Director of Sales

The Business

Our client is an independent regional distributor with internal manufacturing capabilities that has been serving the building materials market across the upper Midwest for nearly 100 years. The organization has built a strong reputation partnering with dealers, builders, and manufacturers to deliver premium building product solutions while continuing to expand its footprint and market reach. The company generates approximately $100 million in annual revenue.

Ownership is growth-focused, with clear plans for both organic expansion and strategic acquisition. The sales organization currently serves a five-state region, supported by a team known for deep industry relationships and exceptional customer loyalty.

The Opportunity

This is a field-first sales leadership role for a director who leads from the front. You will spend some of your time in the home office alongside your peer leadership team and the balance with your sales team and their customers. This role reports directly to the President and is a key voice in shaping the company’s commercial direction as it enters its next phase of growth.

The incoming Director of Sales will lead an experienced team with a clear mandate: drive meaningful growth. That means owning a market strategy, developing territory-specific plans with each sales representative, expanding wallet share within existing accounts, and targeting the customers the company has not yet reached.

As the product portfolio expands, this role sits at the intersection of sales and procurement. You will work directly with the procurement team to align sourcing decisions with sales strategy, ensuring the team is equipped and positioned to bring new products to market with speed and confidence.

What You Will Need to Be Successful

• Proven sales leadership experience with demonstrated ability to develop, coach, and retain a high performing outside sales team

• High emotional intelligence and the ability to build credibility quickly with experienced sales professionals and long-tenured customer relationships

• Track record of developing and executing market-specific sales strategies across diverse territories

• Experience working in a dealer, distribution, or manufacturing distributor environment within the LBM or building materials industry; candidates from adjacent industries with strong business acumen and a willingness to learn the sector will also be considered

• Collaborative leadership style with a clear understanding of how the sales function connects to procurement, operations, and the broader P&L