Director, New Business Development, Ribbon Channel

Basic Function

The Director, New Business Development – Ribbon Channel is responsible for the strategic growth, expansion, optimization, and long-term development of the Overhead Door™ Brand Ribbon distributor network across North America. This role serves as the primary leader for future channel development through new distributor recruitment, white-space market expansion, competitive conversions, value proposition selling, product distribution gap closure, ownership transition planning, and strategic distributor replacement alternatives.

The position leads the full new distributor acquisition process from market identification and initial engagement through qualification, business plan development, negotiation, and signed distribution agreement. The role partners cross-functionally with Sales, Marketing, Product Management, Finance, Operations, Customer Care, Legal, and the New Business Development Manager – Onboarding & Training to ensure newly signed distributors transition successfully into the Ribbon network.

Experience

- Minimum of 10 years of progressive sales leadership, new business development, channel management, market development, or distribution leadership experience.

- Proven track record of identifying, recruiting, qualifying, and signing new distributor or dealer partners.

- Demonstrated success managing a hunter-style sales pipeline with measurable activity, conversion, revenue, and forecast results.

- Experience negotiating commercial agreements and developing business cases for new strategic partnerships.

- Experience leading cross-functional initiatives and influencing internal and external stakeholders without direct authority.

Preferred Experience

- Building products, door, operator, construction products, or related distribution channel experience.

- Demonstrated success leading competitive conversion or market-share growth initiatives.

- Experience working with distributor owners, executives, and field-level decision makers.

- Experience with CRM platforms such as Salesforce to manage pipeline, forecast activity, and report progress against KPIs.

- Experience supporting product launches, trade shows, sales enablement, market development, or distributor training initiatives.

Education

Bachelor’s degree in Business, Marketing, Sales, Finance, Management, or related field is required.

Preferred Education

- Master of Business Administration is preferred.

Required Skills

- Strategic business development capability with a demonstrated hunter mentality and track record of opening new accounts and channels.

- Strong understanding of residential and commercial door and operator markets, distribution channels, and key decision makers.

- Advanced prospecting, lead qualification, value proposition selling, business case development, and contract negotiation skills.

- Strong financial acumen to evaluate prospective distributor capabilities, financial health, growth potential, and strategic fit.

- Ability to conduct competitive analysis and translate market intelligence into actionable conversion strategies.

- Executive-level communication and presentation skills with the ability to engage owners, executives, and field-level decision makers.

- Cross-functional leadership skills and ability to coordinate Sales, Marketing, Product, Finance, Operations, Customer Care, Legal, and training resources.

- Proficiency with CRM platforms, Microsoft Office, Teams, and virtual selling tools.

- Self-starter who can work independently in a fast-moving, dynamic environment with limited day-to-day direction.

- Ability to travel extensively to meet with prospective distributors, attend industry events, and support distributor recruitment activities.

Work Conditions

This position is based in Overhead Door Corporation's Lewisville, Texas corporate headquarters and requires travel up to 70% to support distributor recruitment, market expansion, strategic customer engagements, competitive conversion activities, industry events, and channel development initiatives throughout North America. Must maintain a valid driver's license, acceptable driving record, and ability to travel as business needs require.

Physical Requirements

- Standing or walking may be required for extended periods, especially during customer interactions, industry events, trade shows, or team oversight.

- Most administrative work may be performed while seated at a desk or workstation, with the ability to alternate between sitting and standing as needed.

- On occasion, may need to lift or carry items such as office supplies, promotional materials, or small packages, typically under 25 lbs.