Director of Sales

Company Description

François & Co. is a design-focused company dedicated to crafting exquisite, distinctive products that highlight the authenticity of raw materials. Originating from a passion to revive centuries-old Scagliola stone artistry, the brand has expanded into premium flooring, surfaces, hand-carved mantles, and bespoke range hoods. The collection emphasizes refined craftsmanship, modern interpretations, and timeless aesthetics. François & Co. celebrates the work of skilled artisans and masters, offering clients elevated design solutions that blend tradition with contemporary style. Team members join a creative environment that values quality, detail, and innovation.

Position Summary

The Director of Sales is responsible for leading, developing, and managing the company’s sales organization to achieve revenue, margin, and growth objectives.

This position provides direct leadership to all Sales Representatives and Inside Technical Sales while ensuring accountability, forecasting accuracy, CRM compliance, sales process execution, and employee development.

The Director of Sales serves as the operational leader of the sales organization and partners closely with the VP of Sales and Marketing to execute company growth strategies.

Reporting Structure

Reports To:

• VP of Sales and Marketing

Direct Reports:

• Sales Representatives
• Inside Technical Sales

Essential Responsibilities

Sales Team Leadership

• Lead and manage all Sales Reps and Inside Technical Sales.
• Conduct regular one-on-one coaching.
• Develop individual performance plans and career development strategies.
• Recruit, onboard, train, and retain high-performing sales talent.
• Address performance issues and implement corrective action plans when necessary.

Sales Performance

• Drive achievement of sales and gross margin goals.
• Monitor individual and team performance against quotas.
• Review sales activity, opportunity progression, and pipeline development.

Territory Management

• Develop, manage, and optimize sales territories to maximize market coverage and revenue opportunities.
• Evaluate territory performance and make recommendations for adjustments based on market conditions, workload, and growth potential.
• Ensure equitable distribution of accounts, leads, and opportunities across the sales team.
• Monitor territory penetration and identify opportunities for expansion within existing markets.
• Collaborate with the VP of Sales on territory strategy and resource allocation.

Forecasting & Pipeline Management

• Conduct regular sales pipeline and forecast reviews.
• Maintain accurate sales forecasts.
• Evaluate opportunity quality and progression.
• Ensure appropriate pipeline coverage levels.

Salesforce & Process Management

• Ensure CRM compliance across the sales organization.
• Maintain opportunity and account management standards.
• Drive adoption of company sales processes and best practices.
• Monitor sales reporting accuracy and data integrity.
• Enforce existing sales policies, procedures, and operational standards across the sales organization.
• Continuously evaluate and improve sales policies, workflows, and processes to increase efficiency, accountability, and performance.
• Provide CRM reporting and forecasting to Executive Leadership.
• Recommend and implement process improvements that support company growth and enhance the customer experience.

Sales Coaching & Development

• Conduct field coaching and customer visits.
• Improve selling effectiveness through training and mentorship.
• Support strategic account planning and major opportunities.
• Develop future sales leaders within the organization.

Cross-Functional Collaboration

• Partner with Vice President of Sales and Marketing to align campaigns and lead generation initiatives.
• Collaborate with Business Development to improve lead conversion.
• Support implementation of company-wide initiatives and process improvements.

Key Performance Indicators

• Sales Team Achievement
• Gross Margin Performance
• Forecast Accuracy
• Pipeline Coverage
• Territory Performance and Market Penetration
• CRM Compliance
• Sales Policy Compliance
• Employee Retention
• New Hire Ramp-Up Success
• Sales Process Adoption

Qualifications

• 5+ years of sales leadership experience.
• Experience managing multi-person sales teams and sales territories.
• Strong coaching and performance management skills.
• CRM and forecasting expertise.
• Experience developing, implementing, and improving sales processes and policies.
• Excellent communication and leadership abilities.
• Experience within luxury building products, architectural products, construction materials, or related industries preferred.

Success in This Role

Success is measured by the Director’s ability to strategically lead, coach, and elevate the sales team while fostering a culture of accountability, continuous improvement, and high performance. A successful Director of Sales develops team members to reach their full potential, drives consistent achievement of sales and profitability goals, maintains accountability to company standards and processes, and creates an environment where individuals and the team collectively exceed expectations.

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