Location: Kitchener, Ontario, with travel throughout Ontario Reports to: Chief Executive Officer and President
The Opportunity
The Vice President, Builder Sales will own one of the company’s most important business channels, serving leading home builders, condominium and apartment developers, contractors and commercial customers across Ontario.
Responsible for the strategic leadership, growth, profitability, long term customer retention and organizational and operational performance of the businesses Builder & Developer business. Your goal is to protect and deepen long-standing customer relationships, grow profitable market share, expand the business throughout Ontario, and build a high-performing commercial organization capable of sustaining the company’s next stage of growth.
Success requires more than generating revenue. Builder and development projects can span several years and involve complex pricing, purchasing, inventory, delivery, and project coordination. The successful leader will combine strong commercial sales skills with exceptional relationship skills, disciplined execution, and the ability to earn trust over the long term.
This is an opportunity to take charge of an established, respected business and shape its next chapter.
The Mandate
The Vice President will have significant autonomy and accountability for the strategy, financial performance, customer relationships and leadership of the Builder business.
Key priorities include:
Lead Profitable Growth-
Own and implement strategies to drive revenue, margin, profitability, and growth for the Builder channel; producing and analyzing key performance metrics.
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Develop and execute a commercial strategy aligned with the company’s broader growth objectives.
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Expand market share throughout Ontario.
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Identify new builder, developer and commercial opportunities while increasing share of wallet within existing accounts.
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Establish sound pricing, contract and volume-based commercial models.
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Increase forecast accuracy and mitigate pipeline and contract risk.
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Maintain visibility into the sales pipeline, future projects, market conditions and competitive risks.
Build and Protect Strategic Customer Relationships-
Serve as the senior relationship lead for key builders, developers and commercial partners.
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Develop new relationships and strengthen and retain relationships with existing accounts.
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Understand customers’ future development pipelines and position the company early for upcoming projects, creating continuity of revenue and a strong future pipeline.
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Lead complex negotiations and close significant commercial agreements.
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Represent the company within the builder, development and construction communities.
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Ensure customers experience the company as a responsive, reliable and value-added partner from initial opportunity through final delivery.
Success in this role depends on becoming a trusted advisor, not simply another supplier.
Build a Stronger Commercial Sales Organization-
Lead and develop a team spanning commercial sales, project management, purchasing and administrative support.
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Establish clear expectations, account ownership, performance measures and accountability.
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Coach and develop sales talent while building greater depth across the organization.
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Create a disciplined, customer-focused sales culture that is not dependent on the production or relationships of any one individual.
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Assess future talent and organizational needs as the business expands building systems, processes and talent pipelines, including succession planning.
Drive Commercial and Operational Execution
- Partner closely with operations, purchasing, warehousing, logistics, finance and store leadership.
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Ensure sales commitments can be delivered profitably and reliably.
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Anticipate inventory, supplier, pricing and project risks before they affect customers.
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Support the successful execution of complex, multi-phase and multi-site projects.
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Resolve customer and operational issues with urgency, sound judgment and a long-term perspective.
What Success Looks Like
During the first six months, the successful candidate will:
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Stabilize and retain key customers relationships and strengthen customer continuity processes.
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Assess organizational capability and create a strategy to improve the organizations performance, measured against key performance indicators.
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Develop a detailed understanding of the active and future project pipeline.
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Assess the builder team, operating model and account structure.
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Identify immediate risks and opportunities related to customers, talent, margin and execution.
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Present a clear growth and organizational plan for the business.
Over the longer term, success will be demonstrated through:
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Profitable revenue and market-share growth and geographic expansion.
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Strong customer retention and a deeper pipeline of future projects.
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Improved commercial discipline, forecasting and margin management and improvement.
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A stronger, more scalable and consistently performing sales organization.
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Continued recognition as a trusted partner to the builder and development community.
The Leader We Are Looking For
The successful candidate will be a commercially driven, relationship-oriented executive who is equally comfortable developing strategy, coaching a team, negotiating a major agreement and stepping in to solve a complex customer issue.
You will bring:
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At least 10 years of progressive B2B or commercial sales experience, including significant senior leadership experience.
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Experience selling to or partnering with home builders, condominium developers, contractors or related commercial customers.
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A strong network and credibility within the builder, development, construction, building-products or trade-distribution sectors.
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Demonstrated success leading complex, long-cycle sales and major strategic accounts.
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Strong financial acumen, including pricing, margin management, forecasting and contract profitability.
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Experience building and leading high-performing sales teams.
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The ability to balance relationship stewardship, growth and operational execution.
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Strong negotiation, communication and executive-level presentation skills.
Appliance experience is an asset, but it is not essential. More important is an understanding of the builder and development environment and a track record of earning trust within it.
Leadership Style
You are likely to thrive in this role if you are:
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Highly self-motivated, proactive and comfortable operating with autonomy.
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Commercially ambitious without compromising customer relationships or company interests.
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A strong closer and hands-on leader who knows when to personally engage.
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Calm, responsive and solutions-oriented under pressure.
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Skilled at understanding different perspectives and navigating complex relationships.
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Humble, collaborative and committed to developing others.
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Known for sound judgment, reliability and integrity.
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Networker and community builder.
In a relationship-driven business, your reputation becomes the company’s reputation.
Why Join?
This is a rare opportunity to lead an established commercial business with a trusted brand, strong customer relationships and significant growth potential.
You will have the autonomy to shape strategy, strengthen the organization, expand into new markets and build the next phase of a highly respected Builder business.
Base compensation: $185K - $215K per annum. with a generous variable compensation program aligned to business outcomes and a comprehensive total rewards package.
This role is to fill a current vacancy.AI is not used in the recruitment process. We thank all applicants for their interest and wish to advise that only those candidates selected for an interview will be contacted. Appropriate accommodations will be provided upon request throughout the recruitment and employment process as required under the Accessibility for Ontarians with Disabilities Act (AODA). #ind1
