelines.
• Attend trade shows, customer site visits, and industry networking events as needed.

Qualifications and Experience

• 5–7 years in inside sales leadership within B2B or B2C environments; strong track record in conversion-heavy, configured/technical products.
• Demonstrated ability to drive measurable improvements through data-driven process and operating cadence.
• Proficiency with CRM platforms (HubSpot or equivalent) and analytics (Google Analytics or equivalent dashboards).
• Bachelor’s degree preferred; relevant experience may substitute.
• Experience in building materials, custom manufacturing, or technical e-commerce is a strong plus.