Sales Director of National Accounts

US LBM is one of the leading and fastest growing distributors of specialty building materials in the United States, with a team of over 15,000 employees located throughout the country. Since our founding in 2009, we have acquired over 70 companies and have expanded to more than 500 locations serving 37 states. US LBM is a progressive organization that promotes a unique culture that focuses on the value of its customers and associates. Developing our people is critical to our strategy and fostering our culture of empowerment.

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The US LBM Director of National Accounts will lead the company's efforts to maintain and expand relationships with large, National and Regional customers. This person will be responsible for developing and executing strategy for strategic accounts in conjunction with Regional Sales Leadership and the markets. The Director of National Accounts represents the entire range of company products and services, while leading the customer account planning cycle and ensuring assigned customers' needs and expectations are met by the company.

What you will do

Sales Strategy & Growth:

• Identify, communicate, and drive strategic growth in alignment with a strategic list of national builder needs, focusing on value-added product growth, manufacturing opportunities, and market-level initiatives.

Account Management & Relationship Building:

• Cultivating and managing high-level relationships with national and regional leadership and purchasing teams, serving as the single point of contact for national builder programs. This includes overseeing rebates, RFPs, and negotiations, while facilitating connections between divisional and local leadership to ensure alignment and drive successful partnerships.

• Ensuring that all programs, agreements, and commitments are executed efficiently and follow through to completion. This includes Proactively assessing customer needs on an ongoing basis, tracking wins and losses in bidding processes and providing feedback for continuous improvement.

• Meets company standards for both completing strategic customer account plans and high customer satisfaction ratings.

Cross-Functional Collaboration:

• Collaborate with RDS (Regional Directors of Sales) and Market/Regional VP/Director of Sales to understand and address market needs and trends through ongoing communication, market visits, presentations, best practices, and personalized coaching to meet account performance objectives and customers’ expectations.

• Engage with relevant field-based Market/Division National Account teams to drive alignment and enhance communication across departments, ensuring account performance objectives and customer expectations are met. Develop cohesive strategies and deliver consistent customer experiences, aligning executive leadership with field-based teams.

• Coordination with Supply Chain and our strategic suppliers on developing strong programs that develop mutual performance objectives, financial targets, and critical milestones for a one and three-year period.

• Collaborate with the marketing team to develop targeted collateral that aligns with the needs and preferences of the segment.

Reporting & Analysis:

• Track and report both quantitative and qualitative performance for strategic accounts by customer, category, and market, while supporting long-term strategic planning, customer tiering, and budgeting initiatives, to meet assigned targets for profitable sales volume and strategic accounts objectives.

Required For All Jobs

• Perform other duties as assigned.

• Comply with all policies and standards.

• Adheres to Company’s commitment to workplace safety.

Education Qualifications

• Bachelor's Degree or equivalent combination of education and experience required.

Experience Qualifications

• 10+ years related experience in lumber and building materials industry or other related building materials categories applicable to National Builders.

• 5+ years of experience serving in various management roles.

• Prior leadership experience building high-performing, best-in-class teams.

• Prior experience working for a scaling culture, possessing a high degree of autonomy.

• Proven experience of developing accounts with a compelling, long-term strategic vision (3-5 years) in national/enterprise level acquisition sales to include business-to-business sales experience.

Skills and Abilities

• Advanced project/process skillset, including experience in P&L and financial analysis to include strong detailed analytical, planning, and forecasting skills.

• Outstanding presentation and communication skills with the ability to effectively present information and respond to questions from groups of managers, specialists, and customers.

• Proficient with Microsoft Office Suite and other business and recruiting related software systems.

• Ability to collaborate with key stakeholders across functions, navigating complex sales processes, and building strong relationships with executive-level decision-makers.

• Ability to navigate and embrace healthy tension during negotiations of national programs to drive profitability.

• Ability to establish productive, professional relationships with key personnel in assigned customer accounts.

• Strong change management skills to ensure clarity, alignment, and buy-in while implementing change in a fast-paced environment, managing multiple tasks, and driving accountability.

• Ability to anticipate customer needs and proactively develop plans to meet those needs with a strong focus on responsiveness and delivering timely solutions.

• Understanding of environment and industry-related issues affecting the market.

• Ability to work remotely.

Travel Requirements

• Ability to travel up to 75% of the time, including overnight travel.

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US LBM Holdings, LLC, is an equal-opportunity employer. We do not discriminate on the basis of race, color, religion, creed, national origin or ancestry, sex, age, physical or mental disability, veteran or military status, genetic information, sexual orientation, gender identity, marital status, military status, order of protection status, or any other legally recognized protected basis under federal, state, or local law.