Director of Channel Management - Western US

Director of Channel Management - Western US

PRIMESOURCE BUILDING PRODUCTS | WOLF OUTDOOR LIVING

Reports to: Vice President of Sales - Outdoor Living

Location: Remote, Western United StatesTravel: Approximately 50%

Position: Full-time

Position Summary

The Director of Channel Management - Western US drives profitable growth across Wolf Outdoor Living's Wolf, Fortress, Keylink and CityPost decking and railing portfolios. Reporting to the Vice President of Sales - Outdoor Living, this leader wins national and regional building-material dealers, builds contractor demand and expands strategic accounts. The role owns sales pipeline, channel strategy, pricing and go-to-market execution while influencing field sales and cross-functional partners. The successful candidate combines a hunter's approach to new business with the judgment to build sustainable customer programs across multiple markets.

Essential Functions

• Hunt and win. Prioritize Markets and target accounts based on revenue potential, competitive position and customer influence. Personally prospect national and regional building-material dealers, contractors and builders; lead presentations, competitive conversions and negotiations; and grow product adoption and share. Develop customer-specific value propositions and conversion plans from first meeting through launch.

• Build executive relationships. Develop top-to-top strategic relationships with leaders of national and regional building-material dealers. Lead annual planning, category expansion and major account negotiations; align field coverage to convert and grow accounts. Identify cross-selling opportunities across Wolf, Fortress,
Keylink and CityPost.

• Manage pipeline in Salesforce.com. Own strategic opportunities, activity, stages, next steps, decision makers, close dates and forecasts. Maintain a qualified pipeline sufficient to support regional goals. Review coverage, velocity, conversion and win/loss results with the Vice President of Sales - Outdoor Living and field leadership; advance stalled deals and provide timely forecasts.

• Expand markets and channels. Identify dealer coverage gaps, contractor influencers and competitive opportunities. Develop multi-year market plans with acquisition, revenue, category placement and margin targets; coordinate account ownership and field activation with Territory Managers, District Sales Managers
and Regional Vice Presidents. Monitor competitor activity and adapt regional priorities.

• Shape pricing and programs. Negotiate strategic pricing, rebates, promotions and customer programs within company approval policies. Partner with Finance and Sales leadership to evaluate margin, competitive position, channel consistency and investment return. Resolve complex commercial issues while maintaining
profitable growth.

• Generate demand. Partner with Marketing on regional campaigns, contractor and dealer events, training and product demonstrations. Identify influential installers who can create contractor pull-through at target dealers. Connect leads to Salesforce opportunities and measure sales results and return on spend.

• Launch products and markets. Coordinate target accounts, prelaunch pipeline, pricing, merchandising, training and promotional support with Product Management, Marketing, Operations and Supply Chain. Secure early dealer commitments, set measurable launch milestones, track adoption and adjust plans based
on customer feedback.

• Lead through influence. Work across a matrix organization without direct authority. Build fact-based business cases, secure resources, assign owners and timelines, and communicate market intelligence and commercial results to senior leadership. Represent the business at key customer meetings and industry
events.
Measures of Success

Profitable revenue and margin growth; new national and regional dealer wins; contractor engagement; competitive conversions; category expansion; Salesforce pipeline coverage, conversion and forecast accuracy; and measurable marketing and launch results.

Leadership and Decision Scope

Accountable for strategic selling and Western US channel growth, this position works through field sales and functional partners. The Director sets priorities with regional leadership and helps translate customer plans into clear field actions. Customer commitments, pricing and investments follow company approval policies. Direct supervision of field sales is not assumed.

Required Qualifications 

• Eight or more years of progressive sales, business development or channel leadership experience in building products, with a record of new customer acquisition and major account growth.• Experience selling to national or regional building-material dealers and influencing contractors;
demonstrated success with pricing negotiations and regional growth plans.
• Hands-on Salesforce.com or comparable CRM experience in pipeline management, opportunity reviews and forecasting; financial acumen in margins and customer programs.
• Ability to influence field teams and cross-functional partners without direct authority; strong executive communication, presentation and negotiation skills.
• Ability to travel approximately 50%, including overnight trips, for customer visits, market development and company meetings.

Preferred Qualifications

Outdoor living experience, particularly composite or PVC decking, aluminum, vinyl or cable railing, or adjacent exterior products. Bachelor's degree in business or a related field, or equivalent experience. Familiarity with contractor demand, dealer merchandising and regional marketing. Experience building relationships with
senior leaders of multi-location building-material dealers is strongly preferred.

Work Environment and Accommodation

Remote, field-based work includes customer offices, dealer locations, jobsites and events. Essential functions must be performed with or without reasonable accommodation. PrimeSource Building Products will consider accommodations in accordance with applicable law.

Equal Employment Opportunity

PrimeSource Building Products, Inc. is an Equal Opportunity Employer. Employment decisions are based on job-related qualifications and business needs without unlawful discrimination or harassment. This description may change with business needs and is not an employment contract