Manager, Sales & Business Development - EAP

Manager, Sales & Business Development

EAP reaches its market through three channels: direct sales to subcontractors, an independent sales representative network, and architect specification pursuits in which EAP products are written into project documents.

The Manager, Sales & Business Development owns the commercial performance of all three channels. Because our value to our clients rests on curation and trust rather than volume, this role is as much about qualifying the right opportunities and positioning the right materials as it is about closing.

This is a formative role within a growing organization. Responsibilities extend beyond conventional sales execution to include developing the processes, partner relationships, and market presence that will support the company's next stage of growth. The successful candidate will be comfortable operating where established playbooks do not yet exist and will take ownership of building them. As the business scales, this position is positioned to grow into the foundation of EAP's sales function — the person in this seat will be building the department they have the opportunity to lead.

Sales & Pipeline Management – 35% - Close new business with subcontractors and general contractors

Engage architects to secure EAP product specifications on target projects

Manage the full sales pipeline from qualified lead through executed agreement

Maintain accurate CRM records and pipeline reporting to support forecasting and leadership decision-making

Sales Representative Channel – 25% - Manage and strengthen relationships with third-party sales representative firms

Recruit, onboard, and train new representative firms as the network expands

Support representative-sourced opportunities through close and maintain visibility into channel pipeline activity

Identify coverage gaps and develop recommendations to address them

Key Accounts & Complex Deal Strategy — 20% - Define and execute account strategy for priority customers and flagship projects

Lead negotiations involving multiple stakeholders, including owners, general contractors, subcontractors, and design teams

Grow revenue within existing accounts through repeat and expanded business

Cross-Departmental Collaboration — 10% - This role is the primary link between the customer and the rest of the organization:

Partner with Product Management on pricing, scope feasibility, and product compliance and testing documentation; communicate unmet market requirements that may inform future sourcing

Coordinate the post-award handoff to Product Management for invoicing and account setup, and stay engaged until the transition is complete

Work with Operations on pricing input, late-stage technical questions, and confirmation that committed scope and delivery schedules are achievable

Work with Marketing on sales collateral, specification packages, and trade show programs

Industry & Market Presence — 10% - Represent EAP at industry association events and chapter meetings, including AIA Atlanta (American Institute of Architects)
Support exhibit and trade show programs in coordination with Marketing, including the AIA Conference and Facades Develop the design community relationships that generate specification opportunities

Qualifications

Required

• 3+ years of B2B sales or business development experience
• Experience managing an indirect sales channel — representative firms, distributors, or comparable — in addition to direct accounts
• Demonstrated problem-solving ability; able to diagnose root causes and implement solutions independently
• Strong relationship-building skills with subcontractors, architects, and specification decision-makers
• Highly organized with strong CRM discipline
• Comfortable operating in an early-stage, evolving environment, and motivated by the opportunity to build a function rather than inherit one
• Valid driver's license and willingness to travel for client visits and industry events

Preferred

• Background in construction products, building envelope, façade systems, or architectural sales
• Familiarity with specification-driven sales processes and product testing or compliance documentation
• Experience negotiating high-value, multi-stakeholder…