The Regional Sales Director is responsible for driving profitable revenue growth within the retail sales channel across an assigned region, with a dedicated emphasis on hard surface flooring wholesale (vinyl, hardwood, laminate, bamboo). This role leads and develops a team of Territory Sales Managers while directly influencing key retail, distributor, and strategic wholesale relationships. The Regional Sales Director is a hands-on sales leader who blends strategic planning with in-field execution—coaching teams, strengthening retail partnerships, expanding product penetration, and consistently delivering against regional and corporate sales objectives.

ESSENTIAL DUTIES & RESPONSIBILITIES:

Sales Leadership & Team Development

• Leads, coaches, and develops Territory Sales Managers to consistently exceed regional sales, distribution, and profitability targets.
• Sets clear expectations, performance standards, and KPIs; provides ongoing feedback, coaching, and professional development.
• Conducts regular field rides, joint customer calls, and skill-building sessions to elevate sales execution, product knowledge, and retail selling effectiveness.
• Fosters a performance-driven, accountable, and customer-centric sales culture.

Regional Sales Strategy & Execution

• Develops and executes regional sales strategies aligned with company objectives, retail channel priorities, and market dynamics.
• Drives retail-focused initiatives including product launches, merchandising programs, promotions, pricing strategies, and inventory optimization.
• Identifies whitespace opportunities, expands retail coverage, and increases share-of-wallet across key accounts.
• Oversees discontinued, closeout, or excess inventory programs to maximize revenue and minimize exposure.

Relationship Management

• Builds and maintains strong executive-level relationships with strategic retailers, distributors, and wholesale partners.
• Serves as an escalation point for complex customer issues, ensuring timely resolution in collaboration with internal teams.
• Partners with customers to develop long-term growth plans, category strategies, and mutually beneficial business solutions.

Market Intelligence & Performance Management

• Analyzes regional performance, market trends, competitive activity, and customer insights to inform strategy and decision-making.
• Establishes, tracks, and reports on KPIs and OKRs related to revenue, margin, distribution, promotional effectiveness, and team activity.
• Prepares and presents monthly and quarterly performance updates, insights, and recommendations to senior leadership.

Cross-Functional Collaboration

• Collaborates closely with internal departments (e.g., R&D, Sourcing, Sales, Operations, Finance, etc.) and units within (e.g., Marketing, Product Management, Quality, Customer Service) to ensure seamless execution of sales programs.
• Provides market feedback to influence product development, assortment strategies, pricing, and go-to-market initiatives.

Entrepreneurial Mindset & Growth Orientation

• Exhibits entrepreneurial spirit with experience operating in start-up, high-growth, or transformation environments.
• Comfortable building structure where needed while remaining agile, resourceful, and execution-focused.
• Promotes a bottom-up OKR goal-setting approach, ensuring regional and team objectives are aligned with broader corporate priorities while empowering ownership and accountability at the field level.

Travel Requirements

• Extensive travel required (approximately 3 weeks per month) within the assigned region.
• Regular field travel with Territory Sales Managers to drive growth and develop key retail and wholesale accounts.
• Attendance at customer meetings, trade shows, leadership meetings, and industry events.
• Periodic travel to company operating centers for training, planning, and cross-functional collaboration.
• Occasional national and international travel as needed.

SKILLS & EXPERIENCE:

Required

• 10+ years of progressive outside sales experience, with 4–6+ years in sales management, within hard surface flooring, building materials, or wholesale distribution.
• Demonstrated success leading teams to achieve and exceed revenue, margin, and growth targets.
• Proven ability to coach, develop, and retain high-performing sales professionals.
• Strong analytical, critical-thinking, and problem-solving capabilities.
• Exceptional communication, presentation, and relationship-building skills.
• Highly organized with strong time management and execution discipline.
• Willingness and ability to travel extensively.
• Ability to lift up to 50 lbs. of samples or flooring materials.

Preferred

• Deep experience in retail-driven wholesale sales models and multi-tier distribution.
• Track record of winning new retail accounts and expanding existing relationships.
• Experience managing complex pricing, promotions, inventory transitions, and SKU rationalization.
• Strong understanding of merchandising, showroom execution, and retail sell-through drivers.
• Entrepreneurial mindset with a bias for action and continuous improvement.