Territory Manager, Distribution Sales West

We are seeking a results‑driven Territory Manager to lead profitable revenue growth through authorized distribution partners within an assigned region. This role is responsible for driving distributor performance, executing channel strategy, and creating pull‑through demand by aligning distributor execution with end‑user needs and company growth objectives.

As the primary channel leader in the region, you will develop joint business plans, enable distributor sales teams, manage strategic accounts, and collaborate cross‑functionally to maximize market share, margin performance, and long‑term partnerships.
Key Responsibilities
Distributor Channel Leadership & Enablement

• Own overall performance of assigned distributors, including revenue growth, product mix, margin, and execution.
• Develop and execute annual joint business plans with key distribution partners.
• Lead distributor line reviews, assortment planning, and new product onboarding.
• Train, coach, and support distributor sales teams through ride‑alongs and product education.
• Serve as the escalation point for distributor performance or execution issues.

• Identify, segment, and manage strategic distributor and end‑user accounts within the territory.
• Develop and execute account plans focused on growth, profitability, and long‑term partnerships.
• Build executive‑level relationships with distributor leadership and key decision makers.
• Coordinate internal resources across sales, marketing, and operations to support major opportunities.
• Maintain accountability for top‑line growth and margin performance.

• Drive pull‑through demand with contractors, end users, and key influencers.
• Partner with architectural and specification stakeholders to convert specifications into orders.
• Manage the regional project pipeline to ensure visibility and conversion.
• Represent the company at trade shows, industry events, and customer engagements.

• Own regional sales forecasting and pipeline health.
• Implement and manage distributor scorecards and performance KPIs.
• Ensure CRM (Salesforce) data accuracy and reporting discipline.
• Conduct regular distributor business reviews covering performance, risks, and opportunities.

• Execute pricing strategies aligned with corporate margin objectives.
• Manage distributor rebate programs, MDF, and incentive initiatives.
• Enforce pricing discipline across channel partners.
• Provide ongoing market and competitive pricing insights to leadership.

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

• Bachelor's degree in Business, Marketing, or related field (preferred).
• 5+ years of progressive sales experience in the flooring industry or related manufacturing sector.
• Demonstrated success managing distributors and indirect sales models.
• Strong understanding of flooring products, installation practices, and contractor channels preferred.
• Proven ability to drive pull‑through demand and convert specifications to revenue.
• Experience managing strategic accounts and executive‑level relationships.
• Proficiency with Salesforce CRM and Microsoft Office Suite.
• Strong communication, negotiation, leadership, and relationship‑building skills.
• Ability to analyze sales data, pipeline trends, and market conditions.
• Highly organized with strong planning and time‑management skills.
• Willingness to travel extensively within the assigned territory.

• Achievement of regional revenue and margin targets
• Distributor growth, engagement, and performance
• Forecast accuracy and pipeline visibility
• Pull‑through and specification conversion rates
• Distributor satisfaction and retention

• Combination of field and office work, including frequent travel to distributor locations, customer sites, trade events, and company facilities.
• Occasional exposure to manufacturing or warehouse environments where PPE may be required.
• Schedule may include extended travel days and variable hours to meet customer and distributor needs.