Due to consumer demand and growth, our client is looking for a leader to work with the Sales Director to develop regional strategy to drive engagement.  Responsible for executing strategy that drives overall market growth and profitability.  Manages all aspects of Dealer channel sales in Region.

Assignment: 4256
Title: Territory Manager, Mid-Atlantic
Industry: Cabinetry
Reports To: Sales Director
Location: Northern VA, MD, DC

Our Client:

Our client is an established and quick to adapt cabinetry manufacturer with multiple sites, a global reach and strong supplier relationships to support its expansion into semi-custom markets.  This privately-owned company is growing on all fronts; it will survive in the face of all the changes and uncertainty in building markets.  This is a financially strong, manufacturer and distributor of quality all-wood kitchen and bath cabinetry that has grown organically from 5K sq. ft. to 500K sq. ft. with facilities overseas and 5 US locations, and has been experiencing annual double-digit growth.

Principal Duties and Responsibilities:

  • Manages execution of strategic sales plan including prioritization of related initiatives and alignment of sales goals to exceed growth targets and strategic milestones
  • Responsible for development of Dealer Pipeline.  Recruits, trains and develops dealer network and providing optimal market coverage
  • Maintain and develop positive customer relations and promote customer intimacy
  • Research, catalog and present information concerning competitive activity, competitive pricing, customer preference, buying trends, tactical and strategic options
  • Responsible for negotiating and establishing profitable product pricing arrangements for creative and successful dealer programs
  • Participate in development of new product to meet business plans
  • Effectively manage, develop and close dealer pipeline for continued growth

Required Knowledge, Skills and Experience:

  • BS in business or equivalent in related field
  • 2-8 years experience in sales/marketing in building materials
  • Demonstrated record of strategic sales planning & market growth
  • Innovative change agent with strong consultative & persuasive selling skills
  • Strong problem-solving skills; ability to conduct gap analysis and develop comprehensive plans
  • Highly developed interpersonal skills; strong written, verbal and presentation skills; demonstrated ability to align customer, product line and manufacturer
  • Experience managing channel sales; Dealer-specific sales management experience a strong plus
  • Strong leadership style:  Managerial Courage, Ability to lead change, Ability to bring team together in a new direction, Diverse, Adaptable, Nimble leadership style & skill set, Comfortable managing conflict
  • Fact Based Decision Making:  Define opportunities in quantitative terms, Define options, alternatives, and actions
  • Dynamic Business Skills:  Fluid between business advocate and customer champion, Ability to compel a wide range to business stakeholders, Ability to define stakeholder needs & motivations
  • Team Orientation:  Collaboration across broad range of functions and stakeholders, Clear and concise communication to allow other to act, Own individual results and results of team
  • Integrity:  Factual, honest and direct communication, Puts the company, employees, and customer ahead of the individual, Own mistakes, communicates them fast, finds actions to resolve or mitigate
  • Action Orientation:  High sense of urgency, works milestones to long term objective, Creates accountability in others


Rich Miller
Executive Recruiter


Lisa Baaklini