Director of Sales

Director of Sales

The Business

Our client is an independently owned group of multi-location building material dealers with over 50 years in business, operating across western Canada. With approximately 10 locations and $150 million in revenue, the business serves a 70% professional contractor customer base alongside dealer and retail customers across a broad product offering spanning specialty and building materials, backed by the purchasing power of a national co-operative.

The business is backed by a well-capitalized parent organization with a long-term growth mindset and the resources to support meaningful expansion.

The growth agenda is active: multiple acquisitions per year with a clear plan to expand the footprint eastward across Canada. The operational and commercial infrastructure to support that growth is built.

The Opportunity

The Director of Sales is a newly created role. Reporting to the CEO/President, this leader will build and lead the commercial function across all locations, with the full support of ownership behind them.

The canvas is wide open: developing the sales structure, installing CRM and pipeline discipline, creating the playbook, and building sales training and recruiting programs. The contractor customer base is local, loyal, and relationship-driven. There is meaningful revenue upside already in the system, and this leader will be the one to unlock it.

What makes this role particularly compelling is the foundation it sits on. The Director of Sales will have the advantage of a proven and tested operational team, strong location leadership, and a customer base with deep roots in their communities. The organization has the operational discipline. It is ready for the sales leadership to match it.

What You Will Need to Be Successful

• Building Materials Sales Leadership: Demonstrated success leading sales teams in a lumber, building materials, or home building center environment. Experience working with contractor customer segments and navigating relationship-driven, community-based markets is essential.
• High EQ and Change Integration: The ability to earn trust with a tenured branch manager team while introducing new structure, accountability, and expectations. This leader brings people along rather than running over them and understands that cultural change in a business relationship is earned, not mandated.
• Sales Strategy Development and Execution: Proven history of building and implementing sales strategies that move an organization from reactive order-taking to proactive pipeline development, including pricing discipline, margin management, and value-added service expansion.
• Organizational Builder: Experience designing and staffing a sales function, including defining roles, building reporting structure, recruiting talent, and establishing performance expectations in an environment where the sales org did not previously exist in a formal capacity.
• CRM and Commercial Technology Proficiency: A champion for CRM adoption and pipeline visibility, with the ability to select, implement, and drive consistent utilization of sales tools across a multi-location organization. Comfortable using data to coach, prioritize, and report on commercial performance.