Territory Manager (Distributors)

Sharp & Carter; Brisbane; On-site; AUD 90,000 - 130,000; Full time

Job summary

Sharp & Carter is seeking a driven Territory Sales Manager – Distributors to grow our Queensland market across distributors, trade customers, and key accounts. You will manage an established territory with field visits, build long‑term trade relationships, and drive revenue through a consultative, value‑based approach.

You’ll work face‑to‑face with customers from initial engagement through product training and ongoing support, travelling across Queensland to maximise sales opportunities and

Qualifications

• Proven success in B2B territory sales or account management in construction/building products.
• Experience selling through distributor channels with margin management.
• Strong consultative selling skills and ability to influence decision makers.
• Excellent communication, negotiation, and presentation skills.
• Highly organized with territory planning, time management, and forecasting skills.
• Able to work autonomously within a national sales team.
• Comfortable using CRM systems and sales reporting tools.
• Willingness to travel regularly across Queensland; valid driver’s licence.
• Technical mindset with ongoing product/industry knowledge development.

Responsibilities

• Build and maintain relationships with distributors, trade customers, and key accounts in Queensland.
• Drive revenue and gross profit by achieving sales targets while protecting margins.
• Identify and secure new business opportunities through prospecting and market research.
• Conduct regular face-to-face visits to maximise time in market.
• Present tailored product solutions, pricing proposals, and recommendations.
• Deliver product training and technical support to customers and their teams.
• Support go-to-market initiatives, product launches, and promotions in the distributor network.
• Maintain CRM records, forecasts, and pipeline activity.
• Monitor market trends and competitor activity to inform strategy.
• Attend trade shows and industry events as required.
• Collaborate with internal teams to deliver seamless customer outcomes.

Skills

B2B Territory Sales

Distributor Channels

Consultative Selling

Negotiation

Communication

Territory Planning

CRM Proficiency

Travel Across QLD

Technical Mindset

Job description

About the Role

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.