Director, Builder Sales - East

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

Benefits offered by this job

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

Job summary

Cambria seeks a senior Director, Builder Sales to drive revenue growth across the East Region with builders, fabricators, and buying groups. Lead multi-step sales cycles, negotiate gate agreements, and protect margins by emphasizing Cambria's value over commodity options.

The role collaborates with field teams, marketers, and national buying groups, managing partnerships and local program launches while traveling up to 75% of the time.

Qualifications

• Bachelor's Degree strongly preferred.
• Minimum of 8-10 years of B2B sales experience in construction, building products, or manufacturing.
• Experience with indirect, pull-through sales models across builders, design centers, and fabricators.
• Proven track record of value-based selling and defending margins against lower-cost options.
• Understanding builder and fabricator business economics.

Responsibilities

• Generate revenue by managing regional accounts and national partnerships.
• Drive multi-step sales processes and negotiate regional builder programs to protect margins.
• Coordinate with Field Sales, Marketing, and BMRs to ensure program activation and alignment.
• Maintain Salesforce pipeline, provide field feedback, and share competitive insights.

Skills

Financial acumen

Negotiation

Communication

Pipeline management

Multi-step sales cycles

Independent work

Education

Bachelor's Degree

Tools

Microsoft Office

Google Workspace

Salesforce

Concur

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 East Region (New York, Pennsylvania, Washington DC, Virginia, Maryland, Tennessee, Massachusetts, Illinois, Wisconsin, Kansas, Missouri). *Candidates must live within the East 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.

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

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. 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