Director of Sales - Architectural

OVERVIEW

The Director of Sales, Architectural is responsible for leading and expanding Pattison ID’s Architectural business across North America. This role serves as both a strategic sales leader and active business developer, responsible for driving new brand approvals, expanding protected vendor relationships, and accelerating profitable revenue growth within the architectural segment. Reporting directly to the Chief Revenue Officer (CRO), this leader owns the strategic growth plan to scale Architectural revenue from approximately $50M annually to $100M+ by 2028, while also carrying responsibility for improving CM3% performance through operational alignment, outsourcing strategies, manufacturing optimization, and speed-to-market improvements. This role leads Architectural Sales Executives across North America.

CORE BUSINESS FOCUS:

• Cladding & Fascia Systems
• Canopy Solutions
• Architectural Lighting
• Exterior Brand Environments
• Custom Architectural Fabrication Solutions

ESSENTIAL FUNCTIONS / KEY RESPONSIBILITIES:

Strategy & Growth

• Develop and execute the North American Architectural sales growth strategy.
• Expand Pattison ID’s specification presence and protected vendor status.
• Drive new brand approvals and enterprise-level partnerships.
• Lead expansion efforts into Texas, California, and other high-growth markets.
• Build scalable growth systems that support long-term, sustainable revenue growth.

Customer & Relationship Development

• Develop executive-level relationships with Framework Dealers across North America.
• Drive specification influence with key stakeholders across automotive, dealer, architect, and general contractor channels.
• Actively participate in strategic pursuits and enterprise-level opportunities as a player-coach.

Financial Performance

• Own Architectural business CM3% performance alongside revenue growth objectives.
• Evaluate and implement outsourcing strategies to improve scalability, profitability, and throughput.
• Contribute to in-house manufacturing and design strategy development.
• Improve throughput and speed-to-market across architectural solutions.

Team Leadership & Development

• Lead, mentor, and develop Architectural Sales Executives across North America.
• Build a high-performing architectural sales organization capable of scaling to $100M+ in revenue.

Cross-Functional Collaboration

• Collaborate cross-functionally with Operations, Engineering, Estimating, Manufacturing, Procurement, and Project Management.
• Perform other related duties as assigned.

KEY PERFORMANCE INDICATORS (KPIs):

• Architectural revenue growth toward $100M+ by 2028.
• CM3% growth and profitability improvement.
• New brand approvals secured.
• Protected vendor relationships established.
• Pipeline growth and specification influence opportunities.
• Expansion success in Texas, California, and other target markets.
• Framework Dealer engagement and executive relationship development.
• Manufacturing utilization and throughput improvements.

QUALIFICATIONS REQUIRED:

EDUCATION

• Bachelor’s degree in Business Administration, Sales, Architecture, Engineering, or a related field preferred.

EXPERIENCE REQUIRED:

• 7+ years of progressive sales or business development experience, with at least 3 years in a senior or director-level role.
• Demonstrated experience in architectural products, building envelope systems, exterior cladding, or a related construction/design industry.
• Proven track record of growing national accounts and building protected vendor or specification-driven sales programs.
• Experience leading and developing a team of sales professionals.
• Proficiency in CRM tools and Microsoft Office Suite.

SKILLS & COMPETENCIES REQUIRED:

• Strategic sales leadership with a builder’s mindset; able to balance executive leadership with frontline sales engagement.
• Strong ability to develop executive-level relationships with dealers, architects, and general contractors.
• Results-oriented with accountability for both revenue growth and profitability (CM3%).
• Excellent verbal and written communication and presentation skills.
• Ability to lead through influence, urgency, and strategic thinking.
• Strong organizational and analytical skills with the ability to build scalable growth systems.
• Collaborative cross-functional approach; comfortable working across Operations, Engineering, Manufacturing, and Procurement.

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Regularly required to sit and work at a computer for extended periods of time.
• Frequently required to use hands to operate a keyboard, mouse, and telephone.
• Occasionally required to stand, walk, or travel to client sites, trade events, or internal facilities.
• Must be able to lift and handle items weighing up to 25 lbs on an occasional basis.
• Specific vision abilities required include close vision for extended periods of screen use.
• Must be able to communicate effectively verbally and in writing on a regular basis.
• Travel is required; estimated at 25–40% of the time, including domestic and cross-border travel.