Territory Specialist/Senior

Chesapeake Plywood•Baltimore, MD

7d•$80,000 - $165,000•Hybrid

About The Position

Chesapeake Plywood is a leading specialty wood distributor on the East Coast, supplying hardwood, plywood, and engineered wood products to manufacturers, fabricators, contractors, and builders. We are seeking a Territory Sales Representative to manage and grow our established Eastern Pennsylvania territory. This role involves managing an existing book of business, hunting for new accounts, and serving as the expert for customers. The position is based in Baltimore a couple of days a week, with the remainder of the time spent on the road covering the territory. The Eastern PA territory has an existing book of around $3.5M with a path to $5M. The role requires a 50/50 split between growing existing accounts and acquiring new business, including reactivating dormant customers. The sales team utilizes a comprehensive sales framework, a published playbook, and a structured coaching and management system. New hires will benefit from a defined onboarding track with 30, 60, and 90-day milestones and structured check-ins. The inside sales team handles quoting and order entry, allowing the territory representative to focus on customer engagement. The territory covers Eastern Pennsylvania, including Berks, Bucks, Chester, Delaware, Lehigh, Montgomery, and Philadelphia counties. Responsibilities include managing A, B, and C accounts, traveling a minimum of four days per week, making 15+ outbound calls daily, developing an annual sales plan, hitting monthly targets, and providing market intelligence weekly. Chesapeake Plywood offers a clear career path with a published Territory Sales Career Progression Map (Territory Specialist, Senior Territory Specialist, Territory Executive) with transparent criteria and pay ranges.

Requirements

4+ years in B2B territory or field sales with a proven track record of owning and growing an assigned territory
Demonstrated ability to build an active sales pipeline and hunt for new accounts
Comfortable engaging, building trust, and closing deals with trade and commercial buyers, including contractors, fabricators, millworkers, and production managers
Self-managed and disciplined, with a clear system for organizing your daily schedule, routing, and weekly outreach goals
High perseverance with a demonstrated ability to push past objections and convert cold leads into active accounts
Consistent career tenure with a logical progression and clear, valid reasons for past career moves
Embody company values: Results, Ownership, Open-Mindedness, Trust, and Service

Nice To Haves

Preferred experience in building products, wholesale distribution, construction supplies, or industrial B2B sales
Strong performers from adjacent B2B industries will also be considered