Sales Director - Pro Accounts

Job Description

POSITION LOCATION: This is a remote, field-based position supporting a multi-state Northeast and upper Midwest territory including Maine, New Hampshire, Vermont, Massachusetts, Rhode Island, Connecticut, New York, New Jersey, Pennsylvania, Delaware, Maryland, Ohio, Michigan, Indiana, Illinois, and Wisconsin. Candidates should reside within the assigned territory, preferably near a major metropolitan airport, and be comfortable traveling up to 50% for customer meetings, distributor visits, trade events, and company meetings.

For candidates based near Deerfield, IL, this position is eligible for a hybrid schedule. The campus will offer vibrant workspaces for collaboration, along with amenities for dining, onsite daycare, fitness, and recreation.

 JOB DESCRIPTION:

As the Sales Director, Pro Accounts – Northeast Region, you will lead sales growth for Yale and Master Lock's Professional and Connected Products portfolio across one of the company's largest and most established U.S. territories. Supporting key markets including multifamily housing, professional security, single-family builders, and commercial and institutional buildings, you will develop and execute regional sales strategies that drive revenue growth, expand market share, and accelerate adoption of connected access solutions. Growth in this territory comes from both new construction and the retrofit and upgrade of a large base of existing multifamily and commercial buildings.

In this role, you will build executive-level relationships across the professional ecosystem from distributors and wholesalers to security integrators, developers, builders, property managers, and owners while optimizing our two-step distribution model to deliver exceptional customer experiences and sustainable business growth. You will also lead the independent sales agency supporting the territory and partner closely with Product Management, Channel Marketing, Sales Operations, Finance, Supply Chain, Strategic Alliances, and Field Support Engineering to execute commercial strategies that position Yale and Master Lock as the preferred solutions across professional channels.

What you will be doing:

• Build and execute the annual PRO Sales strategy for the Northeast territory, including quota planning, account prioritization, pipeline development, and forecast accuracy.
• Deliver territory revenue and market share growth by expanding existing distributor, dealer, and integrator relationships while developing new opportunities across priority markets and customer segments, including retrofit and product upgrade programs in existing buildings.
• Lead and develop the independent sales agency supporting the territory by driving account coverage, performance metrics, pipeline management, distributor engagement, and post-installation support.
• Accelerate adoption of Yale Pro and Connected Products by positioning our solutions as the preferred choice across professional security and construction channels.
• Optimize the two-step distribution model by strengthening relationships across distributors, wholesalers, security dealers, integrators, and end users to maximize market coverage and customer adoption.
• Develop executive-level relationships with multifamily owners, REITs, builders, developers, and property managers to drive long-term partnerships and standardized product programs.
• Partner with PropTech providers and connected ecosystem partners to support product integration and customer adoption initiatives.
• Execute pricing strategies, distributor incentive programs, and sales initiatives that balance profitable growth with market competitiveness.
• Collaborate with Product Management, Channel Marketing, Sales Operations, Finance, Supply Chain, Strategic Alliances, and Field Support Engineering to support product launches, forecasting, and customer success.
• Improve forecasting accuracy, pipeline visibility, and sales execution while ensuring consistent implementation of pricing, promotions, and national sales programs across the territory.
• Provide regular business updates and market insights to leadership, identifying emerging opportunities, competitive activity, and business risks.

Qualifications

• Bachelor's degree in Business, Marketing, Engineering, or a related field, or a high school diploma/GED with commensurate professional experience.
• 10+ years of sales, business development, or commercial leadership experience, preferably within security, building products, construction, or related industries.
• Demonstrated success driving growth through distributor, dealer, manufacturer representative, or channel partner networks.
• Experience selling into multifamily, Build-to-Rent (BTR), single-family builder, professional security, or related commercial markets.
• Proven ability to build executive-level relationships with developers, builders, property managers, owners, distributors, and channel partners.
• Experience leading, coaching, or influencing sales teams, independent agencies, or representative organizations.
• Strong consultative selling, negotiation, presentation, communication, and analytical skills.
• Ability to travel up to 50% and reside near a major airport to support travel requirements.

PREFERRED QUALIFICATIONS:

• Experience with smart home technologies, connected products, access control, PropTech, or building technology solutions.
• Experience supporting technical product demonstrations, solution selling, and strategic account development.
• Experience working within complex distribution environments and driving adoption of technology-enabled products.

Additional Information

Fortune Brands believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is Hiring Pay Range: $105,000 USD - $165,000 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based sales incentive plan.

At Fortune Brands, we support the overall health and wellness of our associates by offering comprehensive, competitive benefits that prioritize all aspects of wellbeing and provide flexibility for our teammates’ unique needs. This includes robust health plans, a market-leading 401(k) program with a company contribution, product discounts, flexible time off benefits, adoption benefits, and more. We offer numerous ERGs (Employee Resource Groups) to foster a sense of belonging for all associates.

Fortune Brands is built on industry-leading brands and innovation within the high-growth categories of water, outdoors and security. The Company makes innovative products for residential and commercial environments, with a growing focus on digital solutions and products that add luxury, contribute to safety and enhance sustainability. To learn more, visit our website at fbin.com.

Equal Employment Opportunity

Fortune Brands is an equal opportunity employer. Fortune Brands evaluates qualified applicants without regard to race, color, religion, sex, gender identity or expression, national origin, ancestry, age, disability/handicap status, marital status, protected veteran status, sexual orientation, genetic history or information, or any other legally protected characteristic.

Reasonable Accommodations

Fortune Brands is committed to working with and providing reasonable accommodations to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please contact us at [email protected] and let us know the nature of your request along with your contact information.

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