Director, Sales

Description

COMPANY OVERVIEW

Atmosphere Commercial Interiors is one of the nation’s largest commercial furnishings providers, creating engaging and inspiring spaces that are thoughtfully tailored to our clients’ needs and business goals. We serve a diverse range of organizations—from small businesses to Fortune 500 companies—across corporate, healthcare, education, sports, and hospitality environments. Our comprehensive suite of services includes asset and order management, space planning, facility and installation services, and full project management support.

At Atmosphere, we are committed to delivering exceptional service to our clients while continuously investing in a collaborative, supportive, and rewarding work environment for our team members.

Atmosphere is part of Omni Workspace, a national platform that provides strategic leadership, operational resources, and shared expertise to a portfolio of Steelcase and commercial facility services companies. Omni Workspace’s family of distinctive brands—including Atmosphere Commercial Interiors, Aurora Procurement Solutions, Emerald Blue, Meso Built, and Turnkey Project Services—each demonstrates market leadership within its specialty while working together to deliver superior products, services, and long-term value to clients.

Being part of the Omni Workspace umbrella allows Atmosphere to combine local market expertise with national scale, enabling us to build enduring partnerships and deliver innovative, high-impact solutions for the organizations we serve.

PRIMARY FUNCTION

The Director of Sales is responsible for developing and executing a comprehensive regional sales strategy to drive significant revenue and gross profit growth across Minnesota. This role leads, mentors, and develops a team of sales professionals while serving as the primary strategic leader for Atmosphere’s aligned manufacturer partners (Steelcase, HON, and Emerald Blue). The Director will focus on expanding market share by building strong relationships with real estate firms and key vertical markets. This position owns the annual regional sales and gross profit plan and is accountable for achieving both top-line revenue and profitability targets.

PRINCIPLE DUTIES AND RESPONSIBILITIES

1. Build and lead the business segment’s sales strategy to achieve successful attainment of the sales goals. This includes:

• Assess the region’s marketplaces and from such research develop points-of-view that will lead to, and drive, long term/sustainable incremental sales & profitability.
• Define and track agreed-upon measures of success (both internal & external).
• Reinforce Atmosphere’s value proposition within the region’s vertical markets.
• Formulate and direct strategies that raise Atmosphere’s consciences, relevance and favorability with the region’s marketplace.
• Regularly communicate initiatives and progress towards them. Motivate the team and recognize outstanding performance.

2. Team Leadership Onboarding & Development, this includes: 

• Clearly define each selling team members’ role, responsibilities and goal expectations (including touch points and sales).
• Actively participate in the performance management process, which includes recognizing, coaching, providing meaningful feedback, writing and delivering counselling and corrective actions and engaging in the quarterly coaching and development process.
• Champion personal leadership development using company tools and programs while seeking feedback on progress.
• Partner with the region’s Leadership Team to hold team members accountable for performance.
• Recruit, onboard, train, and retain high-performing Account Executives. 
• Foster a high performance, collaborative culture focused on continuous improvement and professional growth. 

3. Define and self-direct their own visibility within the various marketplaces across the region.

• Position to become the chief public Atmosphere brand ambassador in the most strategically vital vertical markets.
• Collaborate with Atmosphere’s vendor partners (i.e., Steelcase, OMNI brands) and actively support/participate in their corresponding strategies.
• Drive, direct & own meaningful, incremental profitability from existing accounts, new business or vertical markets, that over time, drive significant EBIT.

4. Develop and direct “connectivity” strategy(s) that engage & inspire the selling teams to continuously, connect with the marketplace.

• Jointly present with selling team members.
• Regular networking strategies.
• Continuing Education strategies.
• Events strategies.
• Communication strategies.
• Social networking strategies (in collaboration with the Marketing team).

5. Direct and lead select client pursuits & relationships that are of the highest strategic and/or financial value.

• Devise the strategic approach to winning customers & projects.
• Know and maintain knowledge regarding the Atmosphere competition and utilize tools and strategies that will provide Atmosphere with the winning edge.
• Harness together internal teams for such customer/project pursuits and coach them to success with winning strategies & tactics.
• Successfully pitch & close opportunities.

6. Participate in meetings with Atmosphere’s Leadership Team as required.

7. While this job description accurately represents the current primary duties of the role, functions may be adapted as necessary to meet business need.

CORE STRENGTHS/ATTRIBUTES 

• Leadership skills: ability to provide direction, develop and implement processes, motivate others, and build consensus with large groups including cross-pyramid teams. Influences without authority, giving direction and delegating tasks. Nurtures fresh approaches and appropriate risk taking. 
• Communicates/Collaborates Effectively: Strong verbal and written communication and presentation skills. Ability to tailor message across a variety of audiences. Strong interpersonal skills; develops and maintains positive relationships internally and externally. Strong team player.
• Demonstrates Accountability: Strong self discipline and motivation. Shows initiative, takes responsibility for work and actions, high level of integrity. 
• Excellent Analytical and Strategic Problem-Solving Skills: highly developed understanding of company’s strategic direction and ability to interpret and communicate senior management direction. Clearly defines, gathers, analyzes and focuses on the most relevant information. Synthesizes complex information.
• Relationship building: Works effectively with others to meet goals and satisfy multiple business objectives. Confronts difficult issues despite personal risk or discomfort. Earns confidence of external and internal partners as well as senior management; creates an environment of respect and trust; and demonstrates integrity.

REPORTING/WORKING RELATIONSHIPS

• INTERNAL: Works with all Atmosphere Sales, Design, Client Services, Project Management, Accounting, and Operations teams. Works with leaders in all departments.
• EXTERNAL: Directly influences outcomes with existing clients, the A&D/RE – Healthcare - Education vertical markets plus new clients & prospects
• DIRECT REPORTS: Selling Team Members (Account Executives)

Requirements

MINIMUM JOB REQUIREMENTS

• Bachelor’s degree (BA or BS Degree, in a business-related field preferred)
• 10+ years of successfully presenting & winning projects to sophisticated customers
• 5+ years of financial and/or metrics and reporting experience
• 5+ years of industry experience
• Proficient with Microsoft Office applications, social networks, and Internet

DESIRED JOB REQUIREMENTS

• Office furniture industry knowledge
• Exhibits excellent composure and a strong sense of self-confidence

Atmosphere Commercial Interiors provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. In addition to federal law requirements, Atmosphere Commercial Interiors complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.