Director, Builder Sales - West

Job Description:

The Director, Builder Sales, is a senior individual contributor responsible for driving revenue growth within designated regional builder accounts and key national partnerships. This role focuses on executing multi-step, pull-through sales strategies to secure Cambria placements with regional homebuilders, fabricators, and buying groups.

The Director works directly with local Field Sales teams to implement builder programs, negotiate standard gate agreements, and protect margins by effectively communicating Cambria’s value proposition over commodity alternatives.

This position reports directly to the Senior Vice President, Builder Sales and will cover the West Region (Colorado, Arizona, California, Nevada, Utah, Washington, Oregon, New Mexico, Montana, Vancouver).

*Candidates must live within the West Region.

Revenue Generation & Account Management

• Deliver against an assigned regional revenue quota with a target breakdown: 50% growing existing accounts, 35% hunting net-new business, and 15% account retention.
• Maintain margin targets across deals by highlighting product quality and brand value, avoiding unnecessary price discounting.
• Evaluate basic deal economics for both builders and fabricators to ensure profitable, win-win program structures.
• Execute established account plans covering key contacts across builder sales, purchasing, and operations teams.
• Negotiate and implement regional builder partnerships and support activation of national buying group agreements (e.g., CBUSA) at the local level.
• Secure model home and design center placements and lead localized program launches.

Field Execution & Account Support

• Coordinate smooth account transitions and handoffs to local Field Sales teams once partnerships are established.
• Provide segment context, product training, and onboarding support to local representatives and Builder Market Representatives (BMRs).
• Utilize standard Builder Sales tools, playbooks, and best practices to drive consistent execution across assigned territories.

Collaboration & Market Presence

• Support multi-family project opportunities within assigned accounts, coordinating with Commercial Sales to prevent internal channel conflict.
• Partner with Marketing to utilize available sales tools, sample kits, and promotional programs effectively.
• Stay informed on regional builder market trends, competitor activity, and local housing starts.
• Participate in local and regional builder associations (e.g., local Home Builders Association chapters) to represent the Cambria brand.

Sales Administration & Reporting

• Maintain up-to-date account and pipeline data in Salesforce, tracking key sales activity metrics such as fabricator alignment meetings, program proposals, and square footage commitments.
• Share field feedback and competitive insights with sales leadership to help refine segment tools and messaging.

Qualifications & Skills

• Solid financial acumen with the ability to explain product margin impact and basic deal economics to builders and fabricators.
• Ability to execute multi-step sales cycles involving multiple decision-makers (builder, fabricator, interior designer).
• 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.

Minimum Requirements

Education: Bachelor’s Degree strongly preferred.

Experience:

• 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.

Systems: Proficient in Microsoft Office (Word, Excel, PowerPoint) and Google Workspace (Docs, Sheets, Slides). Practical experience using CRM systems (Salesforce preferred) and expense management tools (Concur preferred).

Additional Requirements

Travel: Up to 75 % regional travel within assigned territory, including occasional overnights. Must hold a valid Driver’s License and successfully pass a Motor Vehicle Record (MVR) check in accordance with Cambria's standards.

Physical Requirements: Ability to lift up to 50 pounds to transport samples and presentation materials; ability to attend in-person meetings and job site visits.

Cambria’s starting salary range for this position is $110,438 - $154,453. Salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the target for new hires for the position. Individual pay is determined by several factors, including work location, job-related experience, and relevant education and/or training.

Cambria offers a competitive benefits package that encompasses 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 and Professional Development Assistance.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

At Cambria, dedication to philanthropy and our people is at the heart of who we are. We strive to make a meaningful difference in the world every day by prioritizing employee well-being and fostering inclusivity and empowerment. Under the banner of CambriaCares , our philanthropic endeavors show our commitment to our people and our community to uplift kids, support education, and contribute to a sustainable future.

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An offer of employment is contingent upon the successful completion of a background verification check, subject to applicable laws and regulations. The results will be reviewed based on the individual's record, and the specific duties and requirements of the job.