The Territory Sales & Operations Manager drives business growth and market share expansion within a designated distribution territory by selling high-end doors, gate systems, and integrated access controls. Serving as the strategic bridge between supply chain manufacturers and a commercial dealer network, this role is responsible for executing revenue quotas, analyzing market trends, and converting target prospects into long-term accounts. The ideal candidate combines deep technical product expertise with strong leadership capabilities, coaching internal and external sales teams on value-based selling while managing cross-functional branch operations, forecasting, and inventory alignment to maximize profitability.

Territory Development & Sales Execution

• Channel Management Partner with supply chain manufacturers to sell products to dealer network.
• Establish territory & account strategy through revenue quotas, analyzing regional market metrics, monitoring competitive threats, and participating in joint field calls with reps.
• Identify growth opportunities by analyzing internal data/accounts, product mix gaps, maps and influence key decision makers, and monitoring vendor and supply chain shifts.
• Analyze market trends to proactively locate and capture emerging revenue streams.
• Convert target prospects into active, long-term purchasing accounts.
• Achieve individual sales targets while actively contributing to broader team goals.

Technical Expertise & Customer Advisory

• Maintain expert knowledge of residential and commercial doors, high-end gate systems and integrated access controls.
• Deliver solutions-based consultations regarding product applications, specifications, and hardware integration.
• Provide frontline troubleshooting support to guide clients through technical product inquiries and problem resolution.

Relationship Management & Client Advocacy

• Act as a dedicated client advocate through consistent, structured follow-ups.
• Resolve client complaints professionally to protect brand reputation and build trust.
• Manage and escalate complex issues directly to manufacturing partners when required.
• Oversee counter sales and customer service functions to maximize sales opportunities with customers.
• Coach team leadership with inside and outside sales representatives on behavior-based sales motions, pipeline inspection, and value-based sales beyond unit pricing.
• Oversee sales operations using accurate forecasting, CRM utilization, pricing compliance, and dispute or return resolutions.

Cross-Functional Collaboration & Operations

• Bridge internal departments by relaying market trends, inventory impacts due to large projects, and delivery route development.
• Coordinate actively with Purchasing, AR/AP, and Warehouse teams to streamline fulfillment as it relates to forecasting needs.
• Provide backup operational support to physical branch locations whenever necessary.
• Demonstrate strict time management to balance territory travel with administrative reporting.
• Grow business within established delivery routes while identifying and developing new routes
• Builds and maintains a network of sources from which to identify new sales leads.

• A bachelor’s degree in business, Industrial Distribution, or Engineering is highly preferred.
• Industry Experience: 5 to 10 years in industrial sales, business-to-business (B2B) markets, or supply chain distribution.

• Product Knowledge: Deep understanding of technical products, original equipment manufacturer (OEM) parts, or MRO (maintenance, repair, and operations) supplies.
• Track Record: Proven history of meeting sales targets, growing regional accounts, and managing long sales cycles.
• Team Building: Ability to recruit, train, mentor, and evaluate outside sales reps and inside customer service teams.
• Performance Management: Skill in setting quotas, tracking key performance indicators (KPIs), and fixing low sales numbers.
• Strategic Planning: Talent for creating territory growth plans, setting pricing strategies, and finding new market segments.
• Distribution Logistics Acumen: Functional understanding of inventory control,