Job Title

Position Overview

Shaw Industries' Commercial Sales Division is seeking a Director of New Business Development for the Education Segment to drive growth across California for both Shaw Contract and Patcraft commercial flooring portfolios. Reporting the Western US Divisional VP, this highly visible role is responsible for expanding Shaw Commercial's presence across K–12 and Higher Education, winning net-new business, increasing market share within key education systems, and serving as the education segment expert for the region. The ideal candidate brings deep experience selling into education environments, understands cooperative purchasing and contract-driven buying models, and has the ability to influence, mentor, and develop others while accelerating growth across a matrixed sales organization. The preferred candidate location is Southern California (Los Angeles, Orange County, Inland Empire, San Diego, or surrounding markets). We will consider qualified candidates located anywhere in California with the ability to travel throughout the state.

Responsibilities

• Drive statewide growth across K–12 and Higher Education markets, expanding Shaw Commercial's market share and presence throughout California.

• Identify, pursue, and win net-new business with school districts, colleges, universities, and public-sector education stakeholders.

• Develop and execute strategic account plans focused on districts and institutions where Shaw has limited penetration or significant growth opportunity.

• Lead complex sales pursuits involving cooperative purchasing agreements, contracts, funding cycles, bid processes, and public-sector procurement requirements.

• Leverage and promote education-focused purchasing vehicles such as Sourcewell, OMNIA, CMAS, and other cooperative contract programs to simplify purchasing and accelerate business outcomes.

• Establish executive and senior-level relationships with facilities leaders, operations leaders, procurement stakeholders, school administrators, higher education decision-makers, and key influencers across the education ecosystem.

• Serve as the education segment subject matter expert for Shaw Contract and Patcraft across California.

• Coach, mentor, and develop each brand's Account Executives by modeling successful education-focused selling strategies, participating in customer calls, and helping accelerate their growth in the segment.

• Partner closely with regional sales leaders, segment leadership, brand leaders, and Account Executives to align growth initiatives and execute education market strategies.

• Build, manage, and forecast a robust pipeline of strategic opportunities using Salesforce and other business tools.

• Analyze market opportunities, identify emerging districts and institutions, and create long-term growth strategies that expand Shaw's footprint across California.

• Represent both Shaw Contract and Patcraft brands while strengthening relationships with end users, influencers, dealer partners, and the broader commercial interiors community.

Requirements

• Bachelor's degree and 5+ years of successful business development, sales, or strategic account management experience, or an equivalent combination of education and experience.

• Ability to travel up to 30% throughout California.

• Proven experience selling into K–12 Education, Higher Education, public sector, government, institutional, or other complex contract-driven environments.

• Demonstrated success prospecting, developing, and closing net-new business opportunities.

• Experience navigating public procurement processes, cooperative purchasing agreements, contracts, funding mechanisms, and competitive bid environments.

• Strong consultative selling skills with the ability to influence decision-makers and build relationships across multiple stakeholder groups.

• Experience leading through influence in a matrixed organization.

• Demonstrated ability to coach, train, mentor, or develop other sellers.

• Strong strategic planning, account development, and opportunity management capabilities.

• Proficiency using Salesforce CRM or similar sales management tools.

Highly Preferred Experience

• Commercial flooring experience.

• Commercial interiors, architectural products, furniture, building products, construction products, or related specification-driven sales experience.

• Existing relationships within California K–12 districts, colleges, universities, facilities organizations, procurement groups, or education-focused influencers.

• Experience selling through dealer, distributor, contractor, or specification-driven channels.

• Experience utilizing Sourcewell, OMNIA, CMAS, cooperative purchasing programs, and public-sector procurement vehicles.

• Background supporting or leading education-focused growth initiatives across multiple sales territories.

• Experience developing early-career or tenured sales professionals through coaching and field-based mentoring.

• Experience selling products or services commonly purchased by education institutions, including commercial interiors, furniture, classroom solutions, building products, athletic facilities, playground equipment, facility infrastructure, or related categories.

Competencies

• Create Strategic Plan

• Drive Results

• Influence Others

• Build Trusting Relationships

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