Director, Builder Sales – East

Job Description:

• Drive revenue growth within designated regional builder accounts and key national partnerships
• Execute multi-step, pull-through sales strategies to secure Cambria placements with regional homebuilders, fabricators, and buying groups
• Work directly with local Field Sales teams to implement builder programs
• Negotiate standard gate agreements and protect margins by communicating Cambria’s value proposition over commodity alternatives
• Deliver against an assigned regional revenue quota: 50% existing-account growth, 35% net-new business, and 15% account retention
• Maintain margin targets and evaluate basic deal economics for builders and fabricators
• Execute account plans across builder sales, purchasing, and operations teams
• Negotiate and implement regional builder partnerships and support national buying group agreements at the local level
• Secure model home and design center placements 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
• Use Builder Sales tools, playbooks, and best practices across assigned territories
• Support multi-family project opportunities and coordinate with Commercial Sales to prevent internal channel conflict
• Partner with Marketing on sales tools, sample kits, and promotional programs
• Monitor regional builder market trends, competitor activity, and local housing starts
• Participate 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, Builder Sales
• Travel up to 75% regionally, including occasional overnights

Requirements:

• Bachelor’s Degree strongly preferred
• Minimum of 8–10 years of B2B sales experience in construction, building products, or manufacturing
• Demonstrated experience in indirect, pull-through sales models working across builders, design centers, and fabricators
• Proven track record of value-based selling and defending margins against lower-cost options
• General understanding of builder and fabricator business economics
• Solid financial acumen and ability to explain product margin impact and basic deal economics
• Ability to execute multi-step sales cycles involving multiple decision-makers
• Experience positioning premium or value-add products against lower-cost commodity options
• Strong negotiation, communication, and interpersonal skills
• Good organizational and pipeline management skills using standard CRM tools
• Self-motivated and comfortable working independently from a home office
• Proficient in Microsoft Office (Word, Excel, PowerPoint) and Google Workspace (Docs, Sheets, Slides)
• Practical experience using CRM systems; Salesforce preferred
• Experience with expense management tools; Concur preferred
• Must live within the East Region
• Must hold a valid Driver’s License and successfully pass a Motor Vehicle Record (MVR) check
• Ability to lift up to 50 pounds
• Ability to attend 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) plus matching
• 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 kids, education, and a sustainable future