Director of Multifamily and Builder Channel

J Recruiting Services; Illinois; Remote; USD 180,000 - 220,000; Full time

Job summary

Confidential is seeking a Director of Multifamily and Builder Channel to lead a $160 million growth channel within a large appliance distributor. This leadership role focuses on revenue, margin and new market expansion while managing a 35-person team.

The position is remote with travel across preferred West Coast, Midwest and Texas markets; travel is 40-50%. Expect a high-impact, strategic role with capital to grow and scale the channel.

Qualifications

• Significant experience selling into or leading sales in multifamily, builder, developer or construction markets.
• Led sellers and achieved aggressive revenue and gross profit targets.
• Fluent in KPIs, pipeline management, forecasting and structured sales cadence.

Responsibilities

• Own revenue and gross profit; deliver against annual plan and manage price, volume, and margin.
• Build go-to-market strategy and prioritised prospect list; win developers, builders, general contractors and owners.
• Develop executive relationships to position the company as a strategic partner.
• Create KPIs, dashboards, and forecasting in Power BI and CRM; establish regular coaching and pipeline reviews.
• Lead and coach the sales team; recruit top talent as the channel grows.

Skills

Leadership

Sales strategy

KPIs & forecasting

Channel management

Executive relationships

Power BI

CRM

Tools

Power BI

CRM

Job description

Job Title: Director of Multifamily and Builder Channel

A leading appliance distributor, backed by a major private equity partner. Lead a $160 million growth channel, with 35 team members, inside a $600 million business. Our client, a well-established appliance distributor recently combined with a complementary company under private equity ownership, is hiring a senior sales leader to build and run its Multifamily and Builder Channel. You will own revenue and gross profit for a channel that represents roughly 26 percent of the business, with a clear mandate to win new customers and open new markets. This is not a caretaker role. It is a chance to build something significant with the stability of a long-established family business and the investment capital of a private equity partner.

Compensation

Base salary up to $200,000 based on experience, plus a bonus of up to 20 percent.

Location and Travel

Remote. West Coast (California, Arizona, Washington, Oregon, Colorado), Midwest (Wisconsin, Minnesota, Iowa, Illinois, Indiana, Ohio) and Texas are preferred, near a major airport. Travel is 40 to 50 percent.

Why this role is compelling

• The scale is real. You lead 35 people and a $160 million channel, with ownership of revenue and gross profit and no P&L responsibility, so your focus stays on growth.
• The company is investing. Following the combination, the business is funding geographic expansion, sales and leadership talent, infrastructure, and deeper manufacturer and customer relationships.
• The foundation is proven. The company distributes a broad portfolio of leading appliance brands to a large, loyal customer base, with exceptionally long-tenured employee and customer relationships.
• The mandate is clear. You will build the strategy, the pipeline and the team, and you will be measured on results.

What you will own

• Revenue and gross profit. Deliver against the annual plan, balance price, volume, and margin, and act early when results or pipeline fall short.
• New customer and market growth. Build the go-to-market strategy and a prioritized prospect list. Win developers, builders, general contractors, ownership groups and purchasing organizations, and expand into new geographies.
• Executive relationships. Position the company as a long-term strategic partner, not just an appliance supplier, with customers, manufacturers, and industry groups.
• Sales performance management. Build KPIs, dashboards, and forecasting in Power BI and the CRM, with a new CRM planned for 2027. Run a disciplined cadence of team meetings, one-on-one coaching, pipeline and account reviews, and monthly and quarterly performance reviews.
• Team leadership. Coach sellers on value-based selling, the customer buying process, and executive relationship building. Recruit top talent as the channel grows and address sustained underperformance.
• Value proposition. Sharpen the channel message around manufacturer breadth, appliance expertise, warehousing, delivery, installation, project coordination and service.
• Execution. Partner with operations, purchasing, logistics, finance and service so every commitment made in sales is delivered and project issues are resolved quickly.

Who you are

• You have significant experience selling into or leading sales in the multifamily, builder, developer or construction market, with existing industry relationships.
• You have led sellers and achieved aggressive revenue and gross profit targets.
• You are fluent in KPIs, pipeline management, forecasting and a structured sales cadence.
• You bring commercial and analytical judgment, a strong sense of urgency, and an operational mindset that owns delivery through installation.
• You are an entrepreneurial leader who treats a channel as a business.
• Appliance experience is preferred. Candidates from cabinets, flooring, HVAC, plumbing and other builder categories are welcome.

How success is measured

• Consistently meeting or exceeding revenue and gross profit targets.
• A strong pipeline and meaningful revenue from new customers and markets.
• Increased share within strategic accounts.
• Executive relationships with major multifamily and builder organizations.
• Higher team performance and tighter coordination between Sales and Operations.
• A scalable platform for long-term growth.

Next step

This search is confidential. The client name is shared with qualified candidates during the conversation.