Territory Sales Manager (TSM) – Distributor

Industry: Wood / Building Materials Client: Confidential search conducted by Schaffer Associates on behalf of our client Location: Assigned North Carolina Territory Travel: 50%–70% overnight travel, depending on season and business needs Reports To: Regional Sales Director (RSD) and/or Chief Sales Officer (CSO) Go-To-Market Model: Distribution-led sell-in strategy with dealer pull-through and targeted architect and contractor influence Position Overview Schaffer Associates has been retained to recruit a Territory Sales Manager on behalf of our client, a growth-oriented company launching an innovative new building product in the engineered wood and high-performance building materials space. This is a rare opportunity to get in on the ground floor of a new product launch and help shape market success from the early stages. The role is built for a true sales hunter—someone who thrives on opening doors, winning new business, creating pull-through demand, and closing profitable deals across a defined territory. The Territory Sales Manager will lead a distributor-first sales strategy while also building influence with dealers, lumber yards, contractors, and architects to drive specification awareness, market adoption, competitive conversions, and sustained reorder activity. The ideal candidate is highly commercial, self-directed, and motivated by the art of the deal. This is not a passive account management role. It is a field-based opportunity for a producer who knows how to build momentum, influence the market, and win. Key Responsibilities
Drive territory growth by developing new business and expanding market share across distribution, dealers, lumber yards, and targeted contractor relationships.
Execute a distributor-led sell-in strategy that creates downstream demand and pull-through at the dealer and jobsite level.
Identify and win new distributor placements, multi-location conversions, and competitive takeaways.
Build strong relationships with distributor leadership, branch teams, dealer decision-makers, and field-level influencers.
Develop and execute territory plans that prioritize profitable growth, strategic account penetration, and sustained reorder activity.
Conduct regular field travel within the territory to call on customers, prospects, yards, warehouses, and jobsites.
Partner with internal leadership to align pricing, margin expectations, growth initiatives, and market strategy.
Train and support channel partners on product value, positioning, competitive advantages, and application fit.
Monitor competitive activity, market conditions, and customer feedback to improve sales execution and opportunity capture.
Maintain a disciplined sales process with clear pipeline management, follow-up, forecasting, and accountability for results.
Technologically Competent—Knowledgeable in CRM systems, forecasting, and Microsoft Office programs, including PowerPoint. What Success Looks Like Success in this role will be measured by the ability to:
Open new business and expand share within the territory
Win distributor placements and deepen channel engagement
Generate profitable revenue growth while protecting margin
Create dealer pull-through and sustained reorder velocity
Displace competitive products through strong positioning and field execution
Operate independently with intensity, urgency, and commercial discipline Ideal Candidate Profile
Proven success in territory sales within wood products, engineered wood, building materials, lumber, or related distribution-driven industries
Strong hunter mentality with a track record of creating opportunities and winning new business
Experience selling through distribution and driving pull-through with dealers, lumberyards, or contractor-facing channels
Commercially sound, with the ability to balance growth, pricing discipline, and margin performance
Confident operating in the field with a high level of independence, urgency, and accountability
Effective at handling resistance, navigating competitive situations, and closing business
Able to build credibility quickly with a range of stakeholders, from branch teams to senior decision-makers
Comfortable working in dynamic, less structured growth environments where initiative matters Who Should Apply Our client is seeking a true sales professional who enjoys the challenge of prospecting, competing, negotiating, and closing. This opportunity is best suited for a highly motivated territory hunter who creates momentum, builds business, and takes pride in winning. Candidates who want to own their market, drive measurable growth, and be rewarded for performance will be well aligned with this role. Physical/Environmental Demands
Frequent driving within the assigned territory, with overnight travel as needed
Ability to lift, carry, and manage product samples or display materials, occasionally up to approximately 50 pounds
Regular work in lumber yards, warehouses, distribution environments, and active jobsites
Required adherence to PPE standards and all site safety protocols where applicable Compensation & Benefits
Competitive base salary commensurate with territory scope, experience, and track record of performance
Uncapped incentive opportunity tied to profitable growth, including revenue performance, margin discipline, and strategic wins
Performance accelerators for exceptional results, including distributor placements, multi-location conversions, competitive displacement, and sustained reorder velocity
Comprehensive benefits package, including medical, dental, vision, and the tools needed to succeed in the field, such as technology, samples, training, and sales support
Strong career advancement potential, with opportunities for expanded account responsibility, territory growth, future leadership paths as our client scales, and an equity opportunity.