Florida Regional Director of Sales

Position Summary

The Director, Market Development - Cement, Aggregates & SCMs is a senior commercial leader responsible for developing and executing regional market strategies that drive profitable growth across Titan America's Florida Business Unit. Based in Deerfield Beach, Florida, and reporting to the Senior Vice President of Cement, Aggregates & SCMs Sales, this role provides strategic commercial leadership for the Company's cement, aggregates, and SCMs businesses throughout Florida.

The Director is accountable for the commercial performance of the region, including sales volume, revenue growth, pricing execution, profitability, market share, customer retention, and customer satisfaction. This leader translates market intelligence, customer demand, competitive activity, and economic trends into focused commercial strategies and actions.

Working closely with Sales, Operations, Logistics, Supply Chain, Finance, Customer Service, Technical Services, Marketing, and executive leadership, the Director aligns market opportunities and customer commitments with operational capabilities. The role balances volume, pricing, product availability, transportation economics, service requirements, and long-term market position to deliver sustainable business results.

As a key member of the commercial leadership team, the Director provides executive-level insight into market conditions, infrastructure investment, competitive dynamics, customer requirements, and emerging business opportunities. Through strategic customer engagement, disciplined commercial planning, data-driven decision-making, and cross-functional collaboration, this leader helps shape Titan America's long-term commercial strategy and competitive position throughout the Florida region.

Organizational Impact

The Director, Market Development plays a critical role in shaping Titan America's growth strategy across the Florida Business Unit. By aligning market opportunities with operational capabilities, expanding strategic customer relationships, strengthening pricing and commercial discipline, and providing actionable market intelligence, this role directly influences revenue growth, profitability, market expansion, and long-term business performance.

This leader is expected to think beyond day-to-day sales execution and contribute to broader business initiatives that strengthen Titan America's competitive position. The Director will also help advance commercial capabilities, processes, and performance-management practices while promoting a culture of safety, integrity, collaboration, accountability, customer focus, and continuous improvement.

Key Responsibilities

Commercial Strategy and Business Leadership

• Develop and execute regional commercial and market-development strategies for Titan America's cement, aggregates, and SCMs businesses across the Florida Business Unit.
• Partner with the Senior Vice President of Cement, Aggregates & SCMs Sales and other business leaders to establish annual commercial priorities, business plans, pricing strategies, and long-term growth initiatives.
• Set regional priorities for revenue, volume, pricing, margin, market share, customer retention, product mix, and new-business development.
• Translate market intelligence, demand forecasts, competitive activity, economic conditions, and customer needs into focused commercial actions.
• Lead commercial planning, forecasting, pipeline reviews, and performance-management routines.
• Identify new markets, customer segments, channels, partnerships, and investment opportunities that support sustainable growth.
• Serve as a trusted advisor to senior leadership by providing data-driven analysis, sound business judgment, and deep knowledge of regional market dynamics.

Pricing, Revenue, and Profitability

• Own regional commercial performance, with accountability for sales volume, revenue growth, pricing execution, profitability, market share, and customer performance.
• Develop and execute pricing strategies that strengthen price realization, contract discipline, and margin performance.
• Analyze profitability by customer, product, channel, and market, identifying corrective actions when performance is below plan.
• Lead complex commercial negotiations and establish appropriate approval and escalation disciplines.
• Negotiate long-term supply agreements and strategic commercial partnerships that create sustainable value for Titan America and its customers.
• Balance volume, product availability, transportation economics, customer service, and long-term market position when making commercial decisions.
• Monitor business performance and initiate actions that improve financial results and strengthen Titan America's competitive position.

Customer and Market Development

• Identify and pursue new business opportunities that expand Titan America's presence and market share throughout Florida.
• Develop and maintain executive-level relationships with strategic customers, contractors, distributors, ready-mix producers, infrastructure customers, government agencies, engineering firms, and other industry stakeholders.
• Serve as executive sponsor for key customers and strengthen account planning, customer retention, share-of-wallet growth, and new-business development.
• Monitor construction activity, infrastructure investment, competitive moves, imports, economic conditions, and changing customer requirements.
• Provide strategic insight into regional market trends, customer demand, competitive behavior, and emerging opportunities.
• Resolve significant customer and commercial issues in partnership with the appropriate functional leaders.
• Represent Titan America professionally with customers, industry associations, public agencies, and other market participants.

Forecasting and Commercial Planning

• Lead regional demand forecasting, pipeline management, and Sales & Operations Planning activities.
• Align demand plans and commercial commitments with production, inventory, transportation, distribution, and service capabilities.
• Improve forecast accuracy by strengthening the quality of market intelligence, customer insights, sales pipelines, and commercial assumptions.
• Partner with Finance on budgets, forecasts, pricing analytics, credit management, and customer profitability.
• Use CRM, ERP, business intelligence, and market-data platforms to monitor performance and support commercial decision-making.
• Establish clear dashboards, performance indicators, and business-review routines that provide visibility into commercial results and emerging risks.

Cross-Functional Leadership and Commercial Excellence

• Collaborate with Operations, Logistics, Supply Chain, Finance, Customer Service, Technical Services, and Marketing to align commercial strategies with manufacturing and distribution capabilities.
• Ensure commercial commitments reflect available capacity, inventory, transportation requirements, service expectations, and operational constraints.
• Strengthen and standardize sales processes, CRM expectations, account planning, opportunity management, and regional business reviews.
• Support product-development, sustainability, innovation, capital-investment, and market-expansion initiatives with clear commercial insight.
• Promote disciplined decision-making and accountability across commercial and cross-functional teams.
• Champion continuous improvement initiatives that enhance commercial effectiveness, customer experience, and financial performance.

Organization and Talent Leadership

• Provide clear direction, coaching, and performance expectations to members of the commercial organization within the role's assigned scope.
• Build commercial capabilities in negotiation, pricing, market analysis, account planning, forecasting, CRM usage, and value-based selling.
• Support succession and development planning for critical commercial roles.
• Establish clear roles, goals, decision rights, and accountability across the regional commercial organization.
• Foster a collaborative, field-oriented, customer-focused, and performance-driven culture.
• Champion Titan America's commitment to safety, environmental stewardship, ethics, integrity, accountability, collaboration, and continuous improvement.

Qualifications

Education

• Bachelor's degree in Business, Marketing, Engineering, Construction Management, Economics, or a related discipline required.
• MBA or another advanced business degree preferred.

Experience

• Minimum of 15 years of progressive experience in commercial leadership, sales management, business development, or market strategy within cement, aggregates, SCMs, ready-mix concrete, construction materials, building products, heavy industrial manufacturing, or a related sector.
• Demonstrated success developing and executing regional commercial strategies that drive profitable growth.
• Strong experience managing revenue, volume, pricing, margin, market share, and customer-retention objectives.
• Experience developing strategic customer relationships and negotiating complex commercial and long-term supply agreements.
• Strong knowledge of pricing strategy, financial performance management, forecasting, commercial planning, and customer profitability.
• Demonstrated ability to operate effectively across Sales, Operations, Logistics, Supply Chain, Finance, Customer Service, Technical Services, and Marketing.
• Experience working within a vertically integrated manufacturing organization preferred.
• Experience leading managers or geographically dispersed commercial teams preferred.
• Demonstrated ability to lead a multi-product, regional, or similarly complex commercial business preferred.

Required Skills and Capabilities

• Strategic commercial leadership and business development

• Market analysis and competitive intelligence

• Pricing strategy, price realization, and profitability management

• Financial and business acumen

• Executive customer relationship management

• Complex contract negotiation

• Sales forecasting and commercial planning

• Strategic account planning and customer development

• Cross-functional leadership and collaboration

• Sales and Operations Planning

• Data-driven decision-making and problem-solving

• CRM, pipeline, and performance-management discipline

• Strong communication, presentation, and influencing skills

• Sound business judgment, initiative, and accountability

• Ability to balance short-term performance with long-term market development

Preferred Qualifications

• Direct experience within the cement, aggregates, SCMs, ready-mix concrete, or broader construction-materials industry.
• Knowledge of construction and infrastructure markets throughout the Florida region.
• Experience using CRM, ERP, and business intelligence platforms.
• Understanding of logistics, transportation economics, distribution networks, and supply chain management.
• Experience leading commercial transformation, CRM adoption, or the standardization of sales processes.
• Established relationships with construction-materials customers, industry participants, and other relevant stakeholders in the Florida region.

Success Measures

Success in this role will be evaluated through:

• Achievement of revenue, volume, pricing, margin, and profitability commitments.
• Profitable market-share growth and expansion of strategic customer relationships.
• Successful development of new markets, customers, channels, and business opportunities.
• Improved pricing execution, contract discipline, and customer profitability.
• Increased forecast accuracy and stronger sales-pipeline quality.
• Effective alignment of commercial commitments with operational and logistics capabilities.
• Customer retention, satisfaction, and timely resolution of critical commercial issues.
• Consistent use of CRM, account-planning, and performance-management processes.
• Development and readiness of commercial talent and succession pipelines, as applicable.
• Effective cross-functional collaboration and consistent regional commercial execution.

Travel and Physical Requirements

• Ability to travel up to 50% throughout the Florida Business Unit.
• Ability to visit cement plants, aggregate quarries, terminals, customer facilities, and active construction sites while wearing required personal protective equipment.
• Ability to safely navigate industrial environments, including climbing stairs, walking on uneven terrain, and working outdoors in varying weather conditions.
• Occasional travel to other Titan America locations and industry events may be required.

Compensation and Benefits

Titan America offers a competitive compensation and benefits package that may include:

• Competitive base salary
• Annual performance-based incentive opportunity
• Comprehensive medical, dental, and vision benefits
• 401(k) with company match
• Paid time off and company holidays
• Professional development and career advancement opportunities