Dealer Sales Rep - Florida

ODL, Inc•Zeeland, MI

About The Position

Dealer Sales Representative (2-Step Distribution Model) Building Products The Dealer Sales Representative is responsible for driving sales growth, market expansion, and brand preference through a 2-step distribution channel by developing demand at the dealer, builder, and contractor level while partnering closely with authorized distributors. This role focuses on pull-through sales, ensuring that distributor inventory, programs, and product offerings convert into measurable dealer-level demand and market share growth. This individual operates as the primary field leader for dealer and builder engagement, product adoption, and program execution, while aligning distributor strategies with manufacturer objectives. Who We Are: Driven by continual innovation and trusted partnerships, ODL is a global leader in high-quality door and insulated glass solutions. For decades, our purpose has been simple: Make Your Life Better™—for our customers, our communities, and our people. With 14 global locations and thousands of employees, ODL has been recognized as a Great Place to Work® across all countries of operation. We invest in our people, celebrate growth, and foster a culture where accountability, innovation, and excellence thrive. The Impact You’ll Drive: Sales Growth & Market Development Drive revenue growth through dealer-level demand creation within assigned distributor territories Execute market expansion strategies across dealers, builders, remodelers, and contractors by developing new dealer relationships to expand footprint and distribution reach Increase product adoption, line expansion, and share of wallet at existing dealer accounts Distributor Partnership Management Build and maintain long-term, trust-based relationship with 2-step distributors to align sales strategies, priorities, and execution Act as the manufacturer’s primary field liaison to distributor sales teams Dealer Enablement & Pull-Through Execution Train dealer sales teams on product offerings, applications, and value propositions and support dealer merchandising, showroom placement, and display strategies Execute dealer-level promotions, programs, and product launches Serve as a consistent and visible field presence with key dealers to reinforce manufacturer commitment aimed to build product preference and specification at the dealer and builder level Strategic Account Development Identify high-potential dealers and builders for targeted growth initiatives and develop structured account plans and growth strategies Support project-level opportunities and specification selling where applicable Market Intelligence & Feedback Gather competitive intelligence on pricing, products, programs, and market activity and collaborate cross-functionally with Marketing, Product Management, Sales Operations, and Customer Service to align field insights with internal strategy and execution. Track market trends, dealer needs, and regional dynamics Execution & Reporting Manage CRM activity, dealer engagement tracking, and pipeline development Track opportunity conversion, program performance, and pull-through results and deliver accurate territory reporting and forecasting Success Metrics (KPIs) Revenue growth through 2-step distributors Dealer count growth and activation Product adoption and program utilization Market share gains Distributor engagement effectiveness Pull-through volume performance New dealer development

Requirements

5+ years of experience in building products, 2-step distribution, or related field sales roles
Ability to travel regularly within the assigned territory (typically 60–80%)
Demonstrated success influencing dealer-level demand through distributor channels
Strong presentation, training, and relationship-building skills
Proficiency with CRM systems and Microsoft Office tools

Responsibilities

Drive revenue growth through dealer-level demand creation within assigned distributor territories
Execute market expansion strategies across dealers, builders, remodelers, and contractors by developing new dealer relationships to expand footprint and distribution reach
Increase product adoption, line expansion, and share of wallet at existing dealer accounts
Build and maintain long-term, trust-based relationship with 2-step distributors to align sales strategies, priorities, and execution
Act as the manufacturer’s primary field liaison to distributor sales teams
Train dealer sales teams on product offerings, applications, and value propositions and support dealer merchandising, showroom placement, and display strategies
Execute dealer-level promotions, programs, and product launches
Serve as a consistent and visible field presence with key dealers to reinforce manufacturer commitment aimed to build product preference and specification at the dealer and builder level
Identify high-potential dealers and builders for targeted growth initiatives and develop structured account plans and growth strategies
Support project-level opportunities and specification selling where applicable
Gather competitive intelligence on pricing, products, programs, and market activity and collaborate cross-functionally with Marketing, Product Management, Sales Operations, and Customer Service to align field insights with internal strategy and execution.
Track market trends, dealer needs, and regional dynamics
Manage CRM activity, dealer engagement tracking, and pipeline development
Track opportunity conversion, program performance, and pull-through results and deliver accurate territory reporting and forecasting