Sales Manager

About the Role

We're hiring a Regional Sales Manager to lead a team of Business Development Representatives within our Western Region. This is a player-coach role — you'll be in the field with your reps and their customers, coaching one-on-one, while owning the region's revenue performance across our full commercial portfolio. This is a fast-paced, evolving business. The right person adapts quickly, sets clear direction for the team, and leads with consistency. This role requires in-field travel of 75-80%, with travel/overnight stays 20% of that time.

Responsibilities

• Lead and Develop the Team
  • Direct day-to-day leadership of the region's Business Development Representatives.
  • Hire, onboard, coach, and manage rep performance; assign and adjust territories as needed.
  • Coach reps through shifting priorities and change, keeping the team focused on execution.
  • Hold the team accountable to CRM discipline, activity standards, and forecast accuracy.
• Drive Regional Revenue
  • Grow profitable sales across the full commercial portfolio: Crossville porcelain tile, AHF Contract, Armstrong LVT/LVP, and commercial sheet vinyl.
  • Build relationships with key contractors, architects, designers, distributors, and end users.
  • Meet with key accounts to support reps in presenting, negotiating, and closing deals.
  • Manage the regional job-tracking process with reps and distributors; identify and close top opportunities and report results monthly.
• Own the Business
  • Enforce, strategize, and implement plans to hit the assigned regional sales budget and cost center targets.
  • Direct sales forecasting to the product level and set performance goals.
  • Analyze regional performance, identify gaps, and build plans to close them.
  • Monitor competitive activity and market conditions; adjust strategy accordingly.
  • Provide input on VOC/CTQ, pricing, and go-to-market programs for key accounts.

Requirements

• Bachelor’s degree from a four-year college or university or equivalent work experience.
• Experience working in an outside sales role calling on a varied client base.
• 5+ years selling building materials products (flooring product knowledge preferred).
• Proven success selling to large corporate clients.
• Knowledge of specifications, design, and phases required in construction.
• Strong understanding of construction, real estate, and job site conditions.
• Track record of solution-based, effective selling in complex or competitive markets.
• Operates with real autonomy; solves problems instead of escalating them.
• Seeks clarity in ambiguous situations and makes the call when direction isn't fully spelled out.
• Consistent and composed under pressure.
• Entrepreneurial mindset balanced with the discipline to run a structured, accountable team.

Physical Demands

• Frequently expected to stand for long periods of time and lift up to 20 pounds.
• Vision must be sufficient to see tools and equipment clearly.
• Exposure to plant conditions including extreme weather (hot and cold), noisy, and dusty environments.
• Frequent office environment presence.

Mental Demands

• Think analytically and make decisions.
• Develop options and implement solutions.
• Work effectively within a team.
• Maintain regular and punctual attendance (consistent with ADA and/or FMLA).
• Attention to detail and effective communication.
• Multitask in a fast-paced environment.
• Work with a sense of urgency and flexibility (entrepreneurial work environment).

Travel

Extensive traveling is required by car and air for training and other events.

Benefits

• Medical
• Dental
• Vision
• 401K