Manager, A&D, Commercial Sales

This is a fully remote position, open to applicants in Florida, +5 more states.

📋 Description

• Create and implement strategies aimed at boosting specification activity, commercial project opportunities, and revenue growth.

• Enhance sales performance and market penetration within designated territories and targeted market segments.

• Establish and nurture relationships with architects, designers, developers, builders, general contractors, and key commercial decision-makers.

• Recognize new business opportunities, emerging market trends, and competitive challenges.

• Promote specification adoption and project opportunities for quartz and porcelain surfacing products.

• Collaborate with the National Accounts Manager and the National Accounts Sales Team to optimize national account opportunities.

• Assist in major project pursuits and strategic growth initiatives.

• Ensure sales efforts are in line with company objectives and the Annual Operating Plan goals.

• Lead, mentor, and develop a team of A&D and Commercial Sales Representatives.

• Engage in regular field travel and conduct joint sales calls.

• Monitor team and individual performance against set goals.

• Provide coaching, mentorship, and opportunities for professional development.

• Carry out performance evaluations and support employee development plans.

• Recruit, onboard, and retain sales talent.

• Assist in project tracking, specification conversion, and opportunity management throughout the sales cycle.

• Guide projects from specification through to completion alongside representatives.

• Maintain visibility into project pipelines and growth opportunities.

• Enhance forecasting accuracy and develop a healthy pipeline.

• Utilize CRM tools to monitor activity, opportunities, specifications, and project progress.

• Lead forecasting, pipeline reviews, and sales planning efforts.

• Ensure compliance with CRM, reporting accuracy, and data integrity.

• Aid in budgeting, territory planning, and resource allocation.

• Coordinate with Marketing, Operations, Customer Service, Product Management, and Credit teams.

• Collaborate with Sales Leadership, Marketing, Product Management, and Operations on strategic growth initiatives.

• Provide competitive intelligence, market insights, and customer feedback.

• Represent the company at industry events, trade shows, professional organizations, and networking opportunities.

• Maintain communication with senior leadership and share best practices across the sales organization.

⛳️ Requirements

• Candidates must reside in MA, IL, NY/NJ, NC, or FL.

• Must live on the East Coast within a reasonable commuting distance of a major airport.

• A minimum of 10 years of successful sales experience in commercial building products, surfacing materials, architectural products, stone, tile, flooring, cabinetry, or similar industries.

• At least 5 years of sales leadership experience managing field-based sales representatives.

• Proven success in A&D, specification, commercial, or project-driven sales environments.

• Demonstrated capability to coach, develop, and motivate high-performing sales teams.

• Strong understanding of commercial construction, specification selling, project management, and business development.

• Experience in building relationships with architects, designers, developers, builders, general contractors, and ownership groups.

• A proven track record of achieving or surpassing revenue, specification, and profitability targets.

• Excellent leadership, communication, presentation, negotiation, and organizational skills.

• Strong skills in forecasting, pipeline management, and CRM proficiency.

• Willingness to travel extensively throughout the United States.

• A Bachelor's degree in Business, Marketing, Construction Management, or a related field is preferred.

• Experience with quartz, porcelain, natural stone, tile, surfacing materials, or other specification-driven building products is preferred.

• Familiarity with national account programs and large commercial project opportunities is preferred.

• Knowledge of the A&D community, commercial construction process, and project specification lifecycle is preferred.

• Experience managing geographically dispersed sales teams is preferred.

🏝️ Benefits

• Incentive bonus opportunity included in the overall compensation package.

• Opportunities for both personal and professional growth.

• Professional development opportunities available.

• Frequent national travel.