Director, Segment Strategy (Custom Builders)

Director Segment Strategy

We are Builders FirstSource, America's largest supplier of building materials, value-added components and building services to the professional market. You'll feel proud of the work you do here every day to transform the future of home building and help make the dream of home ownership more achievable. At BFS, we believe building a successful career is not solely defined by a degree. Your experience, skills, and passion are just as important, if not more so. As such, we are committed to creating a diverse and inclusive workplace that welcomes candidates from all backgrounds and experience levels.

The Director Segment Strategy will lead the sales strategy for the custom builder segment, serving as single point of accountability for the custom segment strategy. This role will partner closely with custom builders, the Field Sales team, BFS Commercial and Digital teams, like Paradigm, to continuously refine the custom builder account strategy with an initial critical focus (first 12-18 months) to drive adoption and commercialization of BFS' Digital Tools.

The role will expand over time to encompass several key growth initiatives around strategy and material sales in the custom builder segment.

Essential Duties and Responsibilities

• Understand custom builder needs and the value proposition of BFS' offerings, starting with an immediate focus on BFS Digital offerings.
• Build and maintain relationships with key custom builder accounts to develop a comprehensive understanding of needs and solicit feedback.
• Serve as the subject matter expert on custom builder needs and challenges within BFS, ensuring their perspectives help inform strategy and innovation across BFS' core offerings (building products) and digital offerings.
• Research and understand how custom builders drive value for their business today by using new offerings and technologies
• Conduct market research and competitive analysis to identify trends, partnership opportunities, and threats within the custom segment.

• Influence, develop and own end-to-end sales strategy recommendations for custom builders (including messaging, collateral, sales plays, and pricing).
• Develop overall sales strategy and specific sales plays for core BFS product offerings to maximize sales
• Identify strategy for using digital tools to accelerate value creation and solve more builder's needs
• Collaborate throughout BFS to enable execution of custom builder sales strategy.
• Collaborate with Commercial team to develop sales plays and integrate into sales management process and value delivery model
• Collaborate with Field leadership to execute strategy across regions, ensuring reps are equipped to serve builders
• Work with Operations, Supply Chain, and other critical functions as needed
• Gather feedback and data from the field and incorporate into growth strategy
• Support the Digital Conversion and Commercialization leads to increase Digital adoption
• Provide feedback which will assist in prioritizing BFS' Digital product roadmap based on custom builder needs

• Monitor Field performance against sales strategy, supporting Field leadership in being accountability to specific KPIs
• Partner with Sales Operations to execute and maintain tracking
• Analyze reporting on P builder sales, pipeline, satisfaction, and digital growth
• Continuously refine builder value proposition and strategy based on builder feedback and KPIs

Supervisory Responsibilities

This position does not involve direct supervision of employees. However, the role has heavy indirect supervisory responsibilities such as sales performance monitoring, assessing training and development needs of sales reps, resource coordination, cross-functional collaboration, and strategy implementation across various regions for their assigned segment.

Minimum Requirements

• Bachelor's degree in Business, Sales, or related field preferred.
• 12+ years of related experience, specifically deep experience selling to / interfacing with builders.
• 7+ years of Sales Management, Product Management, and / or Product Marketing Management experience in a Leadership position building, scaling, leading, and driving results through high-performing sales teams.
• Strong grasp of economics underpinning the home building process and supply of building materials
• Demonstrated passion for digital technologies with experience shaping Digital product strategy by translating builder needs into development priorities.
• Proven management experience with strong leadership and talent management skills.
• Or equivalent combination of education and experience.

Competencies

• Agency for change, with excellent verbal and written communication.
• Excellent interpersonal, influencing and negotiation skills.
• Strong work ethic and commitment to excellence.
• Results-orientation with strong analytical skills.
• Sound judgement and decision-making skills.
• Drive for continuous improvement.
• Experience coaching and developing teams, producing leaders and contributors.
• Ability to influence and incorporate feedback at high levels.
• Strong understanding of operations, including service levels, logistics and product manufacturing processes
• Strong ability to move between tactical and strategic aspects of business. Confidence and success in problem resolution; resourceful with ability to adjust to change.
• Project management skills; ability to actively participate in and lead cross functional project team (internal), and to manage across supplier teams (external) for projects requiring multiple outside suppliers.
• Strong financial/business literacy and analytical skills.
• Strong analytical skills to interpret data and analyze trends
• Understands sales and engagement
• Skill in establishing and maintaining effective working relationships.
• Proficiency in Microsoft Suite

BFS Competencies

• Business and Financial Acumen
• Demonstrates depth of understanding for the P&L and financial analysis
• Teaches business and financial acumen to others.
• Understands KPIs and how BFS makes money.
• Knows the different business segments and how they relate to one another.
• Understands customer sales and engagement.
• Demonstrates functional and/or technical expertise.
• Understands complex issues and demonstrates problem solving skills.
• Understands how to maximize business results regardless of industry cycle.
• Results Driven
• Holds self and others accountable.
• Communicates and sets clear goals with plans to deliver.
• Manages competing priorities effectively.
• Demonstrates appropriate urgency.
• Drives to exceed expectations in alignment with our BFS SPICE values.
• Embraces and follows best practices.
• Demonstrates self-starter, can-do attitude.
• Strategic Thinking and Decision Making
• Leverages resources and teams around them to solve problems and create mutually beneficial outcomes.
• Demonstrates willingness and courage to make tough decisions in a timely manner.
• Balances short-and-long term priorities
• Demonstrates proactive versus reactive thinking.
• Asks questions to identify root cause and analyze situations more accurately.
• Servant Leadership
• Demonstrates humility by putting others first.
• Builds trust-based relationships.
• Leads by example with kindness and respect.
• Collaborates well across all areas of the business.
• Advocates for others
• Actively listens to understand the meaning and intent of what the other person is communicating.
• Demonstrates authenticity and encourages others to do the same.
• Emotional Intelligence
• Demonstrates situational awareness knows when and how to adjust leadership style in different situations.
• Demonstrates self-awareness understands strengths and weaknesses.
• Demonstrates empathy puts themselves in other's shoes.
• Assumes positive intent.
• Develops and Leads Others
• Drives alignment through clear communication of vision, goals, and expectations.
• Invests time on a regular basis in performance feedback and developmental conversations.
• Fosters a respectful and inclusive environment.
• Empowers, motivates, and inspires others.
• Coaches and mentor others for their development.
• Guides and persuades others to deliver positive outcomes.
• Growth Mindset
• Demonstrates a growth mindset; takes