Director, Builder Sales

111 Cambria Company LLC; Arizona; Hybrid; USD 110,000 - 154,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

401(k) + matching

Discretionary profit sharing

Tuition reimbursement

Paid time off

Holidays

Employee discount

Job summary

Cambria is seeking a senior field sales professional to drive revenue in the United States. You will manage regional accounts, grow existing relationships, and hunt for new business while protecting margins and promoting premium product value.

You will execute account plans, coordinate with builders and fabricators, and lead partnerships with distributors. Travel is regional, with strong CRM usage and collaboration with Marketing.

Qualifications

• Education: Bachelor's degree strongly preferred; 8–10 years B2B sales in construction, building products, or manufacturing is ideal.
• Demonstrated ability to defend margins and sell value against lower-cost options.
• Experience coordinating with builders, design centers, and fabricators to drive value-based selling.

Responsibilities

• Deliver against assigned regional revenue quota with a balanced focus on growing existing accounts, hunting new business, and retention.
• Maintain margins by highlighting product quality and brand value; minimize discounting.
• Evaluate deal economics for builders/fabricators to ensure profitable programs.
• Execute account plans across builder sales, purchasing, and operations; manage transitions to field teams.
• Negotiate regional builder partnerships and support local execution of national buying group agreements.
• Secure model home and design center placements and lead localized program launches.
• Maintain Salesforce data, track key activity metrics, and share insights with leadership.

Skills

Financial acumen

Multi-step sales cycles

Negotiation

Communication

Pipeline management

Independent work

Education

Bachelor's Degree

Tools

Salesforce

Concur

Microsoft Office

Google Workspace

Job description

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.

Benefits

• Health and Dental Insurance


• Paid Time Off


• 7 paid Holidays


• 401(k) plus matching


• Discretionary Profit Sharing


• Flexible Spending Account


• Life Insurance


• Supplemental Life Insurance


• Disability Insurance


• Referral Program


• Tuition Reimbursement


• Employee Assistance Program


• Employee Discount


• Professional Development Assistance

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.

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.

For additional company information, please visit www.CambriaUSA.com.

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.

Cambria is a privately held, family-owned company with an entrepreneurial vision. We bring a new perspective and approach to the countertop industry by providing our customers the highest quality natural quartz surfaces. With state-of-the-art facilities combined with the work ethic of experienced employee teams, Cambria has rapidly become an industry leader and is the place for you if you are looking to advance your career by becoming a member of a growing and dynamic team.

Applicant Rights: Right to Work. Cambria Participates in E-Verify.