Regional Business Director

Position Overview

The Regional Business Director is a senior-level leadership role responsible for driving revenue growth, expanding market share, and leading a high-performing sales team across all fixed seating markets, including Learning, Live Entertainment, Performing Arts, Worship, and Digital Entertainment. This role requires a strategic, data-driven leader with deep experience in distribution management, key account development, and cross-functional alignment to deliver aggressive sales targets and build long-term client partnerships.

Responsibilities

Strategic Sales Leadership & Revenue Growth

• Develop and execute region-specific sales strategies aligned with national objectives and enterprise priorities.
• Lead large-scale contract negotiations with enterprise clients, architects, and contractors.
• Drive competitive pricing, market positioning, and differentiation in key verticals.
• Identify and secure high-value opportunities that align with long-term business growth.

Team Leadership & Performance Management

• Recruit, develop, and manage a team of Regional Sales Managers, Territory Sales Managers, and Key Account Executives.
• Set sales targets and KPIs; conduct regular performance reviews and coaching to ensure accountability and excellence.
• Foster a high-performance team culture built on trust, results, and continuous improvement.

Channel & Distribution Management

• Oversee recruitment, onboarding, and performance management of dealers, distributors, and sales representatives.
• Improve channel partner ROI through joint business planning, performance incentives, and targeted training.
• Ensure full compliance with company policies related to pricing, branding, and contract terms across all partner engagements.

Key Account & Market Development

• Build and maintain executive-level relationships with strategic customers and industry influencers.
• Engage proactively with the architectural and design (A&D) community to increase Irwin brand visibility and influence specifications.
• Monitor market trends, customer behavior, and competitor activity to refine strategy and uncover new opportunities.

Cross-Functional Collaboration & Strategic Planning

• Lead annual regional business planning efforts in partnership with enterprise strategy.
• Collaborate with Marketing, Engineering, Product, and Execution teams to ensure delivery of integrated, customer-centric solutions.
• Provide executive-level insights and reporting to inform strategic decisions.

Qualifications

• Bachelor’s degree in Business, Marketing, Engineering, or related field; MBA preferred.
• 10 years of B2B sales leadership experience, ideally within architectural products, construction, or related industries.
• Proven success in leading sales teams and delivering multimillion-dollar growth.
• Strong understanding of direct and indirect sales models, including dealer/rep ecosystems.
• Proficient in CRM tools (e.g., Salesforce), sales analytics, and forecasting.
• Exceptional negotiation, presentation, and executive relationship-building skills.
• Willingness to travel extensively within the assigned territory.

Key Competencies

• Strategic Execution – Builds and delivers data-driven strategies aligned with business and market dynamics.
• Leadership & Accountability – Inspires high performance, sets clear goals, and drives measurable results.
• Channel Optimization – Enhances the effectiveness and reach of diverse sales channels.
• Team Development – Cultivates future leaders and supports a culture of growth and performance.
• Customer-Centric Focus – Leads from the front with deep engagement, insight, and responsiveness to customer needs.

Why Irwin?

Founded in 1907, Irwin Seating is a fourth-generation, family-owned company with locations in Grand Rapids, Michigan and Altamont, Illinois. We bring people together to learn, create, and share meaningful experiences both within our teams and in the spaces we design. You’ll be part of a people-first team that believes in collaboration, growth, and doing the right thing. Here, you can build a career you love while growing alongside a company that feels like family.