District Sales Manager

Position Purpose

The District Sales Manager owns the commercial performance and people leadership of an assigned group of Plimpton & Hills wholesale branches — serving as the critical link between company strategy and field execution. This role is responsible for driving revenue growth, profitability, and market share across every branch in the assigned market while building the team capability and leadership culture that makes that growth sustainable.

This is a field-facing leadership role. The District Sales Manager is present, visible, and accountable in the branches — coaching Branch Managers, engaging with customers, and ensuring that P&H’s sales strategies are not just communicated but executed with discipline and consistency at the local level. The standard this role sets for its branches is the standard our customers experience every day.

Essential Functions

Sales Growth & Commercial Performance

• Drive year-over-year revenue growth, gross margin improvement, and market share expansion across all assigned wholesale branches
• Develop and execute branch-level sales strategies and action plans aligned with P&H’s overall commercial objectives
• Set clear sales targets and performance expectations for each branch within the assigned market — holding Branch Managers accountable to monthly, quarterly, and annual goals
• Conduct regular business reviews using available data and BI tools to identify performance gaps, revenue opportunities, and corrective actions at the branch and account level
• Own category initiative execution across assigned branches — including new product launches, seasonal promotions, vendor programs, and sales plays
• Partner with the VP of Sales and Director of Sales on market-level strategy, competitive intelligence, and growth opportunities

People Leadership & Branch Management

• LMA (Lead, Manage, and Hold Accountable) all Branch Managers within the assigned market — setting performance standards, conducting regular 1:1s, and owning development plans for each direct report
• Coach, develop, and motivate Branch Managers and their teams to achieve high professional standards and consistently meet sales and EBIT targets
• Participate actively in the recruiting, hiring, onboarding, and development of Branch Sales Associates and Branch Managers — building a strong leadership pipeline within the assigned market
• Coordinate and implement training programs for Branch Sales Associates on product knowledge, customer service standards, and selling techniques
• Foster a culture of accountability, collaboration, and continuous improvement across all assigned branches
• Address underperformance directly and decisively — working with branch teams to develop specific improvement plans and holding individuals accountable to outcomes

Leadership Presence & Field Execution

• Serve as the senior leadership presence across all assigned branches — maintaining consistent visibility, building trust with branch teams, and modeling the behaviors and standards expected at every level of the organization
• Serve as the alignment layer between assigned branches and P&H corporate strategy — ensuring branch teams understand company priorities and are executing against them with clarity and consistency
• Work directly with Branch Managers and local sales teams to develop market-specific strategies, respond to competitive dynamics, and capitalize on emerging opportunities
• Build and sustain credibility with vendors, customers, and branch staff through an engaging leadership style grounded in integrity, accountability, and follow-through
• Represent P&H in the assigned market — maintaining relationships with key customers, trade partners, and industry contacts that strengthen the company’s market position
• Partner cross-functionally with Sales, Operations, and Purchasing leadership to ensure branch teams have the resources, information, and support needed to perform at a high level

Scorecard Metrics

• Assigned branch total revenue vs. budget
• Assigned branch gross margin % and GP$ vs. prior year
• Market share growth across assigned branches
• Branch Manager performance: % of direct reports at or above quota
• Customer retention rate across assigned branch accounts
• Training and onboarding completion rate for Branch Sales Associates
• Leadership pipeline development: internal promotions and talent advancement within assigned market

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

Experience, Education & Skills

• Minimum of seven to ten years of experience in wholesale distribution sales, branch management, or multi-unit sales leadership required
• Proven track record of driving revenue growth and managing teams across multiple locations
• Experience in HVAC, plumbing, hydronics, or related wholesale distribution strongly preferred
• Demonstrated ability to coach and develop Branch Managers and sales associates into high-performing teams
• Strong financial acumen — ability to read and act on branch-level P&L, GP$, and sales performance data
• Excellent communication, organizational, and interpersonal skills — comfortable operating at both the strategic and field level
• Ability to analyze performance data and translate findings into clear, actionable plans
• Self-starter with proven ability to manage multiple locations and priorities simultaneously
• Engaging leadership style that builds and sustains credibility with vendors, staff, colleagues, and customers
• Valid driver’s license required
• Bachelor’s degree preferred; relevant industry experience will be considered in lieu of degree

Physical Requirements

• While performing the duties of this job, the associate is regularly required to stand, sit, talk, hear, and use hands and fingers to operate a computer and telephone keyboard
• Specific vision abilities required by this job include close vision requirements due to computer work
• Sedentary work. Exerting up to 10 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body
• The associate is subject to both environmental conditions. Activities occur inside and outside

Territory & Travel Requirements

•  Responsible for oversight of the North Territory.
• Frequent travel between assigned branch locations is required.
• Regular onsite presence is expected to support branch performance, team development, customer engagement, and execution of company initiatives.

The anticipated salary range for this position is $100,000 - $120,000 annually, with final compensation determined based on experience and qualifications. This position is also eligible to participate in the Company's bonus incentive program.