District Sales Manager | Japanese Building Materials Company

A leading Japanese building materials company located in Glen Allen, Virginia is seeking a District Sales Manager to oversee and drive sales in the Northeastern United States.

Territory: Northeastern United States (Connecticut, Maine, Massachusetts, New Hampshire, Rhode Island, Vermont, New York, Northern New Jersey)
**Territory assignments are subject to change based on business needs and organizational priorities

This is a remote-based role with regular travel required across the assigned region, and occasional travel to the headquarters in Japan &   USA headquarters and plant facilities.

<Summary>
Seeking an experienced and motivated District Sales Manager (DSM) to lead and grow sales of our fiber cement siding products and other exterior architectural materials within an assigned territory.
The DSM will drive district strategy, build relationships with architects, contractors, developers, distributors, and channel partners, and lead efforts to get the company’s  products specified and installed in commercial and residential construction projects.

<Key Responsibilities>
The duties listed below are representative but not exhaustive. The DSM may be required to perform additional responsibilities as business needs evolve.
①Sales Growth & Territory Management
• Develop and execute a district sales plan to meet or exceed revenue, profit, and market share targets
• Identify and pursue new business opportunities through cold calling, networking, and lead generation
• Build and maintain a healthy project pipeline from design to construction phase
• Conduct product presentations, lunch-and-learns, and jobsite visits together with sales representatives and the sales manager
• Develop strong knowledge of competitor offerings and create value-driven proposals
• Expand awareness of company’s USA’s products within the assigned territory through presentations, local events, and targeted outreach campaigns
• Plan, implement, and continuously refine sales strategies using the PDCA (Plan-Do-Check-Act) cycle:
Plan: Formulate sales strategies based on market analysis, customer segmentation, and company goals
Do: Execute action plans including customer engagement, partner collaboration, and promotional initiatives
Check: Monitor KPIs, customer feedback, and sales metrics to evaluate performance against targets
Act: Adjust strategies and tactics based on results, insights, and lessons learned to drive continuous improvement
• Key Performance Indicators (not limited to): Quarterly and annual sales revenue vs. target,  Number of active accounts and projects
added per quarter,  New lead conversion rate, Territory growth in market share, Number of outreach activities focused on product
awareness (e.g., seminars, presentations, follow-ups),  Change in unaided/assisted brand awareness in the assigned territory
②Channel & Partner Management
• Recruit, train, and support third-party independent sales representatives and distributors
• Actively manage and develop reps to align with the company’s USA’s district goals, product strategies, and performance expectations
• Leverage each rep’s established customer relationships and district market presence to increase revenue, profit, brand awareness, and market share
• Monitor rep and distributor performance and provide ongoing coaching and tools to achieve results
• Work closely with channel partners to improve specification rates, quoting accuracy, and close ratios
• Conduct regular joint customer visits, performance reviews, and business planning session
• Key Performance Indicators (not limited to): Channel partner performance vs. sales quota,  Specification win rate through
partner-led efforts, Rep engagement and training completion rate, Partner satisfaction and retention rate
③Customer Relationship Development
• Cultivate and manage relationships with architects, specifiers, general contractors, developers, installers, distributors, and building owners
• Provide technical sales support and consultative guidance through the design and bidding process
• Collaborate with planning and technical teams to deliver customized project support and solutions
• Represent the company’s USA at trade shows, industry events, and networking functions
• Key Performance Indicators (not limited to): Number of client meetings and presentations conducted monthly, Frequency of in-person
or virtual meetings with key customers within the assigned territory, Progress in relationship development with top-tier or target accounts,
Rate of client retention and repeat business, Customer satisfaction survey scores, Percentage of specifications converted into orders
④Sales Representative Supervision & Development
• Provide direct supervision and mentoring to assigned sales representatives within the territory
• Support sales representatives in building district strategies and executing sales initiatives
• Monitor performance, provide regular feedback, and guide professional development plans
• Ensure alignment with company sales goals, values, and reporting practices
• Key Performance Indicators (not limited to):  Sales performance of sales representatives relative to individual targets, Frequency and
quality of coaching sessions and ride-alongs,  Team engagement, development, and retention rates,  Improvement in territory coverage
and customer satisfaction under each sales, representative’s area.
⑤Cross-functional Collaboration
• Partner with Marketing to execute campaigns, product launches, and local promotions
• Provide voice-of-customer feedback to Product Development and Operations
• Work with Customer Service, Logistics, and Plant teams to ensure high satisfaction among customers and distributors, and to support timely and accurate delivery

• Maintain accurate CRM records, sales forecasts, and activity reports
• Key Performance Indicators (not limited to):
o Accuracy and timeliness of CRM data entry
o Cross-department issue resolution time
o Number of VOC (Voice of Customer) insights shared with HQ
o Sales forecast variance percentage

<Qualifications Required>
•Must have authorization to work in the United States.
• Bachelor’s degree in Business, Marketing, Architecture, Construction Management, or a related field
• 5+ years of proven B2B sales experience in building materials, façade systems, cladding, or architectural products
• Experience working with architects, contractors, developers, and distributors
• Strong negotiation, presentation, and relationship-building skills
• High level of self-motivation, strategic thinking, and accountability
• Proficiency with Microsoft Office and CRM systems (e.g., Salesforce, HubSpot)
• Valid US driver’s license and clean driving record
• Valid US passport

<Preferred>
• Knowledge of fiber cement products, rainscreen systems, or exterior envelope solutions
• Experience getting products specified in commercial projects
• Existing network within the AEC (Architecture, Engineering, Construction) community
• Bilingual skills (English/Japanese or English/Spanish) a plus

<Working Conditions>
• This is a remote position, based within the assigned region
• The position involves traveling approximately 50% of the time to visit customers, reppartners, and job sites
• Must be able to conduct site visits in a construction environment with appropriate PPE
• Periodic travel to company headquarters (Redmond, WA) or plant (Glen Allen, VA) is expected
• Home office setup required, with ability to manage administrative tasks independently

【Keywords】
・Sales Manager
・B2B Sales（Building materials, façade systems, cladding, architectural products）
・Architects, contractors, developers, and distributors