Territory Development Manager

Job Summary

The Territory Development Rep (TDR) is Mishimoto’s boots-on-the-ground presence in the field. This is a net-new field role built specifically to drive pull-through demand: working shops directly, riding alongside WD outside reps, training counter staff and installers, and representing Mishimoto at events across the territory.

Primary Responsibilities

• Independently visit installer shops, retailers, and other accounts within the territory to build relationships, check merchandising, and drive product awareness.
• Prioritize which shops and WD branches to visit using the regional coverage map and order-density data, rather than covering the territory evenly.
• Identify shops in-territory that don’t currently carry Mishimoto and work with the relevant WD to get them onboarded.
• Execute point-of-purchase merchandising and displays at shop counters where applicable.
• Ride along with WD outside sales reps on their regular routes to jointly call on shops and dealers.
• Serve as the WD’s go-to Mishimoto field contact — not just a periodic ride-along guest, but a known, responsive partner between visits.
• Deliver product and fitment training sessions to WD inside staff, outside reps, and shop technicians.
• Provide first-line answers to installer and counter questions on fitment, install issues, and warranty, escalating to Customer Experience as needed.
• Staff and run the Mishimoto booth at regional trade shows, car shows, and events where Mishimoto has its own presence.
• Represent Mishimoto inside a WD’s or dealer’s booth at events where Mishimoto does not have a standalone presence.
• Capture and report shop visits, training sessions, competitive intelligence, and field product feedback in CRM.
• Report territory activity and sell-through trends to the Director of Sales on a regular cadence.

Territory Planning & Reporting

• Maintain a visit cadence plan for the territory’s shops and WD branches, in coordination with Sales Operations.
• Log shop visits, training sessions, competitive intelligence, and field product feedback in CRM.
• Report territory activity and sell-through trends to the Director of Sales on a regular cadence.

Cross-Functional Collaboration

• Coordinate with the Account Manager responsible for the territory’s WD relationships to keep sell-in and sell-through messaging aligned.
• Partner with Sales Operations on coverage map upkeep, onboarding materials, and territory data.
• Complete new-hire onboarding and ongoing product training to stay current on the full catalog and new product launches — credibility in the field depends on it.

Qualifications

• Genuine automotive enthusiast — comfortable talking shop with installers and technicians, not just reciting a spec sheet.
• Comfortable presenting to small and large groups (counter staff trainings, booth demos).
• Valid driver’s license and a clean driving record; based within or near the assigned territory.
• Willingness to travel extensively within the territory, including overnight and weekend travel.
• Able to travel into Canada regularly and without restriction (valid passport; no legal barriers to cross-border entry) — this territory includes WD and prospect accounts on both sides of the US/Canada border.

Success Metrics

• Quarter-over-quarter growth in the assigned territory
• Consistent coverage per the territory visit plan
• WD training sessions delivered
• New shop accounts onboarded
• Net-new shops added per quarter
• Event participation
• Booth coverage at key regional events
• CRM / reporting discipline
• Visit and training activity logged consistently

Skills and Experience

• Hands-on installation experience with performance products.
• Existing relationships with WDs, shops, or event organizers in the target territory.
• Experience with CRM tools and basic sales reporting.

Preferred

• Hands-on installation experience with performance products.
• Existing relationships with WDs, shops, or event organizers in the target territory.
• Experience with CRM tools and basic sales reporting.

Experience

• 2+ years in outside sales, field sales, or a distributor/WD-facing role, ideally in automotive aftermarket or performance parts.

Our Core Values

• TEAMWORK
• MOTORHEADS
• INNOVATION
• SERVICE
• HEART