Retail Sales Manager – Flooring Distribution

Department:
Sales|

Reports To:

Vice President of Sales|FLSA Status:
Exempt

The Retail Sales Manager leads a team of Distribution Sales Representatives across multiple regions, driving revenue growth through independent flooring dealers, specialty retailers, and design showrooms. This role is equally strategic and hands-on — responsible for building a high-performing sales team, developing territory and account plans, and serving as a key liaison between the field and company leadership. The ideal candidate is a proven sales leader with deep roots in the flooring or building materials industry and a passion for developing talent.

· Recruit, onboard, coach, and retain a team of Distribution Sales Representatives across assigned regions.

· Conduct regular field rides, performance reviews, and one-on-one coaching sessions to develop rep skills and accountability.

· Set clear performance expectations and hold the team to quarterly and annual revenue targets.

· Foster a collaborative, results-driven team culture aligned with company values.

· Develop and implement multi-region sales strategies to grow revenue, expand market share, and increase account penetration.

· Identify and prioritize high-potential retail accounts and markets; guide reps in building targeted territory plans.

· Partner with reps on key account calls, negotiations, and new business development to accelerate pipeline conversion.

· Analyze sales performance data across regions, identify trends and gaps, and adjust tactics accordingly.

· Maintain senior-level relationships with top retail accounts, independent dealers, and key buying contacts across the territory.

· Oversee pricing strategy, promotional program deployment, and co-op budget allocation within company guidelines.

· Collaborate with the distribution center, customer service, and operations teams to ensure seamless order fulfillment and customer satisfaction.

· Provide regular forecasting, pipeline reporting, and market intelligence to senior leadership.

· Work closely with marketing, product management, and category teams to align field activity with product launches and promotional calendars.

· Represent field insights in strategic planning discussions; advocate for customer and rep needs at the leadership level.

· 5+ years of outside B2B or distribution sales experience, with at least 2 years in a sales management or team lead role.

· Proven track record of meeting or exceeding team revenue targets across a multi-territory sales organization.

· Experience in the flooring, building materials, or hard/soft surface distribution industry strongly required.

· Demonstrated ability to recruit, develop, and retain high-performing field sales representatives.

· Strong analytical skills; able to interpret sales data, forecast accurately, and translate insights into action.

· Excellent communication, negotiation, and executive presence — comfortable presenting to senior leadership and key account stakeholders.

· Proficiency with CRM software (Salesforce or equivalent) and Microsoft Office Suite.

· Valid driver's license and willingness to travel regularly across multiple regions (up to 50%).

· Bachelor's degree in Business, Marketing, or a related field preferred; equivalent experience considered.

· Established network of retail flooring dealer and specialty retailer contacts across multiple markets.

· Experience managing distributor pricing programs, volume rebates, and co-op advertising budgets.

· Background in product training program development or sales enablement.

· Knowledge of flooring installation standards and industry certifications (e.g., NWFA, NAHB).

People Development: Invests in rep growth through coaching, feedback, and career development; builds bench strength over time.

Strategic Thinking: Sees across regions and accounts to identify patterns, opportunities, and risks; translates strategy into executable plans.

Accountability: Holds self and team to high performance standards; follows through on commitments and drives…