Malco Automotive Regional Sales Manager

Malco Products • Barberton, OH

13d

About The Position

Malco Products, Inc. is hiring a Regional Sales Manager to manage and grow an established network of authorized distributors across an assigned Eastern U.S. territory. Preferred locations include Atlanta, Charlotte, Washington, D.C., Baltimore, and Philadelphia. The role reports to the National Sales Manager and focuses on setting distributor expectations, creating joint business plans, and holding partners accountable for sales, product assortment, and growth commitments through regular in-person business reviews.

The manager also works alongside distributor sales teams in the field to increase sales to end users through ride-alongs, product demonstrations, training, and new-account development. The role evaluates distributor performance and territory coverage and coordinates with the Business Development Manager to identify, recruit, and onboard distributors for open or underperforming territories. Additional assignments may include national account support, trade shows, field support, and technical support or training. Travel is required, estimated at 50%–75%, and the position requires willingness to work outside business hours.

Requirements

• At least 3 years of route sales or mobile distribution experience, such as mobile tool, jobber, or route-based chemical or supply distribution.
• A bachelor's degree in Business Administration, Marketing, or a related field is preferred; an associate degree with commensurate experience is also accepted.
• At least 5 years of relevant experience.
• Ability to demonstrate professional detailing products on real vehicles, including results, proper use, and cost-per-job value to end users.
• Experience using CRM, Microsoft Office applications such as Excel, PowerPoint, and Outlook, and other sales-reporting tools.
• Clear and persuasive written and oral communication skills.
• Strategic thinking and data-based decision-making skills.
• Willingness to work outside business hours.
• Ability to travel 50%–75%.

Nice To Haves

• Professional detailing, car wash, or automotive appearance chemical experience.
• Experience managing independent dealers or distributors in a protected-territory or authorized-dealer model.
• A proven record of holding partners accountable to plans and metrics and having difficult conversations while maintaining the relationship.
• Experience training distributor sales teams in product knowledge and selling, then reinforcing training through ride-alongs until representatives can sell and demonstrate the product line independently.
• Fluency in both English and Spanish.

Responsibilities

• Manage and grow an established network of authorized distributors within assigned territories.
• Set clear performance expectations and develop joint business plans with distributors, then hold partners accountable for agreed sales, product-assortment, and growth commitments.
• Conduct regular in-person business reviews, document action items and deadlines, and follow up on completion.
• Manage the day-to-day needs of assigned distributors and build trust-based relationships with distributor owners.
• Resolve customer issues and complaints through documented resolutions and next steps.
• Develop and execute territory growth strategies to help customers increase market share within their authorized territories.
• Partner with distributor sales teams in the field through ride-alongs, product demonstrations, training, and new-account development.
• Train customer sales staff and support customer business-development efforts to open new accounts and grow share of wallet.
• Achieve sales budgets and assigned targets, including existing-distribution sales, share-of-wallet gains, new-product sales, and new-distribution sales.
• Assess distributor performance against sales trends, product assortment, territory coverage, and training participation; report territory health and risks to the National Sales Manager.
• Coordinate with the Business Development Manager to identify, recruit, and onboard distributors for open or underperforming territories.
• Represent Malco at designated regional trade shows and customer functions.
• Support the marketing group with voice-of-customer feedback, competitive information, and product-line management.
• Record distributor visits, ride-alongs, and business-review outcomes in the CRM and submit weekly activity reports.
• Support special projects, including national account support, field support, and technical support or training.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level