Regional Sales Director

Company Description

Our client is committed to offering high-quality flooring solutions including hardwood, bamboo, luxury vinyl, and laminate products, enhancing the homes and lives of millions across the U.S. As an independent subsidiary of a global leader in floor covering, they leverage its manufacturing facilities and extensive vendor network to deliver innovative flooring solutions. With experience working with various distribution channels, including independent retailers, buying groups, and big box stores, the company is uniquely positioned to support partners of all sizes. They offer rewarding employment as a leading organization known for its expertise and innovation in the flooring industry.

Position Summary

The Regional Sales Director is responsible for driving profitable revenue growth within the retail sales channel across an assigned region, with a dedicated emphasis on hard surface flooring wholesale (vinyl, hardwood, laminate, bamboo). This role leads and develops a team of Territory Sales Managers while directly influencing key retail, distributor, and strategic wholesale relationships. The Regional Sales Director is a hands-on sales leader who blends strategic planning with in-field execution—coaching teams, strengthening retail partnerships, expanding product penetration, and consistently delivering against regional and corporate sales objectives.

Key Responsibilities

Sales Leadership & Team Development

• Leads, coaches, and develops Territory Sales Managers to consistently exceed regional sales, distribution, and profitability targets.
• Sets clear expectations, performance standards, and KPIs; provides ongoing feedback, coaching, and professional development.
• Conducts regular field rides, joint customer calls, and skill-building sessions to elevate sales execution, product knowledge, and retail selling effectiveness.
• Fosters a performance-driven, accountable, and customer-centric sales culture.

Regional Sales Strategy & Execution

• Develops and executes regional sales strategies aligned with company objectives, retail channel priorities, and market dynamics.
• Drives retail-focused initiatives including product launches, merchandising programs, promotions, pricing strategies, and inventory optimization.
• Identifies whitespace opportunities, expands retail coverage, and increases share-of-wallet across key accounts.
• Oversees discontinued, closeout, or excess inventory programs to maximize revenue and minimize exposure.

Relationship Management

• Builds and maintains strong executive-level relationships with strategic retailers, distributors, and wholesale partners.
• Serves as an escalation point for complex customer issues, ensuring timely resolution in collaboration with internal teams.
• Partners with customers to develop long-term growth plans, category strategies, and mutually beneficial business solutions.

Market Intelligence & Performance Management

• Analyzes regional performance, market trends, competitive activity, and customer insights to inform strategy and decision-making.
• Establishes, tracks, and reports on KPIs and OKRs related to revenue, margin, distribution, promotional effectiveness, and team activity.
• Prepares and presents monthly and quarterly performance updates, insights, and recommendations to senior leadership.

Cross-Functional Collaboration

• Collaborates closely with internal departments (e.g., R&D, Sourcing, Sales, Operations, Finance, etc.) and units within (e.g., Marketing, Product Management, Quality, Customer Service) to ensure seamless execution of sales programs.
• Provides market feedback to influence product development, assortment strategies, pricing, and go-to-market initiatives.

Entrepreneurial Mindset & Growth Orientation

• Exhibits entrepreneurial spirit with experience operating in start-up, high-growth, or transformation environments.
• Comfortable building structure where needed while remaining agile, resourceful, and execution-focused.
• Promotes a bottom-up OKR goal-setting approach, ensuring regional and team objectives are aligned with broader corporate priorities while empowering ownership and accountability at the field level.

Travel Requirements

• Extensive travel required (approximately 3 weeks per month) within the assigned region.
• Regular field travel with Territory Sales Managers to drive growth and develop key retail and wholesale accounts.
• Attendance at customer meetings, trade shows, leadership meetings, and industry events.
• Periodic travel to company operating centers for training, planning, and cross-functional collaboration.
• Occasional national and international travel as needed.

Skills and Experience

Required

• 10+ years of progressive outside sales experience, with 4–6+ years in sales management, within hard surface flooring, building materials, or wholesale distribution.
• Demonstrated success leading teams to achieve and exceed revenue, margin, and growth targets.
• Proven ability to coach, develop, and retain high-performing sales professionals.
• Strong analytical, critical-thinking, and problem-solving capabilities.
• Exceptional communication, presentation, and relationship-building skills.
• Highly organized with strong time management and execution discipline.
• Willingness and ability to travel extensively.
• Ability to lift up to 50 lbs. of samples or flooring materials.

Preferred

• Deep experience in retail-driven wholesale sales models and multi-tier distribution.
• Track record of winning new retail accounts and expanding existing relationships.
• Experience managing complex pricing, promotions, inventory transitions, and SKU rationalization.
• Strong understanding of merchandising, showroom execution, and retail sell-through drivers.
• Entrepreneurial mindset with a bias for action and continuous improvement.

Compensation and Benefits

• Competitive base salary plus performance bonus
• Health, dental, vision, life, and disability insurance
• 401(k) with company matching
• Paid time off and holidays
• Training, expense reimbursement, and employee assistance resources