Tom Duffy Company Wholesale Flooring Products · 4 weeks ago
Associate Director of Sales - Cross Selling (West)
San Jose, CA
Full-time
Hybrid
Lead/Staff, Director/Executive
$120K/yr - $150K/yr
8+ years expGalleher Duffy is a unified brand representing a merger of three iconic flooring distribution companies. The Associate Director of Sales - Cross Selling will drive growth in the Western region by shaping and executing go-to-market strategies and collaborating across various teams to enhance sales performance.
Building MaterialProfessional Services
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
Qualification
Required
Bachelor's degree in Business, Sales, Marketing, or related field
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
Preferred
MBA preferred
Company
Tom Duffy Company Wholesale Flooring Products
In September 2021, B.R. Funsten and Tom Duffy Company announced a branding consolidation and unveiled a distinctive new logo and corporate identity.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
unknown2024-10-23Acquired
Leadership Team
Vicky Keller
Chief Financial Officer
Recent News
2025-08-29
Company data provided by crunchbase