Sales Leader - Premium Heating Products

A global manufacturer of premium outdoor heating and integrated control systems is hiring a Head of Builder Sales to lead and grow its builder channel across North America, including the United States and Canada. This is a player-coach leadership role, roughly 60% direct execution and 40% team leadership and sales-system enablement.

You will lead a team of 3 to 5 Builder Sales Managers, own the team's KPIs and quota delivery, and personally manage the highest-value builder and corporate partnership accounts. The role reports to the VP of Sales, North America, and carries responsibility for team budget, territory strategy, and integration with the distribution and commercial channels.

Key Responsibilities

• Lead and coach 3 to 5 Builder Sales Managers. Own input KPIs (call volume, connection and conversion rates, builders onboarded) and output KPIs (projects per week, pipeline value, monthly sales).
• Run weekly team syncs, monthly performance reviews, and quarterly business reviews. Present metrics, territory analysis, and competitive intelligence to senior leadership.
• Recruit, onboard, train, and develop Builder Sales Managers. Manage underperformance and build a bench of high performers.
• Personally own Tier 1 builder relationships (major national and regional homebuilders). Make 10 to 15 senior decision-maker calls per week, qualify projects, negotiate program terms, and drive spec penetration.
• Build Tier 1 builder programs covering volume commitments, co-marketing, training, and controls integration. Target: 3 to 5 Tier 1 accounts generating $10M or more annually by 2027.
• Identify and close corporate partnerships with national and regional outdoor-living, pergola, and deck-building brands. Target: 2 to 3 partnerships generating a combined $5M to $10M by 2027.
• Maintain an active personal territory (10 to 20% of time) to model high-velocity outbound, objection handling, and spec closing.
• Own CRM and process optimization, sales enablement materials, data integrity, and forecasting discipline.
• Feed market and competitive intelligence back to product, marketing, and commercial teams. Influence pricing, controls architecture, and product roadmap.

Requirements

Essential

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

Preferred

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

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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