Director of Residential Market Development

Pico Propane•San Antonio, TX

About The Position

Meritum Energy is seeking a Vice President of Residential Market Development! This role is responsible for the leadership, strategy, and execution of all residential sales activities across the organization. This position focuses on building and maintaining strong builder programs and templates, developing market-specific sales tools, developing materials and training supporting inside sales operations, overseeing and training on industry incentive programs, and ensuring local operations teams have a template for appliance and service offerings across all residential sales locations. The role provides direct resource management, training and program development for residential sales at each local market while working closely with the Regional Managers to optimize performance, training, and growth. Additionally, this position is the primary administrator of all Propane Education & Research Council (PERC) and other incentives supporting residential growth.

Requirements

Bachelor’s degree in business, Sales, Marketing, or related field
Minimum of 7–10 years of progressive sales leadership experience, preferably in residential or construction-related industries
Proven track record in building and managing builder relationships
Experience developing sales training programs and managing incentive structures
Strong leadership, communication, and interpersonal skills
Excellent organizational and project management abilities
Deep understanding of sales metrics, forecasting, and performance improvement
High level of proficiency with CRM systems and Microsoft Office Suite
Ability to travel as needed to residential markets
Prolonged periods sitting at a desk and working on a computer
The employee is occasionally required to stand, walk, reach with hands and arms, stoop, kneel, crouch
Regularly and safely lifts, carries, and handles supplies and equipment weighing at least 20 - 75 pounds
Must pass pre-employment screening and background check
Position may require working evening hours and weekends as needed
Work is normally performed outside where exposure to conditions of extreme heat/cold, fumes and gases and airborne particles is common

Nice To Haves

Familiarity with PERC incentive programs preferred

Responsibilities

Builder Relationship Management
Develop programs and template for each of our local operations teams to maintain strong relationships with residential homebuilders appropriate in each market
Create and implement builder relationship templates tailored to each residential sales market
Serve as the primary point of contact for escalations, negotiations, and partnership opportunities with builders
Regularly evaluate builder satisfaction and retention strategies
Sales Resource Management & Oversight
Provide strategic leadership and day-to-day oversight for the residential sales function across all markets
Work closely with Regional Managers to ensure inside sales teams are effectively trained, resourced, and supported
Monitor sales performance metrics and provide guidance to improve conversion rates and revenue growth
Inside Sales Training & Development
Create and maintain comprehensive inside sales training materials, including onboarding and continuing education programs
Ensure consistency in sales processes, messaging, and customer engagement across all locations
Mentor and coach inside sales teams on best practices, product knowledge, and closing techniques
Incentive Program Expertise
Design, manage, and track incentive programs for residential sales staff to maximize performance and motivation
Act as the primary administrator for all PERC incentives, ensuring compliance with program rules and timely submissions
Measure incentive program effectiveness and adjust as needed to meet company goals
Product & Service Offering Management
Ensure each residential sales location has a defined portfolio of appliance and service offerings aligned with market demand
Collaborate with marketing and operations to maintain accurate product information, pricing, and promotional materials
Support sales teams with resources to effectively present offerings to customers and builders
Cross-Functional Collaboration
Partner with Marketing, Operations, and Finance to align sales initiatives with company objectives
Support the Regional Manager in managing inside sales staff performance and development
Contribute to budgeting and forecasting for residential sales revenue