Account Executive

About the role

The Sales Account Executive (AE) is responsible for developing, nurturing, and expanding relationships within the single-family builder market to drive revenue growth and achieve established sales goals. This role focuses on building a strong sales pipeline through proactive prospecting, strategic account management, and exceptional customer service. The ideal candidate is a motivated relationship-builder who consistently meets and exceeds gross margin and profitability targets, contributing to overall company growth.

Responsibilities

• Achieve and exceed assigned sales targets and performance KPIs set by company leadership.
• Identify new business opportunities through proactive lead generation, territory development, and networking.
• Utilize Salesforce CRM to manage pipelines, track opportunities, and convert leads into contracts.
• Develop detailed business plans and forecasts for assigned markets and accounts.
• Conduct Quarterly Business Reviews (QBRs) with key clients, reporting progress and identifying growth opportunities.
• Build and maintain strong, long-term relationships with builders, contractors, and key decision-makers.
• Partner with clients to understand their needs, providing tailored recommendations that align with ILG’s products and services.
• Manage pricing actions, product assortments, and merchandising strategies to align with client and market requirements.
• Negotiate pricing, contract terms, and agreements to achieve revenue and margin objectives.
• Serve as the main point of contact for customer accounts, ensuring satisfaction, retention, and loyalty.
• Collaborate closely with design, operations, logistics, and production teams to ensure seamless order fulfillment.
• Support conversion of new builder divisions to ILG’s proprietary design software and digital tools.
• Provide accurate and timely information to internal teams regarding bids, job changes, and production needs.
• Maintain organized bid folders, billing documentation, and specifications for assigned accounts.
• Support collection efforts and resolve billing or contract issues as needed.
• Stay informed on market trends, competitor activity, and emerging industry developments to identify new opportunities.
• Recommend improvements to sales processes, customer experience, and pricing strategies.
• Maintain a professional presence at industry events, builder meetings, and trade shows to represent ILG’s brand and services.
• Embrace flexibility and adaptability by taking on new responsibilities as business needs evolve.

Requirements

• Bachelor’s Degree or equivalent experience.
• Minimum of 3–5 years of proven success in B2B or outside sales, ideally within the construction, building materials, or manufacturing industry.

Preferred Qualifications

• Experience selling to single-family builders or within the homebuilding sector.

Skills and Competencies

• Ability to develop business plans, forecasts, and targeted sales strategies to meet goals.
• Strong communication, negotiation, and relationship management skills.
• Excellent organizational skills and ability to manage multiple priorities in a fast-paced environment.
• Results-driven mindset with a focus on accountability and ownership.
• Proficient in Salesforce CRM, Microsoft Excel, PowerPoint, and Office Suite.
• Ability to interpret blueprints and builder floor plans is highly desirable.
• Strategic thinker with a proactive, solutions-oriented approach.