Director of Sales, Builder Channel

Job Description

Position Summary

The Director of Sales for the Builder Channel is responsible for developing and executing strategic sales initiatives to drive revenue growth, expand market share, and strengthen partnerships with national and regional homebuilders. This role leads builder-facing sales strategy across multiple markets, with a strong focus on securing long-term agreements, optimizing pricing and incentive structures, and aligning cross-functional teams to deliver best-in-class customer experience.

Key Responsibilities

Builder Relationship Management & Growth

• Develop and maintain executive-level relationships with key builder partners.
• Identify opportunities to expand product penetration and increase share of wallet across assigned accounts and markets.
• Lead strategic account planning and engagement with purchasing, operations, and leadership teams.

Revenue Strategy & Market Expansion

• Drive top-line revenue and margin growth through targeted sales strategies within the builder channel.
• Analyze market trends, builder volume forecasts, and competitive positioning to inform go-to-market decisions.
• Identify and prioritize high-volume builder opportunities to accelerate growth.

Contract Negotiation & Program Development

• Lead negotiation of builder contracts, including pricing structures, rebates, and service-level agreements.
• Design and implement incentive programs (e.g., tiered rebates, conversion bonuses) aligned to market share growth objectives.
• Partner with legal and finance to structure agreements that balance risk, profitability, and competitiveness.

Cross-Functional Leadership

• Collaborate with internal teams including finance, legal, operations, supply chain, and marketing to ensure executional alignment.
• Lead internal review processes for contracts, pricing approvals, and risk assessments.
• Coordinate product, service, and supply capabilities to meet builder expectations and project timelines.

Sales Operations & Performance Management

• Develop and manage sales forecasts, pipeline tracking, and performance reporting for builder accounts.
• Monitor KPIs such as market share, revenue growth, margin performance, and customer retention.
• Leverage data and analytics to refine strategies and improve overall sales effectiveness.

Team Leadership & Development

• Lead and support a team of sales managers and account leaders across multiple regions.
• Provide direction, coaching, and performance management to drive results and accountability.
• Establish best practices and scalable processes to support continued growth in the builder channel.

Marketing & Customer Engagement

• Partner with marketing to develop tailored sell sheets, presentations, and value propositions for builder partners.
• Represent the organization at industry events, builder meetings, and strategic forums.
• Coordinate customer-facing events and executive engagements to strengthen relationships.

Qualifications

• Bachelor’s degree in business, marketing, or related field.
• 12+ years of sales leadership experience, with a strong background in the building products or construction industry.
• Proven track record of managing national/regional builder relationships and driving revenue growth.
• Experience negotiating complex contracts and developing incentive/rebate programs.
• Strong financial acumen with ability to analyze margin, pricing, and profitability models.
• Exceptional communication, presentation, and leadership skills.

#LI-DB1

• Develop and manage sales forecasts, pipeline tracking, and performance reporting for builder accounts.
• Monitor KPIs such as market share, revenue growth, margin performance, and customer retention.
• Leverage data and analytics to refine strategies and improve overall sales effectiveness.

Team Leadership & Development

• Lead and support a team of sales managers and account leaders across multiple regions.
• Provide direction, coaching, and performance management to drive results and accountability.
• Establish best practices and scalable processes to support continued growth in the builder channel.

Marketing & Customer Engagement

• Partner with marketing to develop tailored sell sheets, presentations, and value propositions for builder partners.
• Represent the organization at industry events, builder meetings, and strategic forums.
• Coordinate customer-facing events and executive engagements to strengthen relationships.

Qualifications

• Bachelor’s degree in business, marketing, or related field.
• 12+ years of sales leadership experience, with a strong background in the building products or construction industry.
• Proven track record of managing national/regional builder relationships and driving revenue growth.
• Experience negotiating complex contracts and developing incentive/rebate programs.
• Strong financial acumen with ability to analyze margin, pricing, and profitability models.
• Exceptional communication, presentation, and leadership skills.

#LI-DB1