Director, Builder Sales

111 Cambria Company LLC; Washington; Hybride; USD 110 000 - 154 000; Plein temps

Avantages offerts par ce poste

Health Insurance

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

Résumé du poste

Cambria is seeking a Revenue Generation & Account Management leader to drive a regional quota by growing existing accounts, pursuing net-new business, and retaining customers. You will coordinate with builder sales, purchasing, and operations to ensure profitable programs.

This role emphasizes margin management, multi-family and commercial project work, and collaboration with marketing and field teams. Travel up to 75% is required.

Qualifications

• Bachelor's degree strongly preferred.
• 8-10 years of B2B sales experience in construction, building products, or manufacturing.
• Experience selling to builders, fabricators, and design centers.
• Value-based selling with margin defense against low-cost options.
• Understanding builder/fabricator economics.
• Proficient in Office, Google Workspace, Salesforce, and expense tools like Concur.

Responsabilités

• Deliver against regional revenue quota with 50% growth from existing accounts, 35% hunting net-new business, and 15% retention.
• Maintain margins by highlighting product quality and brand value, avoiding unnecessary price discounting.
• Evaluate deal economics for builders and fabricators to ensure profitable programs.
• Execute account plans covering builder sales, purchasing, and operations teams.
• Negotiate and implement regional builder partnerships and leverage national buying group agreements.
• Secure model home and design center placements and lead local program launches.
• Coordinate transitions to Field Sales teams and provide product training to local reps.
• Use Builder Sales tools and CRM to drive consistent execution and reporting.
• Collaborate with Marketing to leverage sales tools and promotional programs.
• Stay informed on regional market trends, competitor activity, and housing starts.
• Represent Cambria at local/regional builder associations.

Connaissances

Financial acumen

Multi-step sales cycles

Negotiation

CRM proficiency

Independent worker

Communication skills

Formation

Bachelor's degree

Outils

Salesforce

Concur

Microsoft Office

Google Workspace

Description du poste

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.