Job Description

Job Summary: The Territory Manager is responsible for driving profitable revenue growth through authorized distribution partners within the assigned region. This role leads distributor performance, channel strategy, and pull-through demand creation, ensuring alignment between distributor execution, end-user demand, and company growth objectives.
This role serves as the primary channel leader in the region—developing joint business plans with distributors, enabling distributor sales teams, managing strategic accounts, and coordinating cross-functional resources to maximize market share, margin performance, and long-term partnerships.
Duties and Responsibilities:

Distributor Channel Leadership & Enablement
• Own overall performance of assigned distribution partners including revenue growth, product mix, margin, and execution.
• Develop and execute annual joint business plans with key distributors.
• Lead distributor line reviews, assortment planning, and product onboarding initiatives.
• Train, coach, and enable distributor sales teams through ride-alongs, and product education.
• Serve as escalation point for distributor performance issues.

Strategic & Key Account Management
• Identify, segment, and manage strategic distributor and end-user accounts within the region.
• Create and execute formal account plans focused on growth and profitability.
• Build executive-level relationships with distributor leadership and key decision makers.
• Coordinate internal cross-functional resources to support strategic accounts and major opportunities.
• Maintain accountability for top-line growth and margin performance.

Demand Creation & Pull-Through Execution
• Drive pull-through demand by engaging contractors, end users, and key influencers.
• Partner with architectural and specification stakeholders to convert product specifications into orders.
• Track and manage regional project pipelines to ensure conversion and visibility.
• Lead participation in trade shows, industry events, and customer engagement activities.

Sales Planning, Forecasting & Performance Management
• Own regional sales forecasting accuracy and pipeline health.
• Implement distributor scorecards and performance KPIs.
• Ensure CRM (Salesforce) data integrity and reporting accuracy.
• Conduct regular distributor business reviews, opportunities, risks, and performance discussions.
Pricing, Programs & Margin Management
• Execute pricing strategies aligned with corporate guidelines and margin targets.
• Manage distributor rebate programs, marketing development funds (MDF), and incentive programs.
• Enforce pricing discipline across distribution partners.
• Provide competitive and market pricing insights to leadership.

Leadership & Collaboration
• Serve as a player-coach mentoring internal and distributor sales teams.
• Collaborate cross-functionally with marketing, operations, and product teams.
• Act as the voice of the distributor and market internally.

Knowledge, Skills and Abilities Required:
• Bachelor’s degree in Business, Marketing, or a related field preferred.
• Minimum of 5 years of progressive flooring industry sales experience, or related manufacturing industry.
• Proven success managing distributor relationships and indirect sales teams.
• Strong understanding of flooring products, installation practices, and contractor channels preferred.
• Demonstrated experience driving pull-through demand and converting specifications into sales.
• Experience managing strategic accounts and building executive-level relationships.
• Proficiency with Salesforce CRM and Microsoft Office Suite.
• Strong communication, negotiation, leadership, and relationship-building skills.
• Ability to analyze sales performance, pipeline data, and market trends to drive business decisions.
• Strong organizational, planning, and time management skills.
• Ability to travel extensively within the assigned region.

Success Metrics
• Achievement of regional revenue and margin targets.
• Distributor growth and engagement.
• Forecast accuracy and pipeline visibility.
• Pull-through conversion rates.
• Distributor satisfaction and retention.

Supervisory Responsibilities: This role may have indirect leadership responsibilities and may mentor internal sales team members and distributor sales representatives.

Work Environment:
The work environment characteristics below are representative of those that an employee encounters while performing the essential functions of the job.

• This role operates in both office and field environments and requires frequent travel to distributor locations, customer sites, trade events, and company facilities.
• Occasional exposure to manufacturing or warehouse environments where personal protective equipment (PPE) may be required.
• Work may include extended travel days and variable schedules to meet customer and distributor needs.

Physical and Mental Demands:
The physical and mental demands described below are representative but not all inclusive of those demands that must be met by an employee (with or without reasonable accommodation) to successfully perform the essential functions of the job.

• Ability to travel frequently by car and air to customer and distributor locations.
• Ability to sit, stand, walk, and drive for extended periods during travel and customer visits.
• Ability to communicate effectively with customers, partners, and internal teams in person, by phone, and through written communication.
• Ability to analyze sales data, forecasts, and market conditions to support strategic decision making.
• Ability to manage multiple priorities and deadlines in a fast-paced business environment.

In accordance with the Americans with Disabilities Act (ADA), reasonable accommodations may be provided to enable individuals with disabilities to carry out essential job duties.