Sales Manager — Gillman Home Centers
Bridgeway Partners has been retained by Gillman Home Centers to identify the company’s next Sales Manager.
THE COMPANY
Gillman Home Centers began in 1962 as Gillman Brothers Lumber in Brookville, Indiana, founded by Carl and Leo “Dick” Gillman. More than sixty years later it remains family-led — and it has grown into one of the region’s substantial independent building materials and home improvement operations, serving builders, contractors and homeowners from 18 locations across Indiana and southwestern Ohio with more than 400 team members.
That growth has been deliberate. The company operated nine locations and roughly 200 employees in 2018. It has since added markets through the Aurora Lumber and Goecker Building Supplies acquisitions, opened a full-size lumberyard in Gas City, and reached 18 locations with the North Vernon grand opening in 2025.
THE RARE MIDDLE GROUND
Most sales leaders in this industry are asked to choose between a one- or two-location dealer and a national big box. Gillman is neither.
On the scale side: 18 locations of buying leverage, reinforced by membership in the Do it Best cooperative, which spans more than 8,000 stores and nearly $6 billion in annual sales. Gillman regularly checks its pricing against the big boxes and reports being lower or able to match in many cases. Customers buy No. 1 grade lumber and the leading national kitchen and bath brands.
On the independent side: decisions get made by people you can reach. Leaders here are locally accountable, sticking points get raised and resolved quickly, and a sales leader can see a direct before-and-after result from their own work rather than waiting out a long corporate approval cycle.
The sales team reflects it. Many carry hands-on construction experience and can advise a contractor on the work itself — not simply enter an order into software. The customer range runs from a single window package to production and custom builders, million-dollar homes and six-figure kitchens.
THE ROLE
The Sales Manager owns sales performance across all 18 locations and leads two distinct commercial disciplines: field-based Outside Sales, calling on builders and contractors, and consultative Kitchen & Bath Design, working showrooms and remodeling projects. The position reports directly to senior leadership and partners with that leader closely and often.
- Own the companywide sales result — revenue, gross margin, account growth and customer retention
- Lead, coach and develop outside sales professionals and design consultants across the store network
- Set goals and an operating cadence, then inspect execution in the field rather than from a desk
- Build direct relationships with builders, contractors and key accounts
- Partner with vendors on pricing, programs and product positioning
- Establish sales process, forecasting discipline and leadership bench strength across locations
HOW THE ROLE ACTUALLY WORKS
This is a field role. Expect daily driving to store locations, customer sites and job sites, Monday through Friday. A leader who prefers to run a team from an office will not succeed in this seat.
WHAT WE ARE LOOKING FOR
- Five or more years leading a sales team — not solely individual production
- Three or more years in building materials, lumber or residential construction
- Practical fluency with contractors, products and how this customer base buys
- Experience leading people across more than one location or territory
- Working command of pricing, margin and vendor negotiation
- A communicator and competitor who fits a people-first culture and stays self-motivated in the field
COMPENSATION
Competitive base salary plus bonus, with full benefits. We review the range and the incentive structure on the first conversation.
HOW TO BE CONSIDERED
Reach out to us directly and we will walk you through the scope, the team, the compensation structure and what the first year looks like. Candidates we advance are introduced to Gillman leadership with context and advocacy behind them.
Work Location: In person
