Divisional Builder Sales Manager

Position Summary

The Divisional Builder Sales Manager is responsible for developing and executing builder sales strategies that drive growth, market share, and customer engagement across the division. This role serves as the primary sales leader for builder, multifamily, and general contractor relationships, partnering with regional sales teams, divisional leadership, and key industry stakeholders to expand business opportunities and strengthen market presence. The position focuses on strategic account development, builder program management, specification growth, and market expansion initiatives while serving as a key liaison between builders, contractors, engineers, and internal sales organizations.

Position Responsibilities

May include:

Builder Sales Strategy & Market Development
• Develop and execute divisional sales strategies to drive growth within residential builder, multifamily, and general contractor channels.
• Identify market opportunities, competitive trends, and customer needs to increase market share and revenue.
• Lead builder-focused business development initiatives and growth programs across the division.
• Partner with Territory Sales Managers and sales leadership to align builder sales activities with divisional objectives.
• Support national and regional builder account initiatives as needed.

Relationship Management
• Develop and maintain executive-level relationships with builders, multifamily developers, general contractors, ownership groups, and key decision makers.
• Negotiate and administer builder rebate, incentive, and growth programs.

Program & Project Leadership
• Collaborate with Building Products and HVAC leadership to develop and implement programs supporting builders, contractors, and dealers.
• Partner with engineering firms and project teams to drive specifications and project adoption.
• Lead participation in builder associations, trade organizations, and industry events.
• Perform additional projects and duties supporting business objectives.

Nature & Scope

• Operates with a high degree of autonomy and accountability.
• Accountable for executing divisional builder sales strategies and achieving growth objectives.
• Decisions are guided by business strategy, market conditions, and customer requirements.
• Works on moderately complex to complex sales and market development initiatives.
• Influences outcomes through collaboration across multiple departments and stakeholder groups.
• Provides guidance and support to field sales teams and business partners.

Knowledge & Skills

• Strong knowledge of residential construction, multifamily development, and contractor sales channels.
• Advanced relationship management, sales, and negotiation skills.
• Demonstrated ability to develop and execute strategic business growth initiatives.
• Strong understanding of HVAC products, applications, and market dynamics.
• Ability to influence customers and internal stakeholders without direct authority.
• Strong presentation, communication, and business planning skills.
• Proficient in Microsoft Office applications.
• Experience utilizing CRM systems and sales reporting tools.
• Strong organizational, planning, and time management skills.

Experience

• 7+ years of sales, business development, or account management experience.
• 5+ years working with builders, multifamily developers, general contractors, or HVAC-related sales channels.
• HVAC, building products, construction products, or related industry experience preferred.

Education/Certification

• Bachelor's degree in Business, Marketing, Construction Management, or related field; or equivalent work experience.

People Management

No

Physical Requirements / Work Environment

• Must be able to perform essential responsibilities with or without reasonable accommodations.
• Frequent travel within assigned territory required.
• Occasional overnight travel for customer meetings, trade events, and industry conferences.

Reports To:

Vice President, HVAC

The Company provides equal employment opportunity to all employees and applicants regardless of a person’s race, color, religion (including religious dress or grooming practices), creed, national origin (including language use restrictions), citizenship, uniform service member or veteran status, ancestry, disability, physical or mental disability (including HIV/AIDS), medical condition (including cancer and genetic characteristics), genetic information, request for protected leave, marital status, sex, pregnancy, age (over 40), sexual orientation, gender, gender identity or expression, political affiliation, or any other characteristic protected by law. The Company will comply with all federal and state regulations and statutes pertaining to individuals with disabilities.