Emery Jensen Distribution - Territory Manager (WI)

About the role

Emery Jensen Distribution, a subsidiary of Ace Hardware Corporation, sells and distributes hardline products to independent Pro Lumber, Paint, Hardware, and E-retailer customer segments. We are seeking a Territory Manager to grow profitable sales with current and new customers in the Midwest Region. The role focuses on increasing sales through weekly warehouse orders, conventional sales opportunities, drop-ship programs, and promotional initiatives. The Territory Manager will analyze each retailer/pro, develop tailored sales strategies, and act as the liaison between customers and Emery Jensen Distribution. Attendance at industry trade shows (e.g., The National Hardware Show, The IGC Show) may be required.

Responsibilities

• Deliver annual sales and profit objectives by developing a strategic sales plan to engage retailers/pros and expand the Emery Jensen Distribution customer base within a defined geographic territory.
• Develop and foster strong business relationships with owners and key decision-makers, visiting core customers at least every 30 days.
• Organize and prioritize weekly customer sales routes and calls to meet Emery Jensen Distribution goals and objectives.
• Input leads, new business opportunities, prospect and core store visits into Salesforce every Friday by noon.
• Conduct a minimum of 1-2 prospect visits per week and complete an average of 8-10 store visits weekly.
• Represent Emery Jensen Distribution professionally and ethically in all activities.
• Communicate successes and challenges with the Emery Jensen Leadership Team to gain support in achieving goals.
• Collaborate with the internal Sales Support Team, Care Center, and other business partners to resolve customer issues promptly.
• Work with Emery Jensen Distribution team members to share ideas and sales successes.
• Exercise sound judgment regarding expenses (e.g., travel, entertainment, car).

Requirements

• Motivated self-starter and results-oriented individual focused on solutions based on customers' needs.
• 5+ years of B2B sales experience preferred; hardware sales and pro lumber experience a plus.
• Excellent listening, negotiating, verbal, and written communication skills.
• Strong strategic thinking abilities with an emphasis on developing and implementing a sales growth plan.
• Proven ability to manage multiple projects and opportunities.
• Proficiency in Microsoft Office programs (Word, Excel, PowerPoint).
• Extensive travel required, including overnight stays (minimum 3 days per week by plane or car).
• Valid driver’s license and a good driving record.
• BA/BS degree or equivalent preferred.

Essential Functions

• Must occasionally lift and/or move up to 50 pounds.
• Required to stand, walk, sit, climb a ladder, and talk or hear.
• Frequently use hands to finger, handle, or feel; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl.
• Specific vision abilities required include close vision, distance vision, and ability to adjust focus.

Work authorization: This position is not eligible for employment visa sponsorship now or in the future.

Pay

$80,000–$85,000 annually. Compensation may be higher based on education and experience.

Benefits

• Incentive opportunities based on role/grade level (recent payouts exceeded 116.96% of target).
• Generous 401(k) plan with fully vested matching contribution in the first year, plus an annual discretionary contribution (average company contributions over the past five years: 6.6% of total compensation for eligible employees).
• Comprehensive health coverage (medical, dental, vision, disability—up to 26 weeks of short-term disability and long-term disability) and life insurance for employees and dependents.
• 21 days of vacation immediately available (prorated in the first year) and up to 6 paid holidays depending on hire month.
• Company car, phone, and fuel card provided for field-based positions.
• 20 hours of paid volunteer time per year, plus opportunities to support Children’s Miracle Network Hospitals and the Ace Helpful Fund.
• On-site classes, facilitator-led courses, and a generous tuition assistance program.
• Performance management approach beyond the typical annual review.
• Frequent campus events (e.g., Employee Appreciation Week, vendor demos, cookouts).
• On-site services (e.g., mobile spas, auto maintenance, car wash, dry cleaning, flu shots).
• Employee discounts on Ace merchandise (e.g., Weber, Traeger, Yeti, Craftsman, DeWalt), travel, fitness, computers, and thousands of other products/services.
• Birth/adoption bonding paid time off and adoption cost reimbursement.
• Employee Assistance Program (EAP) with free access to therapists, lawyers, financial guidance, and entertainment tickets.
• Identity theft protection.