[Hiring] Director of Channel Management @PrimeSource Building Products

Role Description

The Director of Channel Management - Western US drives profitable growth across Wolf Outdoor Living's Wolf, Fortress, Keylink and CityPost decking and railing portfolios. Reporting to the Vice President of Sales - Outdoor Living, this leader wins national and regional building-material dealers, builds contractor demand and expands strategic accounts. The role owns sales pipeline, channel strategy, pricing and go-to-market execution while influencing field sales and cross-functional partners. The successful candidate combines a hunter's approach to new business with the judgment to build sustainable customer programs across multiple markets.

Qualifications

• Eight or more years of progressive sales, business development or channel leadership experience in building products, with a record of new customer acquisition and major account growth.
• Experience selling to national or regional building-material dealers and influencing contractors; demonstrated success with pricing negotiations and regional growth plans.
• Hands-on Salesforce.com or comparable CRM experience in pipeline management, opportunity reviews and forecasting; financial acumen in margins and customer programs.
• Ability to influence field teams and cross-functional partners without direct authority; strong executive communication, presentation and negotiation skills.
• Ability to travel approximately 50%, including overnight trips, for customer visits, market development and company meetings.

Requirements

• Hunt and win: Prioritize markets and target accounts based on revenue potential, competitive position and customer influence. Personally prospect national and regional building-material dealers, contractors and builders; lead presentations, competitive conversions and negotiations; and grow product adoption and share. Develop customer-specific value propositions and conversion plans from first meeting through launch.
• Build executive relationships: Develop top-to-top strategic relationships with leaders of national and regional building-material dealers. Lead annual planning, category expansion and major account negotiations; align field coverage to convert and grow accounts. Identify cross-selling opportunities across Wolf, Fortress, Keylink and CityPost.
• Manage pipeline in Salesforce.com: Own strategic opportunities, activity, stages, next steps, decision makers, close dates and forecasts. Maintain a qualified pipeline sufficient to support regional goals. Review coverage, velocity, conversion and win/loss results with the Vice President of Sales - Outdoor Living and field leadership; advance stalled deals and provide timely forecasts.
• Expand markets and channels: Identify dealer coverage gaps, contractor influencers and competitive opportunities. Develop multi-year market plans with acquisition, revenue, category placement and margin targets; coordinate account ownership and field activation with Territory Managers, District Sales Managers and Regional Vice Presidents. Monitor competitor activity and adapt regional priorities.
• Shape pricing and programs: Negotiate strategic pricing, rebates, promotions and customer programs within company approval policies. Partner with Finance and Sales leadership to evaluate margin, competitive position, channel consistency and investment return. Resolve complex commercial issues while maintaining profitable growth.
• Generate demand: Partner with Marketing on regional campaigns, contractor and dealer events, training and product demonstrations. Identify influential installers who can create contractor pull-through at target dealers. Connect leads to Salesforce opportunities and measure sales results and return on spend.
• Launch products and markets: Coordinate target accounts, prelaunch pipeline, pricing, merchandising, training and promotional support with Product Management, Marketing, Operations and Supply Chain. Secure early dealer commitments, set measurable launch milestones, track adoption and adjust plans based on customer feedback.
• Lead through influence: Work across a matrix organization without direct authority. Build fact-based business cases, secure resources, assign owners and timelines, and communicate market intelligence and commercial results to senior leadership. Represent the business at key customer meetings and industry events.

Benefits

• Remote, field-based work includes customer offices, dealer locations, jobsites and events.
• Essential functions must be performed with or without reasonable accommodation.
• PrimeSource Building Products will consider accommodations in accordance with applicable law.

Equal Employment Opportunity

PrimeSource Building Products, Inc. is an Equal Opportunity Employer. Employment decisions are based on job-related qualifications and business needs without unlawful discrimination or harassment. This description may change with business needs and is not an employment contract.