Position SummaryThe Senior Sales Account Manager owns assigned customer relationships and develops new business for Barbosa's cabinet and countertop operations. This role combines consultative selling with the technical and operational knowledge needed to move a project from opportunity through award, setup, models and production. The position serves as a trusted customer contact while coordinating closely with Estimating, Sales Operations, Project Specialists, Field Operations, Manufacturing and Purchasing.
Primary Outcomes- Retain and grow assigned builder and general contractor accounts while developing qualified new opportunities.
- Meet assigned bookings, revenue and account-development goals through disciplined prospecting and follow-up.
- Translate customer requirements into clear, complete and commercially sound cabinet and countertop proposals.
- Provide accurate forecasts, current CRM information and timely communication throughout the customer lifecycle.
- Build customer confidence through technical credibility, responsiveness and reliable internal follow-through.
Key ResponsibilitiesCustomer and Revenue Ownership- Manage assigned accounts as the primary sales contact and maintain relationships with purchasing, construction, design, options and executive stakeholders.
- Prospect for new business within the assigned territory and maintain an active pipeline of qualified opportunities.
- Develop account plans, identify cross-selling opportunities and expand cabinet and countertop participation where the company can perform successfully.
- Lead customer presentations, plant tours, scope reviews and commercial discussions through award and contract completion.
- Meet assigned monthly and annual sales goals and maintain persistent, professional follow-up until a clear decision is reached.
Technical Sales and Preconstruction- Review plans, specifications, finish schedules, option programs and bid requirements to understand the complete project scope.
- Coordinate with Estimating to develop accurate base pricing, options, upgrades, freight, installation, service and other project requirements.
- Identify scope gaps, exclusions, constructability concerns and commercial risks before proposals or commitments are finalized.
- Apply working knowledge of countertop materials, fabrication, templating, installation and field conditions when advising customers and internal teams.
- Support plan revisions, redlines, samples and customer approvals in coordination with Engineering, Estimating and Sales Operations.
Project Transition and Customer Execution- Lead a complete handoff of awarded work to the assigned Project Specialist and operating teams, including scope, pricing, commitments, schedule expectations and known risks.
- Participate in kickoff meetings, frame walks, model installations and model reviews when required to confirm scope and support a successful production rollout.
- Stay engaged on material customer issues and escalations while maintaining clear ownership between Sales, Project Management and Operations.
- Communicate changes in customer forecasts, schedules, option programs and project conditions that may affect capacity, purchasing or field execution.
Forecasting and Market Intelligence- Keep Salesforce current with opportunities, activity, next steps, forecast amounts, expected decision dates and loss reasons.
- Provide accurate monthly and quarterly forecasts and explain material changes to the pipeline.
- Track competitor activity, customer feedback, pricing trends and market conditions and communicate actionable information to Sales leadership.
- Maintain required sales reports, expense records and other administrative documentation accurately and on time.
Required Qualifications- Five or more years of successful account management, outside sales or business development experience in cabinets, countertops, building products or residential construction.
- Demonstrated ability to develop customer relationships, manage a sales pipeline, negotiate commercial terms and close business.
- Ability to read and interpret plans, specifications, finish schedules and scopes of work.
- Strong written and verbal communication, organization, judgment and follow-through.
- Ability to work independently while coordinating across multiple internal departments and customer stakeholders.
- Working knowledge of CRM systems and standard business software.
- Valid driver's license and ability to travel regularly throughout the assigned territory and to active jobsites.
