Job Description
Home Legend - Regional Sales Director
Purpose:
The Regional Sales Director is responsible for driving profitable revenue growth within our retail sales channel across an assigned region, with a dedicated emphasis on hard surface flooring wholesale (vinyl, hardwood, laminate, bamboo). This role leads and develops a team of Territory Sales Managers while directly influencing key retail, distributor, and strategic wholesale relationships. The Regional Sales Director is a hands-on sales leader who blends strategic planning with in-field execution—coaching teams, strengthening retail partnerships, expanding product penetration, and consistently delivering against regional and corporate sales objectives.
Essential Duties and Responsibilities:
-Sales Leadership & Team Development
- Leads, coaches, and develops Territory Sales Managers to consistently exceed regional sales, distribution, and profitability targets
- Sets clear expectations, performance standards, and KPIs; provides ongoing feedback, coaching, and professional development
- Conducts regular field rides, joint customer calls, and skill-building sessions to elevate sales execution, product knowledge, and retail selling effectiveness
- Fosters a performance-driven, accountable, and customer-centric sales culture
-Regional Sales Strategy & Execution
- Develops and executes regional sales strategies aligned with company objectives, retail channel priorities, and market dynamics
- Drives retail-focused initiatives including product launches, merchandising programs, promotions, pricing strategies, and inventory optimization
- Identifies whitespace opportunities, expands retail coverage, and increases share-of-wallet across key accounts
- Oversees discontinued, closeout, or excess inventory programs to maximize revenue and minimize exposure
-Relationship Management
- Builds and maintains strong executive-level relationships with strategic retailers, distributors, and wholesale partners
- Serves as an escalation point for complex customer issues, ensuring timely resolution in collaboration with internal teams
- Partners with customers to develop long-term growth plans, category strategies, and mutually beneficial business solutions
-Market Intelligence & Performance Management
- Analyzes regional performance, market trends, competitive activity, and customer insights to inform strategy and decision-making
- Establishes, tracks, and reports on KPIs and OKRs related to revenue, margin, distribution, promotional effectiveness, and team activity
- Prepares and presents monthly and quarterly performance updates, insights, and recommendations to senior leadership
-Cross-Functional Collaboration
- Collaborates closely with internal departments (e.g., R&D, Sourcing, Sales, Operations, Finance, etc.) and units within (e.g., Marketing, Product Management, Quality, Customer Service) to ensure seamless execution of sales programs
- Provides market feedback to influence product development, assortment strategies, pricing, and go-to-market initiatives
-Entrepreneurial Mindset & Growth Orientation
- Exhibits entrepreneurial spirit with experience operating in start-up, high-growth, or transformation environments
- Comfortable building structure where needed while remaining agile, resourceful, and execution-focused
- Promotes a bottom-up OKR goal-setting approach, ensuring regional and team objectives are aligned with broader corporate priorities while empowering ownership and accountability at the field level
-Travel Requirements
- Extensive travel required (approximately 3 weeks per month) within the assigned region
- Regular field travel with Territory Sales Managers to drive growth and develop key retail and wholesale accounts
- Attendance at customer meetings, trade shows, leadership meetings, and industry events
- Periodic travel to company operating centers for training, planning, and cross-functional collaboration
- Occasional national and international travel as needed
Skills & Experience:
-Required
- 10+ years of progressive outside sales experience, with 4–6+ years in sales management, preferably within hard surface flooring, building materials, or wholesale distribution
- Demonstrated success leading teams to achieve and exceed revenue, margin, and growth targets
- Proven ability to coach, develop, and retain high-performing sales professionals
- Strong analytical, critical-thinking, and problem-solving capabilities
- Exceptional communication, presentation, and relationship-building skills
- Highly organized with strong time management and execution discipline
- Willingness and ability to travel extensively
- Ability to lift up to 50 lbs. of samples or flooring materials
- Preferred
- Deep experience in retail-driven wholesale sales models and multi-tier distribution
- Track record of winning new retail accounts and expanding existing relationships
- Experience managing complex pricing, promotions, inventory transitions, and SKU rationalization
- Strong understanding of merchandising, showroom execution, and retail sell-through drivers
- Entrepreneurial mindset with a bias for action and continuous improvement
Compensation:
- Fixed base salary
- Participation in performance-based bonus program
- Comprehensive benefits for self and dependents including health, dental, vision, life, disability, and supplemental insurance policy options
- 401(k) with company matching
- A broad spectrum of employee assistance resources
- Paid training, IT provisions, and approved expense reimbursement processing
- Time off including vacation, sick, and holiday pay
For more information, visit and
Job Tags