Director, Builder Sales – East

This is a fully remote position, open to applicants in District of Columbia, +11 more states.

📋 Description

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

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

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

• Negotiate standard gate agreements while safeguarding margins by effectively communicating Cambria’s value proposition over commodity alternatives.

• Achieve an assigned regional revenue quota: 50% growth from existing accounts, 35% from new business, and 15% from account retention.

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

• Implement account plans across builder sales, purchasing, and operations teams.

• Negotiate and establish regional builder partnerships and support national buying group agreements at the local level.

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

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

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

• Utilize Builder Sales tools, playbooks, and best practices throughout assigned territories.

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

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

• Monitor regional builder market trends, competitor actions, and local housing starts.

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

• Maintain account and pipeline data in Salesforce and track sales activity metrics.

• Share field feedback and competitive insights with sales leadership.

• Report directly to the Senior Vice President of Builder Sales.

• Travel up to 75% regionally, including occasional overnight stays.

⛳️ Requirements

• 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 working with builders, design centers, and fabricators.

• Demonstrated success in value-based selling and defending margins against lower-cost alternatives.

• General comprehension of builder and fabricator business economics.

• Solid financial understanding and the capability to articulate product margin impact and basic deal economics.

• Ability to navigate multi-step sales cycles involving several decision-makers.

• Experience in promoting premium or value-added products against lower-cost commodity options.

• Strong negotiation, communication, and interpersonal abilities.

• Effective organizational and pipeline management skills utilizing standard CRM tools.

• Self-motivated and adept at working independently from a home office.

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

• Practical experience with CRM systems; Salesforce is preferred.

• Familiarity with expense management tools; Concur is preferred.

• Must reside within the East Region.

• Must possess a valid Driver’s License and successfully complete a Motor Vehicle Record (MVR) check.

• Capability to lift up to 50 pounds.

• Ability to participate in in-person meetings and job site visits.

• Successful completion of a background verification check.

🏝️ 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.