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Director of Managed Accounts

Build.com Chico Full-Time
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Job Description:

Department: Sales

Reports To: VP of Sales

Location: Chico, CA

Employment Type: Full Time, In house

Start Date: ASAP

A little about Build.com:

Build.com is the world’s largest digital commerce home improvement retailer. We carry the best selection of lighting, faucets, sinks, door & cabinet hardware, appliances, decor, flooring, and much more. We compete directly with industry giants, like Lowe’s, Home Depot and Wayfair, by having an excellent product offering and the ability to sell complex products online through our website and an amazing sales team to best suit our customers. Build.com employs more than 700 people at our headquarters in Chico, California and have expanded in to a second location in Atlanta, GA.


The Director of Managed Accounts will be a high performing leader, concentrating on creating and cultivating a division that maximizes incremental growth opportunities within our managed accounts.

They will be responsible for setting and implementation of strategies around customer acquisition, revenue growth and retention of our current customer base. They will need to build and leverage relationships to achieve managed accounts business strategy. The Director will be working with the sales team to identify training needs and implement across the teams. Besides being a leader of leaders, they are responsible for attracting, developing and retaining highly skilled and competitive sales professionals. They will work closely with the workforce management team and analytics to forecast the future headcount needs of their team. This role is highly collaborative with different business units and with the inbound environment.

What are you going to do:

  • Develop and execute strategic plan to achieve sales targets and expand our customer base

  • Set, communicate and manage performance expectations, monitor and appraise employee job results and performance in order to develop, counsel or provide corrective action.

  • Utilize and collaborate with analytics team on sales analytics for goal setting and projections

  • Adjusting strategy based on competitive market and market segment knowledge

  • Own and hit/exceed annual sales targets within the managed account division

  • Seeking new customers through strategic outbound sales efforts for group

  • Partner with customers to understand their business needs and objectives

  • Effectively manage change throughout the department

  • Understand category-specific landscapes and trends

  • Reporting on forces that shift tactical budgets and strategic direction of accounts

  • Provide information, educational opportunities and experiential growth opportunities in order to develop staff.

  • Ensure the Sales Team understands and adheres to Company standards and operating procedures.

  • Set clear expectations for all associates and hold them accountable for those expectations

  • Self motivated with the ability to inspire and motivate a team

  • Ensure you have a strong organization to support the strategic vision

  • Ability to effectively engage and motivate large groups  

  • Adaptable and proactively able to move with change while maintaining a positive attitude

  • Recruiting the best possible sales team and reducing turnover through coaching, counseling and training

  • Providing support and coaching for team members to drive high levels of performance, job satisfaction, and personal growth

  • Training and empowering sales team members to exercise good judgment to make profitable business decision

    What are you going to bring to the table:

    • Must have at least 5 years of experience of competitive sales experience.

    • Must have at least 3 years of managing people.

    • Successful sales track record; brand and team builder.

    • Comfortable making presentations to all levels of decision makers. Ability to communicate, present and influence all levels of the organization, including executive and C-level

    • Demonstrated ability to develop an effective sales strategy; developed plans to support the strategy; ensured execution of plans.

    • Confident in forecasting sales and interpreting/analyzing results to plan and conducting budgetary analysis

    • Can build an effective partnership with other departments; can provide constructive feedback re: new products, sales tools, promotions, etc.; ensure appropriate execution of marketing programs to managed accounts

    • Extensive knowledge of sales skills and process, revenue management, recruiting, supervising, training and motivating managers

    • Ability to quickly evaluate alternatives and decide on a plan of action

    • Excellent listening, negotiation and presentation skills

    • Strong ability to accept coaching and development from all part of the business

    • Excellent verbal and written communications skills

    • BA/BS degree or equivalent experience

    • Strong organizational skills including follow up, time management, ability to multi-task and manage multiple priorities in a fast-paced environment

The best candidate will:

  • Customer Focus - Making customers (external and internal) and their needs a primary focus of one's actions; developing and sustaining productive customer relationships; creating and executing plans and solutions in collaboration with the customer.

  • Business Planning and Analysis -  Ability to develop and implement strategic annual business plans as well as track and forecast business results throughout the year.

  • Growth Mindset - Demonstrates curiosity. Welcomes failure as a learning opportunity.

  • Smart Risk - Makes bold decisions/recommendations.

  • Externally Focused - Understands the upstream and downstream implications of his/her work. Tracks and shares external trends, best practices or ideas.

  • Performance Driven and Accountable - Has high performance standards. Outperforms her/his peers.

  • Fast/Agile - Removes barriers to move faster. Experiments and adapts. Thrives under pressure and fast pace.

  • Empowered - Brings solutions instead of problems. Challenges the status quo. Has the courage to take an unpopular stance.

What do we bring to the table:

  • Competitive Compensation Packages

  • Great 401(k), time off and benefits package which includes Medical, Dental, Life, Disability and Vision

  • Team building and company wide events throughout the year

  • Internal Training programs suited to what you are wanting to develop in

  • Incredible associate discounts on Build.com products and other associate perks

  • Continued education reimbursement program

  • Encourage and provide community involvement events and activities


*Pre-employment drug and background screening required


The Company is an equal opportunity employer as well as a government contractor that shall abide by the requirements of 41 CFR 60-300.5(a), which prohibits discrimination against qualified protected Veterans and the requirements of 41 CFR 60-741.5(A), which prohibits discrimination against qualified individuals on the basis of disability.

Skills required

Business Development
Customer Relationship Management
Resolve Customer Issue
Sales Management
Achieve Client Need


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Director of Managed Accounts
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Build.com is the fastest-growing online home improvement retailer. We are committed to providing the best selection, unmatched customer service, and the easiest online shopping experience.

At Build.com, creative thinking and collaboration are the keys to our success. We continually encourage our employees to contribute their ideas, and we are looking for individuals who want to be part of a team and grow with us as a community.

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