Architectural Sales Manager, Northern California
About The Position
Cambium is a modern American wood manufacturer, distributor, and technology company connecting and modernizing the wood economy. We work with architects, builders, and leading brands across the built environment. This role is for an Architectural Sales Manager in Northern California, an open territory for the company. The successful candidate will be the first architectural seller in the state and will be responsible for deciding which firms to work with, which projects to chase, and how to engage with the A&D community. The role involves getting Cambium specified for interior products like salvaged hardwood paneling, slat ceilings, millwork, and flooring, as well as exterior products like Arbor Wood for siding, soffits, and decking. The target markets include hospitality, multifamily, higher education, healthcare, corporate interiors, and high-end residential projects. The company provides a full sample library, product deck, accredited CEU course, HubSpot CRM, a dealer network, and a VP of Sales to support the role. This is an opportunity for someone with experience in a large manufacturer to build and define a new market.
Requirements
- Five or more years selling a specified building product to architects and designers in Northern California.
- Working relationships with Bay Area architecture and design firms.
- Proven ability to hold specifications through value engineering, with project names and specific actions taken.
- Knowledge of how a materials library works, how a spec section is written, and how a submittal gets approved.
- Comfort selling through dealers and distributors as well as direct.
- Patience for a long sales cycle (12-24 months) and discipline to track it.
- A demonstrable record of success with named projects and firms.
- Daily use of HubSpot or an equivalent CRM.
Nice To Haves
- Ten or more years of experience.
- Experience with ceilings, acoustic and wall systems, surfaces, tile and stone, flooring, cladding, envelope, glass, or architectural millwork.
- Showroom and design consulting experience that involved working with specifiers.
- Wood knowledge is helpful but not required.
Responsibilities
- Build and own a portfolio of 15 to 20 Bay Area architecture and design firms.
- Map the people inside each firm who choose materials and maintain regular contact.
- Get Cambium specified early in the design process (schematic design and design development) for both interior and exterior scopes.
- Register every spec in HubSpot with project, firm, product, and expected PO date.
- Hold specifications through value engineering, ensuring Cambium's product remains on the drawing when substitutes are proposed.
- Deliver CEU presentations and lunch and learns, and maintain samples in relevant libraries.
- Work with California dealers to ensure specified product flows through the correct channel, creating demand with the specifier while the dealer stocks and delivers.
- Maintain pipeline coverage by meeting quota divided by win rate for registered specs.
- Report against pipeline coverage weekly and provide market feedback.
- Work inbound leads and residential referrals, owning quotes above a set threshold.
- Collaborate with the VP of Sales to write the first version of Cambium's architectural sales playbook.
Benefits
- Equity options package
- Unlimited PTO and flexible schedule
- 401k matching
- Comprehensive medical, dental & vision insurance
- Work with an incredibly smart, diverse, climate mission driven team
- An opportunity to play a core role in defining our fast growing company
- Volunteer tree planting days
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
