Job Description

A Distributor Territory Sales Representative 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 Distributor Territory Sales Representative 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 that their distributors achieve the company's sales targets. This position demands strong leadership, analytical thinking, negotiation skills, and a results-oriented approach.

Key Responsibilities

• Build and maintain relationships with distributors, identifying new distributors, 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.

Performance Measures

• Achievement of sales targets by distributor and overall territory.
• Successful execution of marketing and promotional activities.
• Expansion into new markets or acquisition of new distributors.
• Quality and timeliness of reporting and business reviews.
• Market share growth within you territory.
• Compliance with contractual agreements and company policies.

Working Environment

The role may be based in an office setting, but frequent travel to distributor locations is common. The Distributor Territory Rep should expect a mix of remote and in-person work, engagement with diverse teams, and opportunities to attend relevant industry events, trade shows, and conferences. Flexibility, adaptability, and strong self-management skills are essential to succeed in this environment.

Qualifications

• Bachelor’s degree in business administration, Marketing, Sales, or a related field (MBA preferred).
• 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.

C ompetencies

• Strategic Thinking: Ability to develop and execute effective sales strategies in complex market environments.
• Relationship Building: Skilled at nurturing partnerships and building trust with external distributors and internal teams.
• Leadership: Capable of motivating and guiding others to achieve ambitious sales goals.
• Problem-Solving: Adept at identifying challenges and formulating innovative solutions.
• Adaptability: Comfortable operating in fast-paced, dynamic settings with shifting priorities.
• Customer Focus: Commitment to delivering excellent service and support to partners and end-customers.

Additional Information

Equal Employment Opportunity

MasterBrand Cabinets LLC is an equal opportunity employer. MasterBrand Cabinets LLC’s policy is not to discriminate against any applicant or employee based on race, color, religion, sex, gender identity or expression, national origin, ancestry, age, disability/handicap status, marital status, military status, sexual orientation, genetic history or information, or any other basis protected by federal, state or local laws. MasterBrand Cabinets LLC also prohibits harassment of applicants or employees based on any of these protected categories. It is also MasterBrand Cabinets LLC’s policy to comply with all applicable federal, state and local laws respecting consideration of unemployment status in making hiring decisions.

Reasonable Accommodations

MasterBrand Cabinets LLC is committed to working with and providing reasonable accommodations to individuals with disabilities. If you have a disability and wish to discuss potential accommodations related to applying for employment, please contact us at staffing@masterbrand.com.