Territory Manager (Distributors)

Sharp and Carter; Brisbane; On-site; AUD 90,000 - 110,000; Full time

Job summary

Sharp and Carter in Queensland seeks a Territory Sales Manager – Distributors to drive growth across the region by building strong partnerships with distributors, trade customers, and key accounts. You’ll manage an established territory, identify opportunities, protect margins, and strengthen loyalty through a consultative, value-driven approach.

You will be the face of the business in-market, engaging customers from initial contact through product training, implementation, and ongoing support.

Qualifications

• Experience in B2B territory sales or account management.
• Proven ability to sell through distributor/reseller channels.
• Strong consultative selling skills and ability to influence decision-makers.

Responsibilities

• Build and maintain relationships with distributors, trade customers, and key accounts across Queensland.
• Drive revenue and gross profit by achieving sales targets while protecting margins.
• Identify and secure new business opportunities through proactive prospecting and territory planning.
• Conduct regular face-to-face customer visits to maximise time in market.
• Present tailored product solutions, pricing, and commercial recommendations.
• Deliver product training and technical support to customers and their teams.
• Support go-to-market initiatives, product launches, and promotions within the distributor network.
• Maintain CRM records, call reports, forecasts, and pipeline activity.
• Monitor market trends, competitor activity, and pricing intelligence for strategy.

Skills

B2B sales

Distributor sales

Consultative selling

Communication

Negotiation

Presentation

Territory planning

CRM

Travel willingness

Job description

An exciting opportunity exists for a driven and relationship‑focused Territory Sales Manager – Distributors to join a well‑established provider of specialised building solutions within the wall and ceiling systems market.

This role is responsible for driving profitable growth across Queensland by developing strong partnerships with distributors, trade customers, and key accounts. You’ll manage an established territory while actively identifying new opportunities, protecting market share, and strengthening customer loyalty through a consultative, value‑driven sales approach.

You will be the face of the business in market—working closely with customers from initial engagement through to product training, implementation, and ongoing support. If you enjoy autonomy, face‑to‑face selling, and building long‑term trade relationships in a technical environment, this role offers a rewarding next step in your sales career.

Duties

• Build and maintain strong relationships with distributors, trade customers, and key accounts across the Queensland territory, acting as the primary point of contact.
• Drive revenue and gross profit growth by achieving and exceeding sales targets while protecting margin.
• Identify and secure new business opportunities through proactive prospecting, market research, and structured territory planning.
• Conduct regular face‑to‑face customer visits, planning travel efficiently to maximise time in market and sales outcomes.
• Present tailored product solutions, pricing proposals, and commercial recommendations based on customer needs and project requirements.
• Deliver product training and technical support to customers and their sales teams to increase product knowledge and sell‑through.
• Support go‑to‑market initiatives, product launches, and promotional activity within the distributor network.
• Maintain accurate CRM records, call reports, forecasts, and pipeline activity to support sales planning and performance tracking.
• Monitor market trends, competitor activity, and pricing intelligence, providing insights to support strategic decision‑making.
• Attend trade shows, industry events, and customer open days as required.
• Work collaboratively with internal teams across sales, marketing, finance, and operations to deliver seamless customer outcomes.

Skills & Experience

• Proven success in B2B territory sales or account management, ideally within construction materials, building products, or trade supply.
• Experience selling through distributor/reseller channels, with a strong understanding of margin management and pricing structures.
• Strong consultative selling skills with the ability to influence decision‑makers and build trusted, long‑term customer relationships.
• Excellent communication, negotiation, and presentation capabilities.
• Highly organised with strong territory planning, time management, and forecasting skills.
• Comfortable working autonomously while contributing to a collaborative national sales team.
• Confident using CRM systems and sales reporting tools.
• Willingness to travel regularly across Queensland; current driver’s licence required.
• A technical mindset with the ability and desire to continually build product and industry knowledge.

About the Company

This organisation is a well‑established and highly respected provider of wall and ceiling systems, supplying innovative, compliant, and high‑quality solutions to the commercial construction and building sectors. With a strong focus on customer service, product quality, and long‑term partnerships, the business works closely with distributors and trade professionals to deliver reliable solutions from concept through to completion.

Known for its ethical approach, collaborative culture, and commitment to continuous improvement, the company offers a stable and supportive environment for high‑performing sales professionals.