Dealer Sales Representative (2-Step Distribution Model)

Building Products

The Dealer Sales Representative is responsible for driving sales growth, market expansion, and brand preference through a 2-step distribution channel by developing demand at the dealer, builder, and contractor level while partnering closely with authorized distributors.

This role focuses on pull-through sales, ensuring that distributor inventory, programs, and product offerings convert into measurable dealer-level demand and market share growth. This individual operates as the primary field leader for dealer and builder engagement, product adoption, and program execution, while aligning distributor strategies with manufacturer objectives.

Who We Are:

Driven by continual innovation and trusted partnerships, ODL is a global leader in high-quality door and insulated glass solutions. For decades, our purpose has been simple: Make Your Life Better™—for our customers, our communities, and our people.

With 14 global locations and thousands of employees, ODL has been recognized as a Great Place to Work® across all countries of operation. We invest in our people, celebrate growth, and foster a culture where accountability, innovation, and excellence thrive.

The Impact You’ll Drive:

Sales Growth & Market Development

• Drive revenue growth through dealer-level demand creation within assigned distributor territories

• Execute market expansion strategies across dealers, builders, remodelers, and contractors by developing new dealer relationships to expand footprint and distribution reach

• Increase product adoption, line expansion, and share of wallet at existing dealer accounts

Distributor Partnership Management

• Build and maintain long-term, trust-based relationship with 2-step distributors to align sales strategies, priorities, and execution

• Act as the manufacturer’s primary field liaison to distributor sales teams

Dealer Enablement & Pull-Through Execution

• Train dealer sales teams on product offerings, applications, and value propositions and support dealer merchandising, showroom placement, and display strategies

• Execute dealer-level promotions, programs, and product launches

• Serve as a consistent and visible field presence with key dealers to reinforce manufacturer commitment aimed to build product preference and specification at the dealer and builder level

Strategic Account Development

• Identify high-potential dealers and builders for targeted growth initiatives and develop structured account plans and growth strategies

• Support project-level opportunities and specification selling where applicable

Market Intelligence & Feedback

• Gather competitive intelligence on pricing, products, programs, and market activity and collaborate cross-functionally with Marketing, Product Management, Sales Operations, and Customer Service to align field insights with internal strategy and execution.

• Track market trends, dealer needs, and regional dynamics

Execution & Reporting

• Manage CRM activity, dealer engagement tracking, and pipeline development

• Track opportunity conversion, program performance, and pull-through results and deliver accurate territory reporting and forecasting

Success Metrics (KPIs)

• Revenue growth through 2-step distributors

• Dealer count growth and activation

• Product adoption and program utilization

• Market share gains

• Distributor engagement effectiveness

• Pull-through volume performance

• New dealer development

What Sets You Up for Success:

• 5+ years of experience in building products, 2-step distribution, or related field sales roles

• Ability to travel regularly within the assigned territory (typically 60–80%)

• Demonstrated success influencing dealer-level demand through distributor channels

• Strong presentation, training, and relationship-building skills

• Proficiency with CRM systems and Microsoft Office tools

What you’ll get:

• Health, Dental, and Vision insurance

• Prescription Plan

• 401(k) with company match

• Tuition Reimbursement

• Disability Plan

• Paid Vacation and 10 Holidays

• Health Club Reimbursement

• Bonus program

• Wellness program

Ready to Make an Impact?

If you’re a relationship-driven sales professional who knows how to turn distributor partnerships into real dealer demand—and thrives on building influence at every level of the channel—we’d love to meet you.

Apply today and help drive market growth, strengthen partnerships, and expand ODL’s presence across your territory.

Shift

First Shift (United States of America)