Retail Sales Manager – Flooring Distribution

Leads a team of Distribution Sales Representatives across multiple regions, driving revenue growth through independent flooring dealers, specialty retailers, and design showrooms. This role is equally strategic and hands-on — responsible for building a high-performing sales team, developing territory and account plans, and serving as a key liaison between the field and company leadership.

Responsibilities

• Recruit, onboard, coach, and retain a team of Distribution Sales Representatives across assigned regions.
• Conduct regular field rides, performance reviews, and one-on-one coaching sessions to develop rep skills and accountability.
• Set clear performance expectations and hold the team to quarterly and annual revenue targets.
• Foster a collaborative, results-driven team culture aligned with company values.
• Develop and implement multi-region sales strategies to grow revenue, expand market share, and increase account penetration.
• Identify and prioritize high-potential retail accounts and markets; guide reps in building targeted territory plans.
• Partner with reps on key account calls, negotiations, and new business development to accelerate pipeline conversion.
• Analyze sales performance data across regions, identify trends and gaps, and adjust tactics accordingly.
• Maintain senior-level relationships with top retail accounts, independent dealers, and key buying contacts across the territory.
• Oversee pricing strategy, promotional program deployment, and co-op budget allocation within company guidelines.
• Collaborate with the distribution center, customer service, and operations teams to ensure seamless order fulfillment and customer satisfaction.
• Provide regular forecasting, pipeline reporting, and market intelligence to senior leadership.
• Work closely with marketing, product management, and category teams to align field activity with product launches and promotional calendars.
• Represent field insights in strategic planning discussions; advocate for customer and rep needs at the leadership level.

Requirements

• 5+ years of outside B2B or distribution sales experience, with at least 2 years in a sales management or team lead role.
• Proven track record of meeting or exceeding team revenue targets across a multi-territory sales organization.
• Experience in the flooring, building materials, or hard/soft surface distribution industry strongly required.
• Demonstrated ability to recruit, develop, and retain high-performing field sales representatives.
• Strong analytical skills; able to interpret sales data, forecast accurately, and translate insights into action.
• Excellent communication, negotiation, and executive presence — comfortable presenting to senior leadership and key account stakeholders.
• Proficiency with CRM software (Salesforce or equivalent) and Microsoft Office Suite.
• Valid driver’s license and willingness to travel regularly across multiple regions (up to 50%).
• Bachelor’s degree in Business, Marketing, or a related field preferred; equivalent experience considered.

Preferred Qualifications

• Established network of retail flooring dealer and specialty retailer contacts across multiple markets.
• Experience managing distributor pricing programs, volume rebates, and co-op advertising budgets.
• Background in product training program development or sales enablement.
• Knowledge of flooring installation standards and industry certifications (e.g., NWFA, NAHB).

Skills

• People Development: Invests in rep growth through coaching, feedback, and career development; builds bench strength over time.
• Strategic Thinking: Sees across regions and accounts to identify patterns, opportunities, and risks; translates strategy into executable plans.
• Accountability: Holds self and team to high performance standards; follows through on commitments and drives results with urgency.
• Customer Focus: Maintains a deep understanding of retail partner needs and ensures the team delivers consistent value at every touchpoint.
• Influence & Communication: Builds trust and alignment across levels — from sales floor to C-suite — with clear, credible communication.
• Collaboration: Works effectively across sales, operations, marketing, and leadership to move the business forward.

Benefits

• Base salary
• Performance-based bonus tied to team and regional revenue goals
• Monthly car allowance or mileage reimbursement
• Company-provided laptop and phone
• Comprehensive medical, dental, and vision insurance
• 401(k) with company match
• Paid time off and company holidays
• Ongoing leadership development and product training opportunities

Schedule

This position is field-based with regular travel across multiple regions. Overnight travel is expected up to 50% of the time.

Physical Requirements

Frequent driving, occasional lifting of product samples up to 50 lbs, and the ability to stand or walk for extended periods on retail sales floors.