Director of Retail Sales

About R&B DistributorsR&B Distributors is a leading appliance distributor supplying builders, developers, and property management companies across the multi-family housing market. We partner with major appliance manufacturers to deliver reliable products, competitive pricing, and dependable logistics to residential construction projects of all sizes - from single-phase apartment communities to large, multi-phase developments. Our team is committed to being the go-to appliance partner for multi-family builders, backed by deep product knowledge, responsive service, and a track record of on-time delivery.Position SummaryThe Director of Project Work – Multi-Family leads the company's multi-family project work serving multi-family developers and general contractors. This role owns the full project lifecycle - from bid and spec through order management, delivery scheduling, and installation coordination - for appliance packages supplied to apartment, condo, and mixed-use developments. The Director builds and manages the team responsible for these accounts, protects margin across the project pipeline, and is the senior point of contact.This is a high-visibility leadership role reporting to the Chief Revenue Officer with the opportunity to shape how R&B Distributors builds out this channel as a core growth driver. Ideally located in Southern California with the ability to travel within CA, AZ, NV, WA and TX.Key ResponsibilitiesProject Pipeline LeadershipOwn the multi-family project book from quote/bid through final delivery and closeout, ensuring commitments on pricing, lead times, and delivery schedules are metHolds team accountable for filling the pipeline and moving the projects forward through the sales funnelServe as the primary escalation point for project issues - allocation shortages, model substitutions, delivery delays, damaged/defective units, and schedule conflicts with construction timelinesReview and approve project bids, package pricing, and margin on major multi-family opportunitiesTrack project status across the active pipeline and flag at-risk jobs before they impact builder relationshipsTeam ManagementDirectly manage Builder Sales Reps assigned to multi-family accounts and mentor Project Coordinators Build staffing and coverage plans across the project portfolio; identify capacity and talent gaps as volume growsSet performance standards and conduct regular reviews for direct reportsAccount & Developer RelationsServe as senior relationship owner for key multi-family developers, general contractors, and property management companiesNegotiate national/regional builder pricing agreements and package programsRepresent the company in pre-construction meetings, spec reviews, and project kickoff/closeout meetings with builder partnersPartner with manufacturer reps to secure allocation, pricing support, and new-product access for large projectsFinancial OversightOwn revenue and margin performance across the multi-family project portfolioReview project-level pricing, open order reports, and aging/backlog regularly to identify at-risk margin or cash exposurePartner with purchasing on forecasting and inventory commitments tied to the multi-family pipelineProcess & StrategyStandardize quoting, order management, and delivery workflows across the multi-family project groupSupport business development and RFP responses for new multi-family opportunitiesTrack market trends in multi-family construction starts, builder appliance specs, and competitor packages to inform pricing and product strategyQualificationsRequiredBachelor's degree in Business, Supply Chain, Construction Management, or related field (or equivalent experience)8–10+ years of experience in appliance, building products, or construction materials distribution, including experience serving multi-family builders/developers3+ years in a leadership role managing a project sales, account management, or project coordination teamProven track record managing large, multi-unit project orders from bid through deliveryStrong understanding of multi-family construction schedules, unit-turn processes, and builder purchasing cyclesExperience with order management/ERP systems and proficiency with quoting and CRM toolsPreferredExisting relationships with regional multi-family developers and general contractorsExperience negotiating manufacturer/vendor programs and allocation for large-volume projectsFamiliarity with major appliance brands and builder package programsCore CompetenciesRelationship management and negotiationFinancial and margin acumenTeam leadership and talent developmentProblem-solving under tight construction schedulesCross-functional coordination (sales, purchasing, logistics, installation)Ability to manage a high-volume, multi-project pipeline simultaneouslyPhysical Requirements / Work EnvironmentRegular travel to builder offices, job sites, and model units; some overnight travel requiredAbility to walk active construction sites and wear required PPE when on siteCombination of office and field-based workWhat R&B Distributors OffersCompetitive base salary plus performance-based incentivesLeadership role in a strategic growth channel with significant visibilityComprehensive benefits package Opportunity to shape the future structure and strategy of the multifamily channel Our company is committed to maintaining a workplace free from discrimination and harassment. We recruit, hire, train, promote, compensate, and administer all employment practices based on qualifications, merit, and business needs. We do not discriminate against applicants or employees based on any characteristic protected under the California Fair Employment and Housing Act (FEHA), Title VII of the Civil Rights Act, the Americans with Disabilities Act (ADA), or other applicable federal, state, or local laws. Reasonable accommodations are provided to qualified applicants and employees as required by law.