Director of Sales Distrubution

About Kingspan Insulation:
Kingspan Insulation North America is part of Kingspan Group, a global leader in advanced insulation and high-performance building envelope solutions. At Kingspan, we are united by our vision to accelerate a net-zero future through bold innovation, transformative leadership, and a commitment to sustainability.
With its U.S. headquarters in Atlanta, GA, Kingspan Insulation is a leading manufacturer of energy efficiency and moisture management products, including high-performance insulation, building wraps, and pre-insulated HVAC ductwork. Our extensive product range features optimum, premium, and high-performance rigid insulation products, offering advantages over traditional insulation materials. As one of the most thermally efficient and technically advanced insulation providers, Kingspan Insulation has positioned itself as a key player in driving innovation within the building materials industry.

Our team is driven by collaboration, creativity, and a passion for excellence. We believe investing in our people is central to achieving our ambitious goals. While we have experienced growth above market rates, we remain a relatively small player in massive markets, creating tremendous opportunities for our business and team. Helping our organization achieve its full potential represents an exciting and rewarding challenge for the right individual.
At Kingspan Insulation, you’ll enjoy financial stability, global reach, and the personal connection and entrepreneurial environment of a smaller business. With a passionate, friendly culture, a proven track record of growth, and outstanding benefits, Kingspan Insulation offers a unique opportunity for long-term career satisfaction.

Position Overview:
The Director of Sales, Distribution is a critical leadership role within Kingspan Insulation North America, responsible for driving growth and performance across the company’s distributor and dealer network throughout the U.S. and Canada. This individual will shape and execute a comprehensive channel strategy that deepens existing relationships, opens new market opportunities, and ensures Kingspan’s high-performance insulation products are accessible through best-in-class partners.
Reporting to the Senior, Director | Sales, the Director leads a team of Regional Sales Managers (RSMs) who oversee a hybrid sales force comprised of both Kingspan-employed representatives and independent manufacturers’ reps. This role requires a strategic operator and dynamic leader capable of managing complex sales structures, optimizing territory and resource alignment, and holding teams accountable to ambitious performance targets.

The ideal candidate brings deep experience in distribution channel development within the building materials industry, a passion for executing with urgency, and a sharp eye for using data to drive results. They lead with a "refuse-to-lose" mentality, instilling a culture of urgency, accountability, and competitive excellence that drives measurable outcomes and market leadership. This is a high-impact role for a leader who thrives on ownership, accelerates opportunity, and cultivates a culture of trust, discipline, and customer focus — all while supporting Kingspan’s commitment to sustainability and innovation.

Key Responsibilities:

• Develop and execute the North American distribution sales strategy in alignment with Kingspan’s broader commercial and sustainability goals.
• Lead a team of Regional Sales Managers (RSMs) who oversee a hybrid sales structure consisting of both Kingspan-employed sales professionals and independent manufacturers’ representatives across multiple territories.
• Strengthen and expand channel partnerships by deepening engagement with existing distributors and dealers through strategic planning, joint business development, and performance optimization, while also identifying and onboarding new partners in high-growth or underserved markets.
• KPI Development and Monitoring: Establish key performance indicators (KPIs) that align with our corporate objectives and drive desired performance. Regularly monitor these KPIs, adjusting strategies as necessary based on performance. Ensure all team members understand their individual and collective KPIs and their role in achieving them.
• Lead with a strong sense of urgency and accountability, fostering a results-driven culture that emphasizes speed to market, proactive problem-solving, and continuous improvement to seize opportunities and overcome challenges in a competitive landscape.
• Resource Allocation: Ensuring the right resources are in the right place at the right time is a key aspect of effective management. This could involve allocating team members to specific tasks or projects based on their strengths, or redistributing resources based on changing needs or priorities.
• Drive the strategic sales planning and market segmentation approach by analyzing customer profiles, regional dynamics, and product performance to prioritize high-opportunity markets, align resources effectively, and tailor go-to-market strategies for each segment within the distribution channel.
• Optimize pricing and margin strategies in coordination with Finance and Product Management teams to ensure profitability and competitiveness.
• Collaborate cross-functionally with Operations, Marketing, Technical Services, and Customer Service to ensure a seamless experience for distribution partners.
• Leverage CRM tools to drive visibility, discipline, and decision-making across the sales organization, ensuring accurate pipeline management, forecasting, and actionable insights that support both strategic planning and day-to-day execution.
• Utilize data and analytics to monitor sales performance, identify trends, and adjust strategies to meet or exceed KPIs.
• Represent Kingspan at key industry events, trade shows, and distributor conferences to enhance brand visibility and build industry relationships.
• Ensure compliance with internal controls, policies, and Kingspan’s values around ethical business practices and sustainability.

Qualifications:

• Bachelor’s degree in Business, Marketing, or a related field; MBA or relevant advanced degree preferred
• 10+ years of progressive sales leadership experience, including a minimum of 5 years managing multi-regional teams and channel partners within the building materials, construction products, or adjacent industries.
• Demonstrated success leading hybrid sales organizations, including direct reports and independent manufacturer’s representatives.
• Proven experience developing and executing distribution strategies with measurable impact on revenue growth, market share, and partner engagement.
• Strong background in strategic planning, segmentation, and resource deployment across diverse markets and customer types.
• Deep understanding of channel sales dynamics, distributor engagement, pricing/margin strategy, and value-based selling approaches.
• Exceptional ability to analyze performance data, forecast trends, and adjust tactics based on market dynamics and KPIs.
• Skilled in using CRM platforms (e.g., Salesforce or equivalent) for pipeline management, sales reporting, and forecasting.
• Demonstrated ability to lead with urgency and accountability in fast-paced, performance-drive environments.
• Strong cross-functional collaboration skills with the ability to influence across Sales, Marketing, Product, Finance, and Operations teams.
• Excellent interpersonal, communication, and negotiation skills, with a track record of building trust with internal teams and external partners.
• Willingness and ability to travel up to 75%

Note: This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee for their job. Duties, obligations, and activities may change at any time, with or without notice.
At Kingspan, we believe our employees are our greatest resource. Therefore, we offer a competitive salary, benefits, and vacation package for all full-time permanent positions. Kingspan is proud to be an equal opportunity workplace and is an affirmative-action employer.
The candidate’s signature below constitutes their understanding of the position's requirements, essential functions, and duties and confirmation that s/he is fully capable of performing all items as defined and described above.