Territory Specialist/Senior

Job Description

Job Description

Most territory sales roles hand you a list of accounts and wish you luck. This one hands you an established book, a system, a playbook, and a team that's invested in your success.

Chesapeake Plywood is one of the leading specialty wood distributors on the East Coast. Based in Baltimore, we supply hardwood, plywood, and engineered wood products to the manufacturers, fabricators, contractors, and builders behind projects that demand the best: presidential inaugurations, NFL stadiums, luxury airport lounges, major hospitality fit-outs. When the specification is difficult, the timeline is tight, and the margin for error is zero, our customers call us. We stock what others won't. We source what others can't find. We show up when others don't.

We're looking for a territory sales rep to take ownership of our Eastern Pennsylvania territory - you would be based in the office in Balrimore a couple of days a week - the rest of the time on the road covering the territory. You'll grow an existing book, win new business, and be the expert your customers rely on.

What you're walking into

This is not a cold start. Eastern PA is an established territory with an existing book of around $3.5M and a realistic path to $5M. Your time will split roughly 50/50 between growing existing accounts and hunting new business. That includes reactivating customers who haven't ordered in a while.

You'll join a sales team with a fully built sales framework and a published playbook calibrated to our six buyer personas. There's also a structured coaching and management system that tells you exactly what's expected and gives you the tools to deliver it. Expect weekly team meetings, regular 1:1s with the Sales Manager, pipeline reviews, and performance conversations that are developmental, not punitive.

From day one, you'll have a defined onboarding track: 30, 60, and 90-day milestones, structured check-ins, and a manager who knows what good looks like at each stage. Our inside team handles quoting and order entry, so you can stay in front of customers. You're not figuring it out alone.

Your territory covers Eastern Pennsylvania, including [Reading, Chester County, and surrounding counties]. You'll manage A, B, and C accounts to a defined standard. You'll travel a minimum of [four] days per week and make 15+ outbound calls a day. You'll develop an annual sales plan, hit monthly targets, and bring market intelligence back to the team every week.

The career path is real

Chesapeake Plywood is one of the leading specialty wood distributors on the East Coast. Based in Baltimore, we supply hardwood, plywood, and engineered wood products to the manufacturers, fabricators, contractors, and builders behind projects that demand the best — presidential inaugurations, NFL stadiums, luxury airport lounges, major hospitality fit-outs. When the specification is difficult, the timeline is tight, and the margin for error is zero, our customers call us. We stock what others won't. We source what others can't find. We show up when others don't.

We're looking for a territory sales rep who wants to own their patch — build real relationships, hunt for new business, and operate as the expert their customers rely on.

What You're Walking Into: You'll join a sales team with a fully built sales framework, a published playbook calibrated to our six buyer personas, and a structured coaching and management system that tells you exactly what's expected and gives you the tools to deliver it. Weekly team meetings, regular 1:1s with the Sales Manager, pipeline reviews, and performance conversations that are developmental — not punitive.

From day one, you'll have a defined onboarding track — 30, 60, and 90-day milestones, structured check-ins, and a manager who knows what good looks like at each stage. You're not figuring it out alone.

Your territory covers Eastern Pennsylvania, including the following counties: Berks, Bucks, Chester, Delaware, Lehigh, Montgomery, and Philadelphia. You'll manage A, B, and C accounts to a defined standard, travel a minimum of four days per week, and make 15+ outbound calls a day. You'll develop an annual sales plan, hit monthly targets, and bring market intelligence back to the team every week.

The Career Path is Real: Chesapeake has a published Territory Sales Career Progression Map — Territory Specialist, Senior Territory Specialist, Territory Executive — with transparent criteria, published pay ranges at every level, and no ambiguity about what it takes to advance. Our highest performers have built careers here from the ground up. If you're good and you do the work, the path is clear.

Compensation & Benefits:

• Pay Range: $80,000.00 – $165,000.00 per year (Base Salary + Uncapped Commission)
• Schedule: Full-time, field-based position (Monday – Friday)
• Perks & Benefits: Mileage/auto allowance, travel budget, comprehensive health benefits, and 401(k) retirement plan with company match

Requirements

• Experience: 4+ years in B2B territory or field sales with a proven track record of owning and growing an assigned territory.
• New Business Development: Demonstrated ability to build an active sales pipeline and hunt for new accounts—not just manage existing business.
• Target Audience Experience: Comfortable engaging, building trust, and closing deals with trade and commercial buyers, including contractors, fabricators, millworkers, and production managers.
• Territory Management: Self-managed and disciplined, with a clear system for organizing your daily schedule, routing, and weekly outreach goals.
• Resilience & Grit: High perseverance with a demonstrated ability to push past objections and convert cold leads into active accounts.
• Track Record: Consistent career tenure with a logical progression and clear, valid reasons for past career moves.
• Core Values Alignment: Embody our company values: Results, Ownership, Open-Mindedness, Trust, and Service.
• Industry Background: Preferred experience in building products, wholesale distribution, construction supplies, or industrial B2B sales (strong performers from adjacent B2B industries will also be considered).
• (Note: We are explicitly looking for hunters who build pipeline rather than reps who rely on warm inbound leads or coast on legacy accounts).

Benefits

• Competitive Pay: Uncapped Base + Commission earning structure.
• Structured Onboarding: Clear 30/60/90-day onboarding track with defined milestones and regular check-ins to ensure your success.
• Dedicated Coaching: Weekly 1:1 mentorship and active pipeline management with the Sales Manager.
• Proven Sales Tools: Full access to our published sales playbook, complete with buyer persona frameworks, talk tracks, and objection-handling strategies.
• Transparent Career Growth: Published Territory Sales Career Progression Map featuring clear advancement criteria and transparent pay ranges at every level.
• Work-Life Balance: Flexible work schedule with no weekend or night shifts.
• Recognized Excellence: Named #2 Best Business in Baltimore by the Baltimore Business Journal .
• Supportive Culture: Family-owned business built on long-term relationships, trust, and continuous investment in our team.