Position Summary:
The Director, Strategic Accounts – HOA & Multi-Family is a leadership role responsible for driving business growth by expanding the company’s footprint within the homeowners association (HOA) and multi-family property management sectors. This individual will focus on lead generation, business development, and relationship management, working to strengthen existing partnerships while establishing new opportunities for long-term growth. The ideal candidate has a deep understanding of the roofing industry, strong sales and networking abilities, and a strategic mindset for identifying and capitalizing on market opportunities.
Key Responsibilities
Business Development & Lead Generation:
- Develop and implement targeted strategies to grow market share within the HOA and multi-family property management sectors.
- Research and identify new business opportunities by analyzing market trends, industry reports, and competitor activity.
- Proactively generate leads through direct outreach, referrals, strategic networking, and digital marketing efforts.
- Leverage existing relationships and industry networks to accelerate the company’s growth and identify high-potential opportunities.
- Establish partnerships with key industry associations and property management firms to gain credibility and expand the company’s reach.
- Manage and optimize the sales pipeline, ensuring a consistent flow of qualified opportunities.
Relationship Management & Client Engagement:
- Develop and maintain strong relationships with HOA boards, community managers, property management firms, real estate investors, and other key decision-makers.
- Act as a trusted roofing consultant, educating clients on best practices, preventative maintenance, and long-term cost-saving strategies.
- Create customized solutions based on client needs, presenting competitive roofing proposals and service offerings.
- Conduct site visits and inspections to assess client needs and provide expert recommendations.
- Follow up on leads and referrals promptly, ensuring consistent communication and engagement.
- Lead and facilitate client meetings, presentations, and proposal reviews to strengthen relationships and close deals.
Sales & Revenue Growth:
- Develop and execute a strategic sales plan to meet and exceed revenue targets in the HOA and multi-family roofing sector.
- Work closely with internal teams (estimating, project management, and operations) to ensure smooth project transitions and client satisfaction.
- Track and analyze sales metrics to identify trends, forecast revenue, and adjust strategies accordingly.
- Negotiate and close contracts while ensuring profitability and alignment with company objectives.
- Identify upsell and cross-sell opportunities, positioning the company as a long-term roofing partner for clients.
- Leverage CRM tools to track client interactions, sales progress, and follow-ups efficiently.
Brand Awareness & Industry Visibility:
- Increase brand visibility by actively participating in industry events, trade shows, and networking groups.
- Develop thought leadership content such as blogs, case studies, and white papers to establish the company as an authority in the HOA and multi-family roofing sector.
- Collaborate with the marketing team to create targeted campaigns and outreach strategies that resonate with HOA boards and property managers.
- Represent the company at industry panels, conferences, and association meetings, positioning it as the go-to roofing provider for multi-family properties.
- Engage in online forums, LinkedIn groups, and industry-specific communities to enhance visibility and credibility.
Customer Experience & Long-Term Growth:
- Ensure a seamless customer experience from the initial outreach through project completion and beyond.
- Gather and analyze client feedback to identify areas for improvement and innovation.
- Build long-term relationships by consistently delivering high-quality service, follow-ups, and maintenance solutions.
- Develop and implement client retention strategies, including maintenance programs, warranty follow-ups, and value-added services.
- Work with the executive team and Chief Executive Officer to refine service offerings, pricing models, and growth strategies based on market feedback.
Qualifications & Experience:
- Industry Experience: Minimum 10 years of experience in the roofing, construction, or property management industry, with a strong understanding of the HOA and multi-family sectors.
- Sales & Business Development Expertise: Proven track record in lead generation, sales, and client relationship management.
- Networking & Relationship Building: Established connections within the HOA and multi-family property management communities are a plus.
- Strategic Thinking: Ability to develop and execute long-term business growth strategies.
- Communication & Presentation Skills: Strong ability to articulate value propositions, conduct presentations, and engage decision-makers.
- Proficiency in CRM tools and sales software to track performance and manage relationships effectively.
- Education: Bachelor’s degree in business, marketing, construction management, or a related field preferred.
