Territory Sales Manager - Distributor

Company Description

For nearly 70 years, MasterBrand has been shaping the places where people come together, enriching lives and creating meaningful memories for our customers. That, combined with our stylish products, expansive dealer and retail network, and dedicated associates, has helped make us the number one North American residential cabinet business. Our unique culture of continuous improvement is based on trusting the tools, empowering the team and moving forward, and is kept alive by our more than 14,000 associates across 20 plus manufacturing facility and offices. Visit www.masterbrand.com to learn more and join us in building great experiences together!

Job Description

A Territory Sales Manager is a vital link between a company and its distribution partners, responsible for developing strategies to drive sales growth, foster strong relationships, and ensure successful execution of agreed targets.

Position Summary

The Territory Sales Manager-Distributor is the owner of the account relationship and the central facilitator between all parties engaged in managing the account. They will formulate and implement sales strategies, coordinate with Customer Service, marketing and Supply Chain teams, and ensure to achieve the company's sales targets. This position demands strong leadership, analytical thinking, negotiation skills, and a results-oriented approach.

Key Responsibilities

• Distributor Management: Build and maintain relationships with a Key distributor,  negotiating contracts, and providing ongoing support and training to ensure alignment with company policies and objectives.
• Sales Strategy & Execution: Develop strategic sales plans tailored to distributor channels, ensuring that both short-term and long-term goals are met. Monitor sales metrics, forecast demand, and analyze sales performance to identify areas for improvement.
• Business Development: Seek new opportunities for growth by engaging directly with Builders to bring opportunities to our Distributors.  Conduct market research, competitive analysis, and gather customer feedback to inform product development and sales tactics.
• Target Achievement: Set and review sales targets for each distributor, providing guidance and motivation to achieve or exceed objectives. Identify underperforming distributors and implement corrective measures as needed.
• Performance Monitoring: Track distributor activities, collect and analyze sales reports, and evaluate distributor performance against key performance indicators (KPIs). Share actionable insights with internal teams and leadership.
• Collaboration: Work closely with cross-functional teams including marketing, logistics, finance, and product management to ensure seamless operations and timely delivery of products to distributors.
• Training & Support: Organize product trainings, sales workshops, and provide marketing materials to distributors. Ensure distributors are well-informed about new product launches, promotional campaigns, and incentive programs.
• Customer Relationship Management: Support distributors in resolving end-customer issues, facilitate communication between distributors and internal customer service teams, and foster positive customer experiences.
• Reporting: Prepare regular sales reports, presentations, and business reviews for senior management. Highlight successes, challenges, and opportunities for strategic improvement.

Daily Activities

• Conduct regular meetings with distributors to review sales performance and share updates.
• Visit builder communities to gather intel and seek new business opportunities.
• Analyze sales data, market feedback, and competitor activities to inform strategy.
• Coordinate product launches and promotional campaigns with distributors.
• Support distributors with training sessions and resource sharing.
• Respond to escalated customer or distributor issues in a timely manner.
• Prepare management reports and participate in business reviews.

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Sales, or a related field experience.
• Minimum of 5 years’ experience in sales, preferably in distributor management or channel sales roles.
• Proven track record of achieving sales targets and managing distributor relationships.
• Strong negotiation, analytical, and leadership skills.
• Ability to travel as required for distributor visits, trade shows, and industry events.
• Excellent communication and interpersonal abilities.
• Proficiency in report generation and sales analytics tools (e.g., CRM systems, Excel, PowerPoint).
• Knowledge of the industry and relevant market trends.

Competencies

• Strategic Thinki