Regional Sales Manager - East

Summary

Native Trails is a Certified B Corporation in San Luis Obispo, California, selling artisan-crafted kitchen and bath products through roughly 1,300 dealer showrooms across North America. The Regional Sales Manager owns revenue and margin for an assigned region: growing the showroom dealer channel, managing the independent rep agencies who cover it, and developing designer, builder, and hospitality specification business.

Essential Functions

• Owns the regional revenue and margin plan: builds the annual territory plan, sets account-level growth targets, and reports progress on a defined cadence.

• Analyzes dealer performance, product mix, display placement, and sell-through data to prioritize where time and investment go.

• Develops and evaluates regional sales programs and promotions, adjusting tactics based on results rather than activity.

• Monitors market conditions, competitive activity, and pricing pressure, and escalates what leadership needs to know.

• Travels throughout the region for sales calls, showroom staff training, specification presentations, trade shows, and industry events.

• Builds and maintains relationships with dealers, showroom principals and staff, designers, specifiers, and builders.

• Maintains accurate pipeline and account records in the Company CRM and delivers a defensible regional forecast.

• Performs other related duties as assigned.

Leadership Responsibilities

• Establishes and manages independent rep agencies in the region — selection, onboarding, goal setting, training, and performance management.

• Sets measurable expectations for agency partners, reviews performance against them regularly, and addresses shortfalls directly.

• Ensures showroom displays, samples, and collateral remain current, correctly merchandised, and converting to sales.

• Recommends agency changes, territory realignments, and coverage investments with supporting rationale.

Business Development Responsibilities

• Manages the hospitality and multi-family segment in the region to meet annual specification and revenue objectives.

• Builds specification demand with designers, architects, and builders, routing resulting business through the dealer channel to avoid conflict.

• Opens new dealer accounts where coverage gaps exist and recovers lapsed or declining accounts.

• Partners with marketing on regional campaigns, events, and launches, and provides field feedback on product, pricing, and competitive position.

Administrative Responsibilities

• Manages the regional travel, sample, and display budget, and approves agency and showroom expense submissions per Company policy.

• Resolves dealer and customer service issues within committed timeframes, coordinating with customer experience, quality, and operations.

• Upholds Company pricing policy, program terms, brand standards, and contractual agreements throughout the region.

Competencies

• Strategic Relationship Management

• Territory & Channel Development

• Commercial & Analytical Judgment

• Negotiation & Influence

• Presentation & Product Storytelling

• Accountability & Results Orientation

• Technology & Process Optimization

Education/Experience:

Bachelor’s degree in business, marketing, or a related field preferred, or an equivalent combination of education and experience. Five to seven years of regional or territory sales experience, with demonstrated success managing independent rep agencies and a dealer or showroom channel. Kitchen and bath, decorative plumbing, building products, or home furnishings experience strongly preferred.

Communication & Analytical Ability:

Prepares clear territory plans and business reports, and presents credibly to customers, agency partners, and executive leadership. Analyzes sales data, pricing, discounts, and margin, and makes sound decisions with incomplete information.

Computer Skills:

Microsoft Office and CRM proficiency required. Familiarity with ERP order and pricing data, and AI-assisted tools strongly preferred.

Travel Expectations:

Regular travel within the assigned territory, including overnight travel, trade shows, and occasional travel to the San Luis Obispo, CA headquarters. Valid driver’s license and acceptable driving record required.

Physical Requirements:

Frequently stand, walk, and reach with hands and arms; occasionally lift or move 20 to 50 pounds, including sink and vanity samples and display materials. Reasonable accommodation may be made for individuals with disabilities.

Work Environment:

Remote, field-based position; the successful candidate resides within the assigned region, preferably near a major airport. Work occurs in showrooms, design centers, job sites, trade show floors, vehicles, and a home office, with occasional evening or weekend event work.

Compensation & Benefits:

Base salary: $115K-$135K, plus incentive compensation tied to sales performance. Actual compensation depends on experience, qualifications, and territory scope. Native Trails offers medical, dental, and vision coverage, a 401(k) plan, and generous paid holidays and vacation. A car allowance is also offered.