Head of Sales Management

Position: Full-Time | On-Site / In-Field

Base Salary: $110,000–$140,000 + Management Incentive/Bonus

Capital Lumber is a leading wholesale distributor of building materials with branch locations throughout the Western United States. We serve lumber yards, home improvement centers, building material dealers, and industrial customers with a broad range of products and services.

For more than 75 years, our success has been built on strong customer relationships, knowledgeable employees, and a commitment to doing business the right way. We believe the people closest to our customers are often in the best position to make decisions, solve problems, and create opportunities. That philosophy gives our branches the flexibility and autonomy to develop programs, purchasing solutions, and delivery options that fit the needs of their local markets.

Capital Lumber is looking for an experienced Sales Manager to lead our sales organization in Puyallup, Washington.

This is a hands‑on leadership role for someone who understands the wholesale building‑materials business and knows how to turn a sales team into a high‑performing, profitable organization.

The Sales Manager will lead, coach, and develop our Account Managers while working closely with customers, vendors, operations, logistics, and branch leadership. The goal is straightforward: grow the business, protect margins, develop people, and build long‑term customer relationships.

The right person will be equally comfortable reviewing sales reports and margins in the office, riding along with an Account Manager to visit a customer, working through a pricing issue, or sitting down with a key account to identify new opportunities.

As Sales Manager, you will be responsible for the performance and development of the sales organization while playing an active role in the overall success of the branch.

Lead & Develop the Sales Team

Recruit, train, coach, and develop Account Managers.

Establish individual sales goals, quotas, and performance expectations.

Provide ongoing coaching in sales techniques, product knowledge, pricing, and margin management.

Work alongside Account Managers in the field to strengthen customer relationships and develop new business.

Develop and execute sales and marketing strategies designed to increase revenue, profitability, and market share.

Work with Outside Sales to create detailed market and territory plans.

Identify new customers, products, markets, and business opportunities.

Develop and maintain relationships with key and multi‑location accounts.

Drive Profitability & Performance

Monitor sales, gross margin, product movement, customer profitability, and overall sales performance.

Manage the sales organization toward established Turn & Earn and ROA objectives.

Analyze sales reports and forecasts and use the information to make informed business decisions.

Monitor pricing and margin performance and provide guidance to the sales team.Prepare the annual sales budget and sales plan for the inside sales department.

Recommend personnel, capital expenditures, and other resources necessary to support growth.

Support the Branch & Our Customers

Work with operations, purchasing, shipping, and receiving to solve customer and sales issues.

Help resolve day‑to‑day challenges involving orders, pricing, inventory, shipping, and delivery.

Monitor product and account satisfaction and ensure customers receive a consistently high level of service.

Approve and monitor sales expenses.

Ultimately, this position is about leading people, growing profitable business, and making sure our customers want to do business with Capital Lumber for the long term.

We are looking for a proven sales leader who understands the building‑materials industry and knows how to develop people while delivering results.

Bachelor’s degree in Business Administration or a related field, or equivalent education and experience.

Six or more years of experience in wholesale lumber, building materials, or a related distribution environment.

Proven experience supervising, managing, and developing sales personnel.

Demonstrated success growing sales while maintaining strong margins and profitability.

Strong understanding of wholesale distribution, pricing, inventory, customer relationships, and sales operations.

Ability to move quickly, make sound decisions, and manage multiple priorities in a fast‑paced environment.

Excellent communication and relationship‑building skills.

Ability to establish strong relationships with customers, vendors, and employees at all levels of the organization.

Ability to understand financial and operational information and use it to make better business decisions.

Professionalism and discretion when handling confidential information.

Proficiency with Microsoft Office, including Word, Excel, and PowerPoint.

Willingness to be actively involved with customers and the sales team in the field.

This position is also eligible for a management incentive/bonus opportunity tied to branch performance and results.

We believe strong performance should be recognized and rewarded.

You’ll have the opportunity to make decisions, influence the direction of the branch, develop a talented sales team, and directly impact the growth of the business.

9 Paid Holidays

Medical, Dental, and Vision Insurance

Company‑Paid Life and Disability Insurance

Employee Assistance Program

Tuition Reimbursement

SmartDollar Financial Wellness Program

Vitality Wellness Program with incentives toward medical premiums

This position is based at our Puyallup, Washington facility and combines office‑based leadership with regular time in the field.

The Sales Manager should expect to spend time working directly with Account Managers and customers throughout the market. This is not a desk‑only management position; we are looking for a leader who enjoys being involved in the business and staying connected to customers and employees.

If you’re an experienced wholesale lumber or building‑materials sales leader who enjoys developing people, growing profitable business, and building lasting customer relationships, we want to hear from you.