Director of Commercial Business Development

Director, Commercial Business Development

Commercial Sales | Flooring & Building-Products Distribution

Base salary: $150,000 $180,000, commensurate with experience. Incentives: Participation in the company's year-end profit-share pool tied to company performance. A performance-aligned, deal-based commission/bonus structure may be defined per candidate. Benefits: Standard benefits package; details provided during the interview process.

Location: Hybrid / East Coast based, field/territory role

Territories: Northeast / Metro New York / New Jersey, Florida, Georgia, and Dallas, TX

Travel: Frequent (50%+) across East Coast commercial markets

Reports To: Executive leadership team (matrixed structure)

Base Salary: $150,000 $180,000, plus participation in company year-end profit-share pool

About Our Client

Our client is a privately held flooring and building-products distributor in an active growth phase. The company operates with a lean, flat, and matrixed structure that gives its people direct access to ownership and fast, low-bureaucracy decision-making. Deep product expertise on the manufacturing side equips the sales team to provide credible technical support to demanding, sophisticated buyers. The culture is built on true team selling: rather than working in silos, the group rallies around large strategic accounts to bring a more professional, consultative approach to high-value customers. Strong company performance is shared through a year-end profit-share pool that rewards the whole team. This is a confidential, retained search managed by Artemis Executive Partners on the client's behalf.

Position Summary

The Director, Commercial Business Development owns and grows the company's commercial pipeline across developers, builders, and designers, and is accountable for closing large, strategic accounts in priority East Coast territories. This is a true closing role: success is measured by revenue delivered, not by activity, networking, or relationships alone. The ideal candidate is a strategic, disciplined closer with established relationships among East Coast builders, designers, and developers, who thrives in a fast-moving, collaborative environment and can independently convert opportunities into signed, high-value business. Within the first 612 months, this hire is expected to build and convert a real commercial pipeline opening doors across the East Coast and closing large accounts that translate into measurable, sustainable revenue.

Key Responsibilities

• Own the commercial pipeline. Develop, manage, and grow a pipeline of developers, builders, and designers, and personally close large, strategic accounts.
• Drive priority territories. Lead commercial growth across the Northeast / Metro NY / NJ, Florida, Georgia, and the Dallas, TX market.
• Maintain a field presence. Travel regularly to meet commercial buyers on the ground, build trust, and manage strategic accounts in person.
• Sell consultatively. Bring a professional, consultative approach to high-value customers and demanding, technically sophisticated buyers.
• Team up on major accounts. Partner with residential and commercial leadership, the product team, and executive leadership to win and expand strategic accounts.
• Close, measurably. Convert relationships into signed revenue and deliver against clear numeric targets.

Technical Qualifications & Skills

The successful candidate will demonstrate the following technical and functional capabilities:

• Commercial sales mastery. Proven command of the full B2B sales cycle prospecting, qualifying, solution development, negotiation, and close for large, complex commercial deals.
• Strategic account management. Ability to plan, win, and grow large strategic accounts, including multi-stakeholder buying groups across developers, builders, and designers.
• Product and technical fluency. Capacity to absorb detailed product knowledge and translate manufacturing-side expertise into credible, technical guidance for demanding buyers.
• Pipeline and forecast discipline. Strong CRM hygiene and accurate pipeline management and revenue forecasting; comfort working in an efficiency- and accuracy-oriented environment.
• Commercial and financial acumen. Ability to structure, price, and negotiate profitable deals and articulate value beyond price.
• Territory planning. Skill in prioritizing and managing a geographically dispersed, travel-intensive territory for maximum coverage and conversion.
• Tools and adaptability. Comfort adopting new sales tools, technology, and processes as the company evolves and modernizes its approach.

Industry Experience & Background

• Distribution track record. Demonstrated commercial sales success in flooring distribution or adjacent building-products / commodity distribution selling into builders, developers, and designers.
• Established East Coast relationships. An existing, relevant network of builders, designers, and developers across East Coast commercial markets.
• Verifiable closing record. A history of independently closing large commercial deals, demonstrable through references.
• Builder-channel exposure. Experience selling into top national and regional builders is strongly preferred.
• Competitive-set fit. Background with similarly sized flooring or building-products distributors competing in the same overlap territories is highly valued.
• Mobility. Willing and able to travel extensively (50%+) across the East Coast.

Behavioral Traits & Cultural Fit

This is a lean, matrixed, low-ego environment where people wear multiple hats and report across a small leadership group rather than a single boss. The following traits define success here:

• Strategic closer. Knows when to talk, when to listen, and how to time the ask; treats relationships as a means to revenue, not as the end goal.
• High emotional intelligence. Reads people, anticipates customer needs, and adapts approach in the moment.
• Disciplined listener. Lets the customer lead the conversation rather than dominating it; converts insight into action.
• Results-accountable. Self-directed and measured by numbers on the board, taking full ownership of outcomes.
• Collaborative and low-ego. Comfortable team selling and rallying around major accounts within a flexible, fast-moving structure.
• Polished and professional. Credible and poised with sophisticated, high-value buyers.
• Positive and resourceful. Turns difficult situations into constructive outcomes and embraces new tools and process change.