Director, Builder Sales

This is a fully remote position, open to applicants in Arizona, +8 more states.

📋 Description

• Propel revenue expansion within assigned regional builder accounts and significant national partnerships.

• Implement multi-step, pull-through sales strategies to secure Cambria placements with regional homebuilders, fabricators, and buying groups.

• Collaborate directly with local Field Sales teams to execute builder programs.

• Negotiate standard gate agreements and safeguard margins by conveying Cambria’s value proposition over commodity alternatives.

• Achieve an assigned regional revenue quota, focusing on growth from existing accounts, acquiring new business, and retaining clients.

• Maintain margin targets for all deals and assess fundamental deal economics for builders and fabricators.

• Develop account plans encompassing builder sales, purchasing, and operations contacts.

• Negotiate and implement regional builder partnerships while aiding local execution of national buying group agreements.

• Secure placements in model homes and design centers, leading localized program launches.

• Oversee account transitions and handoffs to local Field Sales teams.

• Provide segment context, product training, and onboarding assistance to local representatives and Builder Market Representatives.

• Utilize Builder Sales tools, playbooks, and best practices across designated territories.

• Support multi-family project opportunities and collaborate with Commercial Sales to avoid channel conflicts.

• Partner with Marketing to develop sales tools, sample kits, and promotional initiatives.

• Track regional builder market trends, competitor activities, and local housing starts.

• Engage with local and regional builder associations to represent the Cambria brand.

• Maintain account and pipeline data in Salesforce while monitoring key sales activity metrics.

• Communicate field feedback and competitive insights to sales leadership.

⛳️ Requirements

• Candidates must reside within the West Region.

• Strong financial acumen with the capability to articulate product margin impacts and basic deal economics to builders and fabricators.

• Proficient in executing multi-step sales cycles involving various decision-makers (builder, fabricator, interior designer).

• Experience in positioning premium or value-added products against lower-cost commodity alternatives.

• Excellent negotiation, communication, and interpersonal abilities.

• Strong organizational skills and pipeline management experience with standard CRM tools.

• Self-driven and comfortable working independently from a home office.

• Bachelor’s Degree is strongly preferred.

• A minimum of 8–10 years of B2B sales experience in construction, building products, or manufacturing.

• Proven experience in indirect, pull-through sales models collaborating with builders, design centers, and fabricators.

• Established track record of value-based selling and defending margins against lower-cost alternatives.

• General understanding of builder and fabricator business economics.

• Proficient in Microsoft Office (Word, Excel, PowerPoint) and Google Workspace (Docs, Sheets, Slides).

• Practical experience with CRM systems (Salesforce preferred) and expense management tools (Concur preferred).

• Willing to travel up to 75% within the assigned regional territory, including occasional overnight stays.

• Must possess a valid Driver’s License and successfully pass a Motor Vehicle Record (MVR) check in accordance with Cambria's standards.

• Ability to lift up to 50 pounds for transporting samples and presentation materials.

• Capable of attending in-person meetings and job site visits.

• Successful completion of a background verification check, subject to applicable laws and regulations.

🏝️ Benefits

• Health and Dental Insurance.

• Paid Time Off.

• 7 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.