Manager, A&D, Commercial Sales

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

📋 Description

• Formulate and implement strategies to enhance specification activities, commercial project prospects, and revenue expansion.

• Propel sales performance and market penetration within designated territories and target market sectors.

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

• Recognize new business prospects, 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 National Accounts Sales Team to uncover and optimize national account opportunities.

• Assist in major project pursuits and strategic growth initiatives.

• Align sales efforts with company objectives and Annual Operating Plan goals.

• Guide, coach, and foster the development of a team of A&D and Commercial Sales Representatives.

• Undertake regular field travel and joint sales engagements.

• Track individual and team performance against set goals.

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

• Conduct performance evaluations and facilitate employee development plans.

• Recruit, onboard, and retain sales talent.

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

• Advance projects from specification through to completion.

• Maintain visibility into project pipelines and critical growth opportunities.

• Ensure forecasting accuracy and robust pipeline development across all territories.

• Employ CRM tools to monitor activities, opportunities, specifications, and project advancements.

• Lead forecasting, pipeline assessments, and sales planning initiatives.

• Ensure CRM compliance, reporting precision, and data integrity.

• Support annual budgeting, territory planning, and resource distribution.

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

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

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

• Maintain communication and alignment with senior leadership.

• Share best practices across the wider 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.

• At least 10 years of successful sales experience in commercial building products, surfacing materials, architectural products, stone, tile, flooring, cabinetry, or related industries.

• Minimum of 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 inspire high-performing sales teams.

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

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

• Proven history of meeting or surpassing revenue, specification, and profitability targets.

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

• Strong forecasting, pipeline management, and CRM expertise.

• Willingness to travel extensively throughout the United States.

• 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 leading sales teams across various geographical areas is preferred.

🏝️ Benefits

• Incentive bonus opportunity included in total compensation.

• Opportunities for professional development.

• Frequent national travel.

• Equal employment opportunities.

• Health and safety prioritized.

• Opportunities for personal and professional growth.