CALI Floors

Compensation

Full Description

Position Summary The Territory Manager is responsible for maintaining and expanding CALI Floors’ market share and profitability within an assigned geographic territory. Success in this role is achieved through building strong, trust-based relationships with dealers and retail sales associates grounded in product knowledge, service, and integrity. Business growth is driven through implementation of market programs, placement of samples and displays, and execution of sales strategies to meet or exceed monthly goals. This is an outside sales position that requires consistent in-person engagement and travel within the assigned territory. The Territory Manager must maintain a reliable vehicle suitable for business travel and sample/product transport. Essential Duties And Responsibilities • Territory Presence: Must reside within the assigned territory to conduct regular in-person sales calls. • Field Time: Minimum of 51% of time must be spent in the field visiting dealers, job sites, and customers. Territory Growth & Revenue Generation • Meet or exceed monthly, quarterly, and annual revenue goals. • Execute a territory business plan focused on driving sales, increasing market share, and expanding product penetration. • Identify and close new dealer accounts that align with CALI’s brand and distribution strategy. • Maintain a healthy pipeline of prospects and opportunities through consistent outreach and follow-up. • Identify and develop new business opportunities aligned with CALI Floors’ multi-channel sales model and branding/distribution strategy. Customer Relationship Management • Build and manage relationships with key customers and prospects to ensure long-term retention and growth. • Conduct regular in-person dealer visits for product training, support, merchandising, and business reviews. • Partner with customers to drive their success through product recommendations, marketing support, and sales strategies. • Address and resolve customer concerns, ensuring a positive experience and long-term loyalty. • Present the full CALI Floors product portfolio to all key stakeholders: owners, RSAs, designers, project specifiers, and end users. • Dealer Engagement: Enhance relationships by understanding key customer drivers and providing solutions that create mutual value. • Program Partnership: Collaborate cross-functionally to refine and develop dealer programs. Sales Execution & Field Activities • Conduct product demonstrations, showroom trainings, and installation education as needed. • Ensure dealer showrooms remain updated with merchandising, POP materials, samples, and current product information. • Represent CALI professionally at trade events, local promotions, and community activities. • Implement promotional programs, incentive initiatives, and product launch activities within the territory. Reporting, Forecasting & CRM Discipline • Maintain accurate CRM data including account notes, pipeline status, and activity logs. • Provide weekly or monthly regional updates on sales performance, challenges, and opportunities. • Support forecasting efforts by identifying trends, risks, and account-level insights.