Builder Channel Regional Sales Director

Position Summary

This role is not eligible for immigration sponsorship


Samsung Electronics America, Inc. (SEA), the U.S. Sales and Marketing subsidiary, is a leader in mobile technologies, consumer electronics, home appliances, enterprise solutions and networks systems. For more than four decades, Samsung has driven innovation, economic growth and workforce opportunity across the United States—investing over $100 billion and employing more than 20,000 people nationwide. By integrating our large portfolio of products, services and AI technology, we’re creating smarter, sustainable and more connected experiences that empower people to live better. SEA is a wholly owned subsidiary of Samsung Electronics Co., Ltd.
To learn more, visit Samsung.com. For the latest news, visit news.samsung.com/us.

Role and Responsibilities

The Builder Channel Regional Sales Director oversees and provides leadership for a multi-state regional market area, creating the sales plan for Samsung and Dacor brands executed through Builder Distribution. The role manages a team of 6 remote Sales Managers and develops the strategy for all builder trade customers across single-family (SF) and multi-family (MF) relationships, This director owns full P&L accountability for combined revenue across an 8-state territory — Florida, Georgia, North Carolina, South Carolina, Alabama, Tennessee, Mississippi, and Arkansas — and serves as the senior Samsung and Dacor brand representative to distributor principals, national and regional builders, multi-family developers, and architectural/design firms throughout the Southeast. The role requires a demonstrated strategic thinker who can translate organizational objectives into practical regional action plans while fostering a collaborative and inclusive team environment.

Position Objective

Revenue & Business Performance

• Accountable for achieving all sales revenue goals for both Samsung and Dacor builder sales for the Southeast region.
• Drive quote generation, pipeline development, and win-rate improvement across all segments: single-family (SF), multi-family (MF), MRO, hospitality, and remodeling.
• Develop and execute the regional business plan, including annual and quarterly sales forecasts, account prioritization, and segment-level go-to-market strategies.
• Keep abreast of competition, competitive issues, products, and market trends across the Builder channel; leverage strong national and regional market awareness to develop new strategies and refine competitive positioning to maximize Samsung and Dacor's competitive advantage.
• Manage competitive displacement strategies to grow Samsung and Dacor share against key competitors in the Southeast new construction and remodeling markets.
• Set measurable, specific, and compatible goals aligned with organizational objectives and values; prepare written presentations and reports for business reviews, sales presentations, trade shows, and internal executive reviews as needed.
• Attend and participate in sales meetings, product seminars, national trade shows, and industry conferences to maintain market awareness and represent the Samsung and Dacor brands.

Team Leadership & Talent Development

• Lead, coach, and develop a team of 6 remote Sales Managers across an 8-state territory, establishing clear KPIs, performance expectations, and individual development plans.
• Drive a high-performance, accountability-driven team culture with emphasis on skill development, field coaching, and career progression; demonstrated ability to coach and elevate others analytically and strategically.
• Own full-cycle talent management: recruiting, onboarding, performance reviews, succession planning, and performance improvement processes where required.
• Develop and execute sales training materials and programs to build team capability across product knowledge, competitive positioning, negotiation, and customer engagement.
• Foster a collaborative, inclusive team environment that shares best practices, elevates individual contributors, and builds organizational bench strength.
• Responsible for personal development of direct reports and all recruiting for new or open positions within the region.

Distribution Strategy & Relationship Management

• Create and manage the regional distribution strategy across distributor accounts — including independent Builder Distributors  and Retail BDs,— ensuring all programs are implemented consistently.
• Own senior-level relationship management with distributor principals and ownership groups, serving as the executive point of contact for strategic accounts in the Southeast.
• Negotiate and manage annual distribution agreements, programming, and co-op marketing initiatives that drive sell-through and brand activation for both Samsung and Dacor.
• Ensure Samsung and Dacor branded showrooms are properly resourced, trained, and executing display standards across the region.
• Manage assigned MDF and Display budget to develop showroom and project business; analyze ROI of MDF investments to maximize market share impact.

Builder & Developer Strategy

• Create the SF/MF builder strategy for the region, directing negotiations of contracts and programming; develop in-region SF national relationships based in the region.
• Cultivate and maintain relationships with national and regional production builders at VP/Director-level purchasing and construction contacts, with particular focus on large key account planning and development.
• Build influence with architectural and design firms — including NAHB, NKBA, and ASID-affiliated professionals — to ensure Samsung and Dacor are specified at the design stage of key projects.
• Develop and execute multi-family developer relationships for large-scale MF appliance specifications; own executive-level relationships with major regional MF developers.
• Be the voice of the customer — communicate direct builder and developer needs and requirements to internal teams to guide product development, process improvements, and go-to-market planning.
• Identify and define new processes and systems needed to address the unique requirements of the SF and MF builder channel segments.

Cross-Functional Collaboration

• Work cross-functionally with SCM, BOC, Credit, and Product Management to achieve regional sales plans and objectives; support the Sr. Director with market intelligence, product input, and S&OP development.
• Work directly with Product Marketing and Supply Chain Management teams for immediate and future product needs, forecasting, and product development opportunities.
• Support the One Samsung initiative by creating synergies within the entire Builder channel — both direct and indirect — coordinating with peer directors and the Sr. Director to ensure channel alignment and minimize conflict.
• Provide market intelligence, competitive insights, and voice-of-customer input to the Sr. Director and Product Marketing teams to inform product roadmap and planning.
• Plan and coordinate with key internal groups including HA Business Management, HA Finance, HA Business Planning, Consumer Business Division Marketing and Communications, Shared Services, and the Customer Development Organization.
• Collaborate with other Regional Directors on special projects as directed by the Sr. Director or VP of Builder Sales.
• Partner with HR on talent strategies, workforce planning, compensation planning, and organizational changes within the region.
• Partner with Demand Generation and Sales Operations on promotional planning, trade event presence, and regional market activations.

Skills and Qualifications

Minimum Qualifications:

Minimum 12 years of progressive sales leadership experience (with a Bachelor's degree) in the builder channel, home appliances, or a directly related building products industry — ideally including single-family and multi-family new construction. Minimum 5 years of direct people management experience leading remote, multi-state sales organizations. Demonstrated track record within a distribution or builder trade channel environment. Deep expertise in the distributor ecosystems, builder trade channels, and large key account management planning that serve the SF and MF construction markets. Experience with new process definition, documentation, and business case justification for operational or system development needs within a large, matrixed corporation.

Minimum Bachelor's Degree required. Master's Degree / MBA preferred (with 10 years' experience). PhD accepted with 7 years' experience. History of ongoing professional skill development and learning.

Preferred Qualifications:
 

• Experience selling or managing sales for a major home appliance brand (Samsung, LG, GE Appliances, Whirlpool, BSH, Electrolux, or equivalent) in a builder or trade channel capacity.
• Prior experience managing a luxury or ultra-premium product line alongside a mass-market brand, with the ability to navigate dual-brand positioning, pricing, and customer relationships simultaneously.
• Existing relationships with key Southeast regional builders, developers, and/or distributor networks.
• Builder trade customer turnaround and business recovery experience — demonstrated ability to re-engage and rebuild strategic accounts.
• Familiarity with the design and specification influence channel — architects, interior designers, and design-build firms; experience collaborating with national industry associations such as NAHB, NKBA, and ASID.
• Merchandising and/or marketing leadership experience that complements field sales strategy.
• Experience developing and executing sales training materials and programs for a field sales organization.
• Experience presenting to and influencing C-suite and VP-level executives at builder and distributor firms.
• Proficiency in Salesforce.com, Excel, PowerPoint, and Word; experience with pipeline reporting and sales analytics platforms.

Skills & Leadership Competencies

Skills - Strong leadership and team-building with emphasis on inspiring a high-performance culture in a remote sales environment. Demonstrated analytical skills with the ability to lead and coach others to use data in decision-making. Strong sense of urgency and speed to action. Strong interpersonal, negotiation, and communication skills. Able to assess risks and manage accordingly. Ability to lead complex projects and work effectively in a matrix environment — navigating organizational and trade customer ambiguity with clarity and accountability. Ability to prepare professional written presentations and reports designed for external customers as well as executive reviews. Diplomatic and social skills to interact and navigate with trade customer senior and executive leadership. Demonstrated strategic thinker who can turn strategic objectives into practical field actions. Creating leadership presence — positive and confident influence — with internal functions at all levels of management and with trade customer leadership. Problem-solving orientation: defining the problem to be solved, driving actions and accountabilities through complexity. Ability to adapt within a large corporation that is evolving new functions and channels. P&L management. Proficiency in Salesforce.com, Excel, PowerPoint, and Word. Ability to travel 50%+.

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