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Director of Builder Sales, East Region
Lead Cambria countertop sales across the East Region, building partnerships with homebuilders, fabricators, and buying groups. Manage account growth, margins, regional programs, and field execution while overseeing a sales quota and traveling up to 75%.
Descriere
- Grow revenue across regional builder accounts and national partnerships.
- Use multi-step, pull-through sales strategies to secure Cambria placements with homebuilders, fabricators, and buying groups.
- Work with local Field Sales teams to put builder programs into practice.
- Negotiate standard gate agreements and defend margins by communicating Cambria’s value over commodity alternatives.
- Meet a regional revenue quota composed of 50% existing-account growth, 35% new business, and 15% account retention.
- Maintain margin targets and assess basic deal economics for builders and fabricators.
- Carry out account plans with builder sales, purchasing, and operations teams.
- Negotiate and establish regional builder partnerships, and support local execution of national buying group agreements.
- Win model home and design center placements and lead local program launches.
- Coordinate account transitions and handoffs to local Field Sales teams.
- Give local representatives and Builder Market Representatives segment guidance, product training, and onboarding support.
- Apply Builder Sales tools, playbooks, and best practices across assigned territories.
- Support multifamily project opportunities and coordinate with Commercial Sales to avoid channel conflicts.
- Work with Marketing on sales tools, sample kits, and promotional programs.
- Track regional builder trends, competitor activity, and local housing starts.
- Represent Cambria in local and regional builder associations.
- Keep account and pipeline records in Salesforce and track sales activity metrics.
- Share field feedback and competitor insights with sales leadership.
- Report to the Senior Vice President of Builder Sales.
- Travel regionally up to 75%, with occasional overnight stays.
Cerințe
- A bachelor’s degree is strongly preferred.
- At least 8–10 years of B2B sales experience in construction, building products, or manufacturing.
- Experience with indirect, pull-through sales involving builders, design centers, and fabricators.
- A record of value-based selling and protecting margins against lower-cost alternatives.
- General knowledge of builder and fabricator business economics.
- Sound financial judgment and the ability to explain product margin effects and basic deal economics.
- Ability to manage multi-step sales cycles with multiple decision-makers.
- Experience positioning premium or value-added products against lower-cost commodity options.
- Strong negotiation, communication, and interpersonal abilities.
- Organizational and pipeline management skills using standard CRM tools.
- Self-directed and comfortable working independently from a home office.
- Proficiency with Microsoft Office (Word, Excel, PowerPoint) and Google Workspace (Docs, Sheets, Slides).
- Practical CRM experience; Salesforce is preferred.
- Experience with expense management tools; Concur is preferred.
- Must reside in the East Region.
- Must have a valid driver’s license and pass a Motor Vehicle Record (MVR) check.
- Ability to lift up to 50 pounds.
- Availability for in-person meetings and job site visits.
- Must successfully complete a background verification check.
Beneficii
- Health and dental insurance
- Paid time off
- Seven paid holidays
- 401(k) with matching contributions
- Discretionary profit sharing
- Flexible spending account
- Life, supplemental life, and disability insurance
- Referral program
- Tuition reimbursement
- Employee assistance program
- Employee discount
- Professional development assistance
- CambriaCares philanthropic initiatives supporting children, education, and a sustainable future