Head of Builder Sales - Heating & Controls #0209

A leading global maker of premium outdoor heating solutions and integrated control systems is seeking a Head of Builder Sales to build and expand its builder channel throughout North America, covering both the United States and Canada. This is a hands-on leadership position, structured at approximately 60% direct execution and 40% team leadership and sales-system enablement.

In this role you will guide a team of 3 to 5 Builder Sales Managers, take ownership of the team's KPIs and quota attainment, and personally oversee the most valuable builder and corporate partnership accounts. Reporting to the VP of Sales, North America, you will hold responsibility for team budget, territory strategy, and alignment with the distribution and commercial channels.

Key Responsibilities

• Personally manage Tier 1 builder relationships (major national and regional homebuilders). Place 10 to 15 senior decision-maker calls each week, qualify projects, negotiate program terms, and drive spec penetration.
• Recruit, onboard, train, and develop Builder Sales Managers. Address underperformance and cultivate a bench of high performers.
• Source and secure corporate partnerships with national and regional outdoor-living, pergola, and deck-building brands. Target: 2 to 3 partnerships delivering a combined $5M to $10M by 2027.
• Direct and mentor 3 to 5 Builder Sales Managers. Take ownership of input KPIs (call volume, connection and conversion rates, builders onboarded) and output KPIs (projects per week, pipeline value, monthly sales).
• Take ownership of CRM and process optimization, sales enablement materials, data integrity, and forecasting discipline.
• Develop Tier 1 builder programs spanning volume commitments, co-marketing, training, and controls integration. Target: 3 to 5 Tier 1 accounts producing $10M or more annually by 2027.
• Conduct weekly team syncs, monthly performance reviews, and quarterly business reviews. Present metrics, territory analysis, and competitive intelligence to senior leadership.
• Sustain an active personal territory (10 to 20% of time) to demonstrate high-velocity outbound, objection handling, and spec closing.
• Channel market and competitive intelligence back to product, marketing, and commercial teams. Shape pricing, controls architecture, and product roadmap.

Requirements

Essential

• Demonstrated history of building and scaling high-performing BD teams, with strong coaching, accountability, and performance-management capabilities.
• Builder channel or construction-adjacent background (custom home builders, general contractors, outdoor living, building products, or HVAC).
• 7 or more years in field sales or business development, including 2 or more years directly leading sales teams of 5 to 10 reps.
• CRM and data fluency (HubSpot or Salesforce), covering pipeline management and forecasting.
• Proven capacity to blend hands-on selling with team leadership (a true player-coach).
• Bachelor's degree in business or a related field.
• Experience in technical solution selling.
• Executive presence: capable of presenting to C-suite and representing the company at national industry and partnership events.
• Experience overseeing Tier 1 or enterprise accounts, including multi-year partnerships, volume commitments, and complex multi-stakeholder negotiations.
• Strong analytics skills (Excel, dashboards, conversion-funnel analysis).

Preferred

• Track record of co-developing go-to-market strategy and spec sheets with channel partners.
• Direct experience selling into or partnering with Tier 1 national homebuilders.
• Experience establishing repeatable, scalable BD operations and playbooks from an early or growth stage.
• Background in outdoor living, premium building products, or integrated heating and controls systems.

Benefits

• Base salary: $150,000 to $165,000 per year, depending on experience
• Commission
• Health benefits

Additional Details

• Travel: significant travel across the United States and Canada is expected
• Reporting line: VP of Sales, North America

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