Divisional Builder Sales Manager

AirReps•Grand Rapids, MI

10d

About The Position

The Divisional Builder Sales Manager develops and executes builder sales strategies to drive growth, market share, and customer engagement across the division. The role is the primary sales leader for builder, multifamily, and general contractor relationships, partnering with regional sales teams, divisional leadership, and industry stakeholders to expand business opportunities and strengthen market presence. It focuses on strategic account development, builder program management, specification growth, and market expansion, and serves as a liaison among builders, contractors, engineers, and internal sales organizations. The role operates with a high degree of autonomy and accountability, executing divisional builder sales strategies and pursuing growth objectives. Decisions are guided by business strategy, market conditions, and customer requirements. The position handles moderately complex to complex sales and market development initiatives, influences outcomes through cross-functional collaboration, and provides guidance and support to field sales teams and business partners. Frequent travel within the assigned territory is required, with occasional overnight travel for customer meetings, trade events, and industry conferences. Essential responsibilities must be performed with or without reasonable accommodations. The position reports to the Vice President, HVAC.

Requirements

At least 7 years of sales, business development, or account management experience.
At least 5 years working with builders, multifamily developers, general contractors, or HVAC-related sales channels.
Strong knowledge of residential construction, multifamily development, and contractor sales channels.
Advanced relationship management, sales, and negotiation skills.
Demonstrated ability to develop and execute strategic business growth initiatives.
Strong understanding of HVAC products, applications, and market dynamics.
Ability to influence customers and internal stakeholders without direct authority.
Strong presentation, communication, and business planning skills.
Proficiency in Microsoft Office applications.
Experience utilizing CRM systems and sales reporting tools.
Strong organizational, planning, and time management skills.
Bachelor's degree in Business, Marketing, Construction Management, or a related field, or equivalent work experience.
Must be able to perform essential responsibilities with or without reasonable accommodations.
Frequent travel within the assigned territory is required.

Nice To Haves

HVAC, building products, construction products, or related industry experience is preferred.
Occasional overnight travel for customer meetings, trade events, and industry conferences.

Responsibilities

Develop and execute divisional sales strategies for residential builder, multifamily, and general contractor channels.
Identify market opportunities, competitive trends, and customer needs to increase market share and revenue.
Lead builder-focused business development initiatives and growth programs across the division.
Partner with Territory Sales Managers and sales leadership to align builder sales activities with divisional objectives.
Support national and regional builder account initiatives as needed.
Develop and maintain executive-level relationships with builders, multifamily developers, general contractors, ownership groups, and key decision makers.
Negotiate and administer builder rebate, incentive, and growth programs.
Collaborate with Building Products and HVAC leadership to develop and implement programs supporting builders, contractors, and dealers.
Partner with engineering firms and project teams to drive specifications and project adoption.
Lead participation in builder associations, trade organizations, and industry events.
Perform additional projects and duties supporting business objectives.
Provide guidance and support to field sales teams and business partners.