Director of Sales, Architectural Products

Overview

We are One Workplace. We believe that people with a purpose need great spaces to perform their best work. We think big but work small, innovate through relentless curiosity, and treat each other – and our clients – like family. Over the past 100 years, we haven’t forgotten who we are, and we’ve never stopped changing. From big city skyscrapers to the west coast's premier universities and medical facilities, we design insightful work spaces with the latest technology to provide our clients an environment that embodies their image and encourages success. Our drive and dedication to providing our clients with innovative spaces and solutions has helped us expand our footprint, and now it is time to expand our team.

One Workplace is committed to the development of empathetic leaders, diversification of talent and increased representation at every level of our business. We believe in cultivating a culture of inclusion and are dedicated to building and retaining teams through removing unnecessary barriers to employment and providing opportunities for career growth. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status.

Location: South Bay, CA

Comp: Base + commission

Position Summary

The Director of Sales & Business Development, Architectural Products owns the growth of One Workplace's architectural products business in the California region: revenue, market presence, the offering itself, and the commercial strategy behind it. This is a builder's role, not a caretaker's. This role is suited for someone interested in building a business, and seeking opportunities to build a team with Operations.

The architectural products business (modular interior construction, demountable partitions, and related prefab systems) is OWP's offering to being an interior solutions provider, and this leader is accountable for making it real in the market.

The role leads the regional architectural sales, with the necessary support to developing and building the business. Success depends on four partnerships: with OWP's furniture sellers, who bring the client relationships; with Architectural products leadership, who deliver the installed product; with the A&D community, who specify it; with GCs that we operate as a sub-contractor to.

Reports to the VP of Growth, and Partnerships, One Workplace CA.

Essential Responsibilities:

Commercial strategy

• Define and own the regional commercial strategy for architectural products: target segments, vertical priorities (corporate, healthcare, education, life science), pricing strategy, and the offering roadmap
• In collaboration with Operations: which manufacturer lines to partner with, and go to market with
• Set the plan for market presence: showroom events, thought leadership/ social events, and the reference projects that establish credibility
• Build the annual revenue and margin plan with Sr leadership, finance and report against it monthly

Revenue and pipeline

• Own regional revenue and contribution margin for architectural products
• Build and manage the pipeline from early project intelligence through award, with clear stage definitions and forecast discipline
• Lead pursuit strategy on major opportunities: qualification, pricing, proposal, and presentations
• Personally carry and close strategic accounts while building the capability for others to do the same

A&D and influencer channel

• Call on architects, interior designers, general contractors, and owner's reps/ project managers: be the face of OWP architectural products in the community
• Get OWP specified: basis-of-design positions, lunch-and-learns, CEUs, early design-phase engagement
• Maintain relationships with the GC community so OWP is on the bid list and understood as a licensed, bonded, single-point-of-accountability provider, not a furniture dealer doing walls

Furniture sales partnership

• Make it easy for OWP furniture sellers to bring architectural products into their accounts: joint account planning, pursuit support, clear rules of engagement, and credit
• Train the furniture sales team to recognize opportunities and qualify them early
• Resolve channel questions between furniture and architectural pursuits in the client's interest

Partnership with operations

• Partner with Operations on estimating, scheduling, field verification, installation sequencing, and close-out so what is sold can be built at the margin it was sold at
• Bring Operations into pursuits early enough to shape scope, schedule, and risk before commitments are made
• Own the hand-off from sale to execution with Project Management: scope, budget, schedule, and client expectations documented before the order is released

Team leadership

• Set the operating rhythm: pipeline reviews, project reviews, and the shared schedule that connects sales, to operational part of the business
• Build the bench the business will need at two to three times current volume

First 90 days

• Go to market strategy drafted and reviewed with the SR leadership: segments, offering, pricing posture, presence plan
• Pipeline build with stage definitions and a forecast the business can act on
• Rules of engagement with furniture sales agreed and communicated
• Determine operations hand-offs and alignment. Align on ownership, authority, and decision making

Year one

• OWP named as basis of design on a defined number of projects in the region
• Furniture sellers bringing qualified architectural opportunities to the table
• No project released to the field without a documented scope, schedule, and margin target

Beyond

• OWP recognized in the regional A&D and GC community as a strength in its own right
• Business scaled with margin held

Knowledge/Skills/Abilities:

• 10+ years in commercial interiors sales or business development, with at least 5 in architectural products, modular construction, demountable walls, or a closely related building-products category
• A track record of growing a regional business: revenue, team, and market presence, not just a book
• Established relationships in the Bay Area A&D and GC community, or a demonstrated ability to build them fast
• Working fluency in how construction projects are scoped, bid, scheduled, and closed out: submittals, field verification, sequencing with trades, licensing and bonding
• Experience leading project management or design teams, or a credible plan for doing so
• Comfort with margin math and the discipline to walk from the wrong deal

Strongly preferred

• Experience on the dealer side of a manufacturer relationship, selling alongside furniture
• Healthcare or life-science project experience
• Familiarity with CRM-driven pipeline management and forecasting

The person

• Builds trust across sales, operations, and design; sees the whole project, not just the sale
• Direct and plain in communication, especially with bad news about schedule or cost
• Treats the specifier and the installer as equally important customers

Employee Benefits:

• 15 days of PTO
• 9 Paid holidays
• Medical/Dental/Vision Insurance
• 401k + Employer Match
• Paid Parental Leave
• Wellness App with reimbursement of up to $500/year
• Profit Sharing

Physical Requirements

Physical requirements include the ability to visit the entire job site (which may involve climbing stairs or other elevated structures), climb or balance, stoop, kneel, crouch, or crawl, occasionally lift and/or move up to 50 pounds, see with color perception, hear/listen, speak clearly, and use hand and finger dexterity, sit or stand for long periods of time, and apply complex reading and writing skills, basic math skills, judgment/decision-making, and analysis/comprehension.

Working Environment

If this sounds like the right opportunity for you, we encourage you to apply with your resume today. We look forward to connecting!