Role Description BDC is entering the most significant growth phase in our history — a 10x mission built on winning and growing retail and wholesale shelf space nationally. The EVP, Sales owns retail/wholesale revenue, key account relationships, sales forecasting, and channel-level profitability. This is a peer role to the CRO, with equal seniority and a shared accountability for company growth and blended margin — but a distinct lane: this role owns the deal, the account, and what actually lands financially once a product reaches the shelf. This role reports to the President and operates remotely, with regular travel to retail partners, key accounts, and company locations as needed. The right person is a relationship-driven, execution-focused closer who also owns the operational discipline (forecast accuracy, account health) that BDC's success depends upon. - Champion BDC's Core Values - Lead by example: demonstrate strong work ethic, integrity, and commitment to excellence, and inspire your team through your actions. - Do more with less — resourcefulness and a relentless "will to win" are the standard, not the exception. - Be tenacious: figure it out. Roadblocks are opportunities to show grit; give 110% every day. - Stay positive as a team, communicate with honesty, integrity, and respect, and hold yourself and others accountable to the BDC standard. Qualifications - 10+ years of progressive sales leadership experience in retail, wholesale, or CPG channel sales, with a track record of managing major national accounts. - Demonstrated ownership of sales forecasting and channel P&L, not just top-line bookings. - Proven ability to negotiate and manage key retail account relationships (e.g., Central Garden & Pet, Lowe's, The Home Depot). - Comfortable operating remotely while building and managing a distributed sales team. - Executive presence and communication skills suited to retail partner and board-level interaction. Requirements - Experience in home improvement, hardware, or a related manufactured-goods category. - Experience building a sales/account management team from an early stage. - History of holding disciplined forecast accuracy in a fast-scaling environment. Key Responsibilities - Drive channel diversity with new account acquisition: identify, pitch, and close new retail and wholesale relationships; targets TBD. - Grow existing retail and wholesale revenue (e.g., Lowe's, Central Garden & Pet, The Home Depot); targets TBD. - Build and manage the sales team, including National Account Manager(s); decide team structure as it scales. - Own and personally manage BDC's most strategic retail/key account relationships. - Negotiate and execute account-specific terms, promotional participation, and program investment. - Own sales forecasting and pipeline management; forecast accuracy directly drives BDC's production and cash planning. - Maintain forecast discipline given the load-bearing role sales growth plays in BDC's margin targets this year. - Execute and negotiate pricing at the account level in line with the strategy set by the CRO. - Own channel-level profitability: realized margin after markdowns, freight, promotional spend, and account-specific terms. - Own the output side of Blended Gross Margin %: realized margin after channel costs, as a shared KPI with the CRO, who owns the COGS. - Co-own overall channel P&L performance; resolve product-vs-channel margin conflicts jointly with the CRO. - Partner with the CRO on retail/channel input during product. - Drive speed-to-shelf for new product launches once ready from Marketing & Product Development. Key Performance Indicators - Retail/Wholesale Revenue Growth: Year-over-year channel revenue growth vs. annual target - Blended Gross Margin % (output): Realized margin after channel costs; shared metric with CRO - Forecast Accuracy: Actual vs. committed sales forecast, by period - Account Retention: Retention of existing retail shelf space and account relationships - Speed-to-Shelf: Time from product launch-ready to on-shelf/live at retail accounts - Channel Expansion: Number of new retail doors/SKUs authorized Company Description Black Diamond Coatings, Inc. (BDC Brands) is a veteran- and family-owned manufacturer of premium, environmentally friendly home improvement products. Our DOMINATOR®, AQUA-X®, and OBSESS® brands are made in the USA and distributed through Amazon, Lowe's, The Home Depot, Walmart, plus our own e-commerce site. Headquartered in Brooksville, Florida, we operate with an entrepreneurial spirit, high integrity, and a strong belief in teamwork, continuous improvement, and excellence. Mission: Creating Trustworthy Solutions Beyond Expectations. Vision: Our trusted brands deliver home improvement product solutions that “WOW” our DIY and Pro customers, setting the standard for quality and innovation.