Now Hiring - Galleher Duffy Company - Associate Director of Sales, Cross Selling (West Region) in San Jose, CA

Full description of the position

This newly created role is ideal for a structured, data-driven commercial leader who can influence across a matrixed organization, build repeatable sales programs, and coach teams on how to sell broader solutions to dealers, designers, contractors, and commercial accounts. The Associate Director of Sales - Cross Selling will play a critical role in driving growth for Artivo Surfaces in the Western region. This position is responsible for shaping and executing go-to-market strategies, ensuring alignment across all company functions, and delivering on key performance indicators. The role requires a strategic thinker with strong execution skills, deep industry knowledge, and the ability to collaborate across regions. Key Responsibilities * Build the cross-selling strategy for the West Region, with primary focus on increasing tile adoption across existing hardwood, LVP, stone, slab, and accessory customers. * Create segmentation models to identify the highest-opportunity customer clusters. * Define cross-selling playbooks, value propositions, bundling options, and pricing levers. * Develop customer journey maps to position tile as a natural extension of existing product buys. * Field Execution & Sales Enablement * Partner with Regional Sales Directors, Territory Managers, and Key Account teams to activate cross-selling in the field. * Develop ready-to-use sales tools, scripts, objection handling, and customer-facing pitch decks. * Deliver training, workshops, and ride-along coaching focused on tile product knowledge and opportunity spotting. * Increase seller competency and confidence in introducing tile to non-tile customers. * Account Penetration & Revenue Growth * Own cross-selling revenue targets for tile in the West region. * Expand share of wallet across dealers, builders, showrooms, contractors, and design accounts. * Identify and close strategic opportunities where tile is underrepresented or unsold. * Partner with national account teams to align on cross-regional opportunities. * Opportunity Structure, Process, & Governance * Build the operating structure for opportunity identification, tracking, and forecasting. * Partner with Sales Ops and Data Analytics team to create dashboards, KPI structure, and performance visibility. * Implement lead-scoring models and customer heat maps to guide field focus. * Establish weekly/monthly cadence reviews with West leadership to evaluate progress and course-correct. * Product, Marketing & Operations Collaboration Qualifications * Bachelor's degree in Business, Sales, Marketing, or related field (MBA preferred). * 8+ years of leadership experience in sales, business development, or category growth within flooring, tile, or building materials. * Proven success in cross-selling strategies, go-to-market execution, and account expansion. * Strong knowledge of tile products, installation practices, and distribution channels. * Exceptional communication, influence, and collaboration skills across Sales, Marketing, and Operations. * Analytical and data-driven mindset with ability to leverage KPIs and segmentation models. * Skilled in sales training, coaching, and driving adoption of new processes in a matrixed environment. Pay: $120,000.00 - $150,000.00 per year Benefits: * 401(k) * 401(k) matching * Dental insurance * Employee assistance program * Employee discount * Flexible spending account * Health insurance * Health savings account * Life insurance * Paid time off * Parental leave * Referral program * Retirement plan * Vision insurance Work Location: On the road