Territory Development Representative

Territory Development Rep

The Territory Development Rep (TDR) is Mishimoto’s boots-on-the-ground presence in the field — the person who turns a wholesale distributor relationship into real sell-through at the shop counter. 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.

• 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.
• Wholesale Distributor Partnership:
  • 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.
• Events & Trade Shows:
  • 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 on 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

• Territory sell-through revenue: Quarter-over-quarter growth in the assigned territory.
• Shop visit cadence: Consistent coverage per the territory visit plan.
• WD training sessions delivered: Regular cadence per WD branch / quarter.
• 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.

Qualifications

• 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.

Core Values

• TEAMWORK: Together, we create wins! We win as a unit. Collaboration isn’t a soft skill here — it’s how work gets done. We have each other’s backs and celebrate shared success.
• MOTORHEADS: Built for car enthusiasts, by car enthusiasts. We build for people who care deeply about their vehicles — because that’s who we are. Genuine enthusiasm for the craft isn’t optional; it drives everything.
• INNOVATION: Innovate or die. We don’t preserve the status quo. We challenge assumptions, explore new solutions, and bring a restless curiosity to every category and every problem.
• SERVICE: Going beyond to be the best. We hold ourselves to a higher standard in everything — for our customers, our channel partners, and each other. Good enough is never good enough.
• HEART: It drives us forward. We bring genuine passion to the work. Heart is what separates going through the motions from making something worth being proud of. We care.
• INTEGRITY: Honestly? We are passionate professionals. We do what we say, say what we mean, and own our outcomes. Trust is the foundation of every relationship — with teammates, customers, and partners alike.

Working Conditions

• Ability to lift and transport trade show booth materials and product samples (up to 40 lbs).
• Extensive regional driving; periodic air travel for events outside daily driving range.
• Regular cross-border travel into Canada as part of normal territory coverage.
• Ability to stand for extended periods while staffing a booth or shop counter.