Territory Manager, Distribution Sales West

Ecore Talent Team•Lancaster, PA

About The Position

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.

Requirements

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.

Nice To Haves

Strong understanding of flooring products, installation practices, and contractor channels preferred.
Bachelor’s degree in Business, Marketing, or a related field preferred.

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.