Director of Commercial Division
Location: Covington, Kentucky | Regional Travel Required
Good Human Talent is partnering with an established and growing building materials organization to identify a Director of Commercial Division to lead the strategy, profitability, and growth of its commercial business.
This is a high-impact leadership opportunity for an experienced commercial building materials professional who understands how to build and scale a profitable commercial operation. The Director will develop the people, processes, pricing discipline, service standards, and customer relationships necessary to drive sustainable growth while partnering closely across sales, operations, purchasing, inventory, credit, logistics, and branch leadership.
The position will be based out of the organization’s Covington, Kentucky location and will require regular travel throughout its regional market area, extending north to Columbus, Ohio, and south through Louisville and Lexington, Kentucky. The organization currently operates a 10-location footprint across Ohio and Kentucky, giving this leader the opportunity to influence commercial strategy and execution across a meaningful multi-market operation.
The ideal candidate is a hands-on builder and strategic leader who combines strong commercial instincts with operational discipline. This individual will lead the commercial sales strategy and infrastructure without serving as the primary salesperson, creating a scalable platform that enables the broader team to win and retain profitable business.
Key Outcomes
- Profitable Growth: Increase commercial revenue and gross margin dollars while improving product and customer mix and maintaining disciplined pricing.
- Reliable Execution: Strengthen jobsite service, improve on-time and complete deliveries, and reduce credits, returns, and service failures.
- Sales Productivity: Improve pipeline health, win rates, forecasting, account penetration, and seller effectiveness.
- Scalable Infrastructure: Build the right team structure, processes, coaching cadence, KPIs, and commercial playbook to support continued growth.
Key Responsibilities
Commercial Strategy & Growth
- Develop and execute a comprehensive commercial growth strategy across key customer segments, including general contractors, roofing contractors, national and regional accounts, public bids, and service and repair opportunities.
- Build and continuously improve a commercial sales playbook defining target customers, value propositions, bid strategy, pricing discipline, and account planning expectations.
- Identify opportunities to expand market share, increase account penetration, and improve customer and product mix.
- Partner with marketing and vendor partners on lead generation, contractor events, strategic programs, and specification-influence initiatives.
P&L Leadership
- Own and influence commercial revenue, gross margin, expenses, and working capital performance.
- Establish strong pricing governance, including deal reviews, bid thresholds, margin expectations, and a disciplined exception process.
- Use financial and operational data to identify opportunities to improve profitability and commercial performance.
- Drive improved inventory turns while reducing dead, obsolete, and underperforming inventory within commercial product categories.
Sales Leadership
- Lead the overall commercial sales motion through consistent pipeline reviews, forecasting, account planning, and effective territory design.
- Coach and develop sales professionals in negotiation, product mix, account strategy, and contractor economics.
- Establish clear expectations for prospecting, account development, retention, and growth.
- Coordinate closely with inside sales and estimating teams to ensure fast, accurate takeoffs and quotes with consistent customer follow-up.
- Build greater visibility and accountability around sales activity, opportunities, win rates, and forecast accuracy.
Operational Excellence
- Align purchasing, warehousing, inventory, and delivery operations with the unique demands of commercial jobs and customers.
- Develop processes that support staging, will-call, scheduled jobsite deliveries, and complex project requirements.
- Improve order accuracy, reduce lead times, and minimize delivery failures, credits, returns, and jobsite chargebacks.
- Partner with credit teams on customer terms, lien compliance, collections cadence, and appropriate risk controls.
- Create a consistently strong service experience that differentiates the organization within the commercial market.
People & Talent
- Build, lead, and develop a high-performing commercial organization that may include account executives, inside sales professionals, estimators, and project coordinators.
- Establish clear roles, responsibilities, performance expectations, and accountability.
- Implement a consistent coaching and performance-management cadence.
- Develop career paths and succession plans to support long-term organizational growth.
- Strengthen product, systems, sales, and commercial-process training across the team.
Vendor & Category Partnerships
- Develop and manage strategic relationships with key commercial product manufacturers and vendor partners.
- Coordinate vendor programs, rebates, stocking commitments, and joint business plans.
- Identify opportunities to improve product assortment, purchasing leverage, profitability, and market competitiveness.
- Partner with vendors to support customer acquisition, training, specification opportunities, and strategic growth initiatives.
Key Performance Indicators
Performance will be measured across a balanced commercial scorecard, including commercial revenue growth; gross margin percentage and dollars; quote-to-win rate; pipeline coverage and health; forecast accuracy; on-time and in-full delivery performance; credits and returns; inventory turns; accounts receivable and delinquency performance in partnership with credit; and top-account retention and penetration.
Required Experience & Qualifications
- 7–15+ years of progressive experience within commercial roofing distribution, roofing manufacturing, commercial construction supply, or a closely related building materials environment.
- Demonstrated experience with P&L ownership and/or leadership across multiple business functions, ideally including sales, operations, and pricing.
- Strong understanding of commercial roofing or building materials distribution, including contractor relationships, project-based selling, bidding, and jobsite service requirements.
- Proven experience developing and executing growth strategies that produce measurable revenue and profitability improvements.
- Strong pricing discipline with experience managing complex jobs, bids, margins, and commercial account economics.
- Experience leading and developing sales teams while creating scalable processes and accountability.
- Ability and willingness to travel regularly throughout Ohio and Kentucky, including the Columbus, Louisville, and Lexington markets.
- Strong analytical and financial acumen with the ability to use data to drive business decisions.
- Excellent communication, negotiation, coaching, and relationship-building skills.
Leadership Profile
The successful candidate will be a hands-on builder who enjoys creating structure and improving how a business operates. They will be commercially minded, understand how sales, pricing, service, and operations work together to drive profitability, and be comfortable establishing accountability while building trust across teams.
This leader should be strategic enough to define a long-term vision while remaining practical and engaged enough to drive execution across multiple locations and markets.
Why Consider This Opportunity?
This is an opportunity to take meaningful ownership of a commercial business and help shape its next phase of growth across a 10-location regional footprint in Ohio and Kentucky. Rather than simply inheriting an established sales function, this leader will have the opportunity to strengthen and scale the entire commercial engine—from strategy and talent to pricing, processes, vendor partnerships, and customer experience.
The organization offers competitive compensation and a comprehensive benefits package, including paid time off, paid holidays, medical and prescription coverage, dental and vision insurance, flexible spending accounts, life and disability coverage options, a 401(k) with company match, and professional development opportunities.
Good Human Talent is conducting this confidential search on behalf of our client. Additional company information will be shared with qualified candidates as they progress through the recruitment process.
Pay: From $190,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Flexible schedule
- Flexible spending account
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Vision insurance
Experience:
- Building Products: 7 years (Required)
- Commercial Roofing: 7 years (Preferred)
Work Location: In person
