Director, Segment Strategy (Custom Builders) (Irving)

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
• Set and be accountable for key metrics to measure value driven by custom builder sales strategy.
• 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

Competencies

BFS Competencies