Builder Territory Manager

Builder Territory Manager

Job Description

Riggs Distributing, Inc. is a luxury appliance distributor based in Burlingame, California. We distribute Sub-Zero, Wolf, Cove, and Best Hoods appliances throughout Northern California, Western Nevada, and Hawaii. Our core focus is to deliver exceptional support through quality interactions and amazing experiences. 

Riggs Distributing, Inc. is growing, and this growth is driven by an expanding team of smart, motivated, and caring individuals. Our special and unique culture is of utmost importance and is essential to the success and growth of our team. The most important asset in our organization is the team that shows up to work every day with a positive attitude. To succeed in this, we are adamant about adding the right individuals to our team who will support and protect our core values. 

This is a full-time (40 hour/week), exempt position, reporting directly to the Vice President with no direct reports. 

Position Summary

As a member of the Outside Sales Team, the Builder Territory Manager (BTM) works with production home builders, developers, and the broader trade community to secure placement of Sub-Zero, Wolf, Cove, and Best Hoods appliances in residential projects across Northern CA, Western NV and Lake Tahoe. The BTM is responsible for developing new business, deepening strategic relationships, and driving specification and sales opportunities with residential home builders and their design, sales, and construction teams. A successful BTM can work independently and within a collaborative framework, communicates the value of our brands and our distributorship with clarity and confidence, and is highly organized, motivated, and goal oriented. 

Beyond securing the sale, the BTM remains the primary point of contact throughout the project lifecycle, ensuring a seamless customer experience from sale to installation and closeout. This includes coordinating internally to ensure accurate product ordering, facilitating scheduling with delivery and installation partners, conducting pre‑installation site reviews to confirm site readiness, and proactively addressing issues to keep projects on track. 

Responsibilities, Expectations, and Key Processes

The BTM develops and executes territory strategies to gain access to key firms and decision-makers, with a structured plan to meet or exceed sales goals and drive specification of our products in new residential developments. Market research and networking are core to the role. The BTM identifies and engages principals, project managers, sales teams, and field superintendents within builder and developer accounts, and actively prospects architects, interior designers, kitchen designers, and other trade partners to expand influence across the ecosystem. 

Training and education are ongoing responsibilities. The BTM ensures accounts are current on product lines, programs, services, and company values through regular, well‑planned training sessions, with a particular focus on onboarding and educating new trade affiliates. The BTM communicates consistently and professionally as the voice of the company, exercises sound judgment in resolving escalations and complaints from end users and accounts, and coordinates with internal teams on delivery, installation, and site readiness to safeguard the customer experience. 

End‑to‑end project stewardship is essential. Once a builder program or project is sold, the BTM remains the client’s primary touch point and cross‑functional liaison. The BTM collaborates closely with ordering, logistics, delivery, installation, and service teams to ensure product configurations are accurate, lead times are managed, schedules are met, site conditions are verified, and installation proceeds smoothly. As part of this stewardship, the BTM conducts pre‑installation site reviews to confirm measurements, utilities, ventilation, clearances, and other critical prerequisites; documents findings; and aligns stakeholders on any required remediation prior to delivery and installation.

Field presence and relationship cultivation are central to success in this role. The BTM conducts regular on‑site visits across an extended territory, schedules, organizes and participates in client entertainment and business development activities consistent with company policies and budgets, and participates in industry events and builder programs to build brand advocacy and pipeline. Given the breadth of the territory, the BTM plans travel efficiently, including periodic multi‑day trips and overnight stays to maximize coverage of outer‑area prospects and active projects. 

The BTM models the company’s Guidelines for Success. The role demands grit and ownership, intellectual curiosity, polished communication, anticipatory problem solving, and the ability to listen, influence, and build trust‑based relationships. The BTM thinks critically, connects insights from data and the field, and prioritizes actions that create measurable impact for both customers and the company. 

Job Requirements

3+ years of outside sales experience are required. The BTM must be able to work independently in the field and collaboratively with management, possess strong networking and relationship‑building skills, and demonstrate a sustained commitment to excellence in customer service throughout the entire sales and installation lifecycle. Experience with PowerBI is a plus. Affiliations with NKBA, AIA, NARI, ASID, and BIA are valuable. Strong listening, problem‑solving, organizational, and time‑management skills are essential, as is proficiency with Microsoft Word, Excel, PowerPoint, and Outlook. Regular ability to drive extended distances to meet current and prospective clients is required, and the BTM must be comfortable using computers, calendaring systems, and sales, client, and project‑management software to collaborate effectively with internal teams and provide sales management with clear visibility into business‑development efforts. 

This role requires extensive in‑territory travel across Northern CA, and occasional multi‑day trips with overnight stays to service outer‑area opportunities efficiently. Availability for occasional nights and weekends is required for client events, builder programs, and jobsite coordination, along with up to twice‑yearly travel to Madison, Wisconsin for training. A clean driving record is required.

Physical Requirements 

The role requires being able to operate a motor vehicle safely for extended periods of time; regular sitting, walking, talking, visual review and hearing: as well as occasional stooping, kneeling, bending, and repetitive motions. The BTM must be able to occasionally lift and/or move up to 25 lbs and perform tasks requiring moderate dexterity and hand/eye coordination. When visiting jobsites, the BTM follows all site‑specific safety requirements. 

Guidelines for Success

The BTM demonstrates grit, curiosity, and polished communication; listens actively and influences with integrity; anticipates needs and contributes valuable ideas; prioritizes impact for both customers and the company; acts with ownership; and collaborates effectively to drive results and create exceptional experiences.