VP, PRO Sales

The Vice President, PRO Sales is responsible for leading one of the most strategically important sales channels in the Security division, spanning North America. This channel includes wholesalers, distributors, rep firms, and integrators serving multifamily housing, small-to-medium business (SMB), security dealers, vacation rental, and other professional markets.

The VP will drive top-line growth, market share expansion, and recurring revenue opportunities by building strong customer relationships, optimizing channel coverage, and accelerating connected product adoption. This leader will be a visible, hands-on executive who partners closely with Category Management, Channel Marketing, Finance, Supply Chain, and Product to deliver sustainable growth.

The successful candidate will bring strategic vision and disciplined execution, coupled with the ability to energize the sales force, and inspire confidence across the organization. This role requires both operational rigor (forecasting, rep firm optimization, distributor programs) and strategic foresight (connected product expansion, multifamily/SMB penetration, partnership enablement).

DUTIES AND RESPONSIBILITIES

Lead and Develop the PRO Sales Organization

• Manage 3 Regional Sales Directors, with responsibility for rep firms across the U.S.
• Recruit, train, and develop a high-performance sales organization with strong succession planning.
• Establish accountability through disciplined performance management and career development.

Drive Growth and Share Gains

• Deliver against sales and growth targets with a focus on year-over-year improvement.
• Retain and grow share with existing distributors and wholesalers while penetrating new regions, markets, and customer types (e.g., SMB, vacation rental).
• Drive adoption of Yale and Master Lock connected products as the standard in professional channels.

Channel and Customer Strategy

• Optimize the two-step distribution model (Yale → Wholesalers → Integrators/Dealers → End Users) to maximize coverage and margin.
• Define pricing strategy, distributor incentives, and rep firm programs that balance growth with profitability.
• Establish senior-level relationships with top customers and develop joint business plans.

Cross-Functional Collaboration

• Partner with Product Management, Marketing, and Supply Chain to ensure new product launches are supported with early sampling, forecasting accuracy, and market readiness.
• Align with Finance to ensure accurate forecasting and transparent reporting of sales pipeline, backlog, and shipment risk.
• Collaborate with Connected Partnerships to expand recurring revenue opportunities through channel programs and value-added services.

Operational Excellence

• Improve forecasting accuracy and reduce volatility in the demand planning process.
• Ensure sales operations are disciplined in pipeline management, CRM usage, and reporting.
• Implement national programs for consistent pricing, promotions, and sell-through visibility.

CHARACTERISTICS

• Proven Channel Builder – experience with wholesale, distributor, and rep firm models; understands what it takes to win in complex channel ecosystems.
• Strategic + Tactical – able to think 3–5 years out but also roll up sleeves to solve today's challenges.
• Change Leader – proven success leading organizations through transitions, restructures, or new growth initiatives.
• Commercially Disciplined – understands forecasting, margin management, and ROI on channel investments.
• Customer-Centric – strong executive presence with ability to engage top distributors, integrators, and builders.
• Collaborative and Transparent – works well across business units and functions; brings clarity and alignment.
• Passion for Connected Products – sees the shift from mechanical to connected as the growth engine for the future.

QUALIFICATIONS

• Bachelor's Degree in Business Administration required; MBA preferred.
• 15+ years of progressive sales leadership experience, including 5+ years at VP or senior director level.
• Proven success leading sales in one- and two-step distribution channels (wholesale, rep firm, dealer).
• Experience in security, building products, or adjacent industries strongly preferred.
• Strong record of driving channel expansion and share gains.
• Demonstrated ability to manage large customer relationships and negotiate at the executive level.
• Skilled at developing field sales teams with a hunter mentality and driving accountability.
• Familiarity with multifamily housing, SMB, and security integrator markets a strong plus.
• Financial acumen and proven ability to manage budgets, forecasting, and sales planning.
• Willingness to travel 40% domestically, some international travel possible.

Company Description:

Fortune Brands Innovations, Inc. is an industry-leading innovation company focused on creating smarter, safer and more beautiful homes and improving lives. Our driving purpose is that we elevate every life by transforming spaces into havens. We believe our work and our brands can have incredibly positive impacts for not just our business and shareholders, but for people and the planet, too. When you join Fortune Brands, you become part of a high-performing team who are empowered to think big, learn fast and make bold decisions. We support an inclusive and diverse culture where everyone is encouraged and empowered to be their authentic selves, and where our differences and unique perspectives are a key strength. Explore life at Fortune Brands [email protected] and let us know the nature of your request along with your contact information. Resumes submitted to this email address will not be responded to.

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