Sales Director

Our client is a $50M independent building materials dealer operating across multiple locations serving Connecticut and Massachusetts. With deep roots serving residential construction, R&R, and multifamily, they have built a strong regional reputation on product knowledge, service reliability, and long-standing customer relationships.

This is a team that knows the market, knows the trades, and shows up. The organization is at a growth inflection point and is adding a Director of Sales to bring structure, accountability, and forward momentum to their commercial effort.

A long-tenured sales leader is retiring, and the business is ready for what comes next. The foundation is solid, with strong customer relationships, a capable team, and a reputation built over decades in the CT and MA market. What has been missing is someone lighting a fire under the commercial engine and pointing it forward.

This is a genuine mandate: build a proactive, focused sales team that hunts for new business. Not a tweak-around-the-edges assignment. A real opportunity to shape sales strategy, raise expectations, and leave a mark on how this company grows.

You will own the full sales function across all locations and customer segments: residential builders, restore and remodel contractors, and multifamily developers. You will inherit a team of five outside sales representatives, an inside sales and customer support group, and a specialty product sales manager. Day one, you have people, infrastructure, and relationships to build on. What you bring is direction, discipline, and the drive to make the most of it.

This role carries real influence over sales strategy and reports to senior leadership. The right person will not wait to be told what to do; arrive with a point of view and the energy to execute it.

• Sales Leadership
  
  Experience:
  
  Demonstrated success leading a multi-rep sales team in lumber and building materials.
• Residential and R&R Market Knowledge: Strong familiarity with the residential new construction and R&R segments, how contractors buy, how projects are specified, and what drives loyalty to a supplier.
• Multifamily Exposure: Experience with multifamily builders and the project-based selling that comes with it, including bid processes, takeoffs, and managing large volume accounts through delivery.
• Player-Coach Mentality: In the market with your team, on job sites, in front of customers.
• Process Builder: Experience creating structure in a growth-oriented, entrepreneurial environment.
• Regional Market Fluency: Existing relationships or working knowledge of the CT and MA builder and contractor community is a meaningful advantage.

• Lead, coach, and develop a team of five outside sales reps serving residential, R&R, and multifamily customers across CT and MA
• Partner with the inside sales team and specialty product sales manager to ensure a seamless customer experience from first contact through project completion
• Set clear performance expectations, run consistent sales meetings, and hold the team accountable to activity and results
• Identify skill gaps and create development plans that grow individual capability and team capacity

• Drive growth across three core segments: residential new construction, R&R contractors, and multifamily builders
• Understand the distinct buying process, project cadence, and product needs of each segment and coach your team to sell accordingly
• Build and maintain relationships with key general contractors, framers, remodelers, and multifamily developers in the region

• Actively prospect and close new business while supporting your reps in doing the same
• Develop a disciplined pipeline approach, tracking opportunities, following up consistently, and converting relationships into revenue
• Identify added wallet share opportunities in existing accounts and new market opportunities across the CT and MA footprint

• Build or improve the sales process, CRM discipline, and reporting cadence that gives leadership visibility and OSRs clarity
• Establish consistent quoting, follow-up, and project handoff practices across the team
• Collaborate with operations and purchasing to ensure product availability aligns with what the sales team is committing to customers