Job Summary:The Director, Spray Foam Insulation serves as the sales leader for Carlisle's North American Spray Foam business, directly leading the Sales organization across both the United States and Canada. This role is responsible for developing and executing the overall commercial strategy to drive sustainable growth, profitability, and market leadership.
Beyond managing the sales organization, this leader owns the go-to-market strategy across Distribution and Contractor channels, balancing national priorities with regional market dynamics. The role requires a deep understanding of how commercial decisions impact product strategy, operations, supply chain, logistics, marketing, finance, and customer experience.
Success requires exceptional business acumen, financial discipline, and the ability to influence cross-functional teams in a matrixed organization. This leader is accountable for achieving revenue, product margin, and operating expense objectives while translating the commercial strategy into executable sales plans that deliver measurable business results.
Duties and Responsibilities:Sales Leadership- Lead, coach, develop, and inspire a high-performing sales organization focused on profitable growth.
- Establish clear performance expectations, accountability measures, and development plans for the sales team.
- Build strong relationships with distributors, contractors, builders, national accounts, and strategic partners.
- Drive consistent utilization of CRM and Carlisle Sales Excellence processes to improve opportunity management, forecasting, and execution.
- Develop compensation strategies, sales processes, and performance metrics that reinforce business objectives.
- Provide executive leadership with accurate forecasting, market intelligence, competitive insights, and strategic recommendations.
Commercial Strategy & Financial Performance- Develop and execute the commercial strategy across all routes to market, determining the optimal channel mix by market, customer segment, and geography to maximize long-term profitable growth.
- Evaluate market trends, competitive dynamics, customer needs, and industry changes to identify growth opportunities and strategic risks.
- Accountable for delivering annual Sales, Product Margin, and operating expense targets.
- Partner closely with Finance and other support functions to develop forecasts, annual operating plans, and strategic investment priorities.
- Utilize financial analysis, business analytics, and market intelligence to guide pricing, channel, customer, and investment decisions.
- Monitor business performance and implement corrective actions when results deviate from plan.
Cross-Functional Leadership- Lead through influence across Product Management, Marketing, Operations, Supply Chain, Customer Service, Logistics, Finance, and Manufacturing to execute business priorities.
- Build alignment across a matrixed organization where success depends on collaboration rather than organizational reporting relationships.
- Understand the downstream implications of commercial decisions and proactively align functional strategies to deliver optimal business outcomes.
- Champion cross-functional initiatives that improve customer experience, operational efficiency, profitability, and long-term growth.
Organizational Leadership- Foster a culture of accountability, collaboration, customer focus, and continuous improvement.
- Identify and develop future sales leaders through coaching, mentoring, and succession planning.
- Promote cross-functional collaboration and enterprise thinking throughout the organization.
- Perform other duties as assigned.
Required Knowledge/Skills/Abilities:- Exceptional business acumen with the ability to balance growth, profitability, customer needs, and operational capabilities.
- Strong financial acumen, including experience managing commercial performance through revenue, margin, and operating expense objectives.
- Demonstrated ability to influence cross-functional leaders and drive execution within a matrixed organization without direct reporting authority.
- Deep understanding of commercial strategy, channel management, and go-to-market execution within building materials or related industries.
- Strong analytical capabilities with the ability to leverage financial, market, and customer data to drive strategic decisions.
- Excellent executive communication, negotiation, and relationship-building skills.
Education and Experience: - Required:
- Bachelor's degree, or relevant years of experience, education, and skills.
- 5+ years of experience with sales/business development, preferably in spray foam
- 3+ years of sales management experience (Sales Reps)
- Building Materials distribution channel partnership, development, and sales experience
- Entrepreneurial spirit with high business acumen around sales strategy, analytics, and execution
- Strong track record of delivering process-driven results
- Experience with data-driven analytics, metrics and KPIs to measure and drive results
- Preferred:
Working Conditions:- Position requires frequent travel to customer locations, regional offices, job sites, industry events, and sales meetings.
- Overnight travel may be required based on business needs and territory coverage.
- Work may include time spent in office, remote, and field environments.
- Requires regular interaction with customers, sales teams, contractors, and business partners.
- Must be able to manage priorities independently while supporting a geographically dispersed sales organization.
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