Department:
Sales | Reports To: Vice President of Sales | FLSA Status: ExemptPOSITION SUMMARYThe 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.
KEY RESPONSIBILITIESTeam Leadership & Development:
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.
Sales Strategy & Execution:
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.
Account & Distributor Management:
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.
Reporting & Cross-Functional Collaboration:
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.
REQUIRED QUALIFICATIONS5+ 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.
PREFERRED QUALIFICATIONS:
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).CORE COMPETENCIESPeople 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 results with urgency.
Customer Focus: Maintains a deep understanding of retail partner needs and ensures the team delivers consistent value at every touchpoint.
Influence & Communication: Builds trust and alignment across levels — from sales floor to C-suite — with clear, credible communication.
Collaboration: Works effectively across sales, operations, marketing, and leadership to move the business forward.
COMPENSATION & BENEFITS:
We offer a competitive compensation package commensurate with experience, including:
Base salary: Commensurate with experience
Performance-based bonus tied to team and regional revenue goals Monthly car allowance or mileage reimbursement Company-provided laptop and phone Comprehensive medical, dental, and vision insurance 401(k) with company match Paid time off and company holidays Ongoing leadership development and product training opportunitiesPHYSICAL REQUIREMENTS & WORK ENVIRONMENTThis position is field-based with regular travel across multiple regions. The role requires frequent driving, occasional lifting of product samples up to 50 lbs, and the ability to stand or walk for extended periods on retail sales floors. Overnight travel is expected up to 50% of the time. Michael Halebian & Co., Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, or any other characteristic protected by applicable law.
