Director of Channel Management - Western

Director of Channel Management
- Western US

#26-0927

Stockton, California

Director of Channel Management
- Western US

PRIMESOURCE BUILDING PRODUCTS | WOLF OUTDOOR LIVING

Reports to: Vice President of Sales
- Outdoor Living

Location: Remote, Western United States

Travel: Approximately 50%

Position: Full-time

The Director of Channel Management
- Western US drives profitable growth across Wolf Outdoor Living's Wolf, Fortress, Keylink and City Post decking and railing portfolios. Reporting to the Vice President of Sales
- Outdoor Living, this leader wins national and regional building-material dealers, builds contractor demand and expands strategic accounts. The role owns sales pipeline, channel strategy, pricing and go-to-market execution while influencing field sales and cross-functional partners. The successful candidate combines a hunter's approach to new business with the judgment to build sustainable customer programs across multiple markets.

Stockton , California

Essential Functions

• Hunt and win. Prioritize Markets and target accounts based on revenue potential, competitive position and customer influence. Personally prospect national and regional building-material dealers, contractors and builders; lead presentations, competitive conversions and negotiations; and grow product adoption andshare. Develop customer-specific value propositions and conversion plans from first meeting through launch.
• Build executive relationships. Develop top-to-top strategic relationships with leaders of national and regional building-material dealers. Lead annual planning, category expansion and major account negotiations; align field coverage to convert and grow accounts. Identify cross-selling opportunities across Wolf, Fortress, Keylink and City Post.
• Manage pipeline in  Own strategic opportunities, activity, stages, next steps, decision-makers, close dates and forecasts. Maintain a qualified pipeline sufficient to support regional goals. Review coverage, velocity, conversion and win/loss results with the Vice President of Sales
  - Outdoor Living and field leadership; advance stalled deals and provide timely forecasts.
• Expand markets and channels. Identify dealer coverage gaps, contractor influencers and competitive opportunities. Develop multi-year market plans with acquisition, revenue, category placement and margin targets; coordinate account ownership and field activation with Territory Managers, District Sales Managers and Regional Vice Presidents. Monitor competitor activity and adapt regional priorities.
• Shape pricing and programs. Negotiate strategic pricing, rebates, promotions and customer programs within company approval policies. Partner with Finance and Sales leadership to evaluate margin, competitive position, channel consistency and investment return. Resolve complex commercial issues while maintaining profitable growth.
• Generate demand. Partner with Marketing on regional campaigns, contractor and dealer events, training and product demonstrations. Identify influential installers who can create contractor pull-through at target dealers. Connect leads to Salesforce opportunities and measure sales results and return on spend.
• Launch products and markets. Coordinate target accounts, prelaunch pipeline, pricing, merchandising, training and promotional support with Product Management, Marketing, Operations and Supply Chain. Secure early dealer commitments, set measurable launch milestones, track adoption and adjust plans based on customer feedback.
• Lead through influence. Work across a matrix organization without direct authority. Build fact-based business cases, secure resources, assign owners and timelines, and communicate market intelligence and commercial…