Director of Commercial Business Development

About the role

The Director, Commercial Business Development owns and grows the company's commercial pipeline across developers, builders, and designers, and is accountable for closing large, strategic accounts in priority East Coast territories.

Responsibilities

• Own the commercial pipeline. Develop, manage, and grow a pipeline of developers, builders, and designers, and personally close large, strategic accounts.
• Drive priority territories. Lead commercial growth across the Northeast / Metro NY / NJ, Florida, Georgia, and the Dallas, TX market.
• Maintain a field presence. Travel regularly to meet commercial buyers on the ground, build trust, and manage strategic accounts in person.
• Sell consultatively. Bring a professional, consultative approach to high-value customers and demanding, technically sophisticated buyers.
• Team up on major accounts. Partner with residential and commercial leadership, the product team, and executive leadership to win and expand strategic accounts.
• Close, measurably. Convert relationships into signed revenue and deliver against clear numeric targets.

Requirements

• Commercial sales mastery. Proven command of the full B2B sales cycle prospecting, qualifying, solution development, negotiation, and close for large, complex commercial deals.
• Strategic account management. Ability to plan, win, and grow large strategic accounts, including multi-stakeholder buying groups across developers, builders, and designers.
• Technical fluency. Capacity to absorb detailed product knowledge and translate manufacturing-side expertise into credible, technical guidance for demanding buyers.
• Pipeline and forecast discipline. Strong CRM hygiene and accurate pipeline management and revenue forecasting; comfort working in an efficiency- and accuracy-oriented environment.
• Commercial and financial acumen. Ability to structure, price, and negotiate profitable deals and articulate value beyond price.
• Territory planning. Skill in prioritizing and managing a geographically dispersed, travel-intensive territory for maximum coverage and conversion.
• Tools and adaptability. Comfort adopting new sales tools, technology, and processes as the company evolves and modernizes its approach.

Qualifications

• Distribution track record. Demonstrated commercial sales success in flooring distribution or adjacent building-products / commodity distribution selling into builders, developers, and designers.
• Established East Coast relationships. An existing, relevant network of builders, designers, and developers across East Coast commercial markets.
• Verifiable closing record. A history of independently closing large commercial deals, demonstrable through references.
• Builder-channel exposure. Experience selling into top national and regional builders is strongly preferred.
• Competitive-set fit. Background with similarly sized flooring or building-products distributors competing in the same overlap territories is highly valued.
• Mobility. Willing and able to travel extensively (50%+) across the East Coast.

Skills

• Commercial sales mastery.
• Strategic account management.
• Product and technical fluency.
• Pipeline and forecast discipline.
• Commercial and financial acumen.
• Territory planning.
• Tools and adaptability.

Benefits

Standard benefits package; details provided during the interview process.

Pay

Base Salary: $150,000 – $180,000, plus participation in company year-end profit-share pool

Schedule

Hybrid / East Coast based, field/territory role

Location

East Coast based, field/territory role