Director, Specified Sales

Role Summary:

This role blends architectural specification/business development with strategic account selling—owning growth across a defined region by driving Brava into the plans, specs, and purchase decisions of key builders, HOA decision-makers/boards & management groups, and influential architects/design firms. The position serves as both a trusted technical advisor to the design community and a deal-initiating, deal-closing account leader for strategic customers. Working with the Regional Vice President and alongside the full sales team to exceed growth targets and expand Brava’s influence.

Primary Focus:

• Ensure that Brava becomes a repeat-specified and preferred solution among targeted influential decision makers and consultants.

• Build and organize a healthy pipeline of specified projects that convert to closed wins through coordination, technical support, and commercial execution.

• Partner with the Regional Vice President to highlight key markets and work with market sales team to advance.

• Highlight key markets with Regional Vice President and work with market sales team to advance.

• Create and manage a segmented market plan across all specified sales customer profiles:

• High-End Decision Influencers: HOA’s, Designers, Homebuilders.

• Spec-Drivers: Engineers, Architects, Consultants, Insurance.

• Significant Properties & Venues: Hospitality, Resorts, Theme Parks, Institutional.

Key Responsibilities:

1) Architectural Specification Development

• Acts as a trusted advisor to architects/designers/roof consultants, providing technical guidance, design integration support, and performance/code guidance.

• Drive Brava into basis-of-design and specifications; assist with accurate specs, drawing/detail review, and firm adoption.

• Engage with relevant industry organizations (AIA, IIBEC, CSI, etc.) to expand influence and stay current on trends/codes.

2) Commercial ownership and market engagement on Specified Sales Growth

• Identify, pursue, negotiate, and close new business with targeted strategic accounts tied to high-end decision makers, spec-drivers and significant properties and venues.

• Build and maintain relationships with key builders, HOA boards/management, and industry influencers, serving as the main point of contact for specified sales accounts.

• Coordinate large-scale regional projects (new build communities, HOA reroof programs, high-visibility developments), aligning internal resources to deliver.

3) Training, Education & Market Visibility

• Deliver presentations and training (including CEU/AIA-style education where applicable) to architects, consultants, builders, HOA stakeholders, and partner teams.

• Represent Brava at industry events, conferences, trade shows, and networking.

• Partner with distribution/logistics and internal teams to ensure optimal stocking and availability to support strategic account pull-through.

• Collaborate closely with territory reps and regional managers to align messaging, pursue opportunities, and coordinate execution.

Core Competencies:

• Consultative selling + technical credibility with architects/consultants.

• Negotiation, deal structuring, and closing.

• Executive presence with builder leadership and HOA decision-makers.

• Strong presentation/training skills and disciplined pipeline management.