Territory Development Manager

Who We Are Mishimoto’s mission is to empower automotive enthusiasts through engineered solutions that elevate performance, reliability, and design — enabling them to push their vehicles further with confidence. Our foundation is in performance cooling, but our mission extends to any engineered product that meaningfully improves the vehicles our customers care deeply about. We build for people who are part of the car community — who modify, upgrade, and obsess over their vehicles as a form of self-expression. Our vision is to become the trusted performance partner for automotive enthusiasts worldwide. Job Summary The Territory Development Rep (TDR) is Mishimoto’s boots-on-the-ground presence in the field — the person who turns a wholesale distributor relationship into real sell-through at the shop counter. This is a net-new field role built specifically to drive pull-through demand: working shops directly, riding alongside WD outside reps, training counter staff and installers, and representing Mishimoto at events across the territory. The TDR does not own the WD’s commercial relationship (that’s the Account Manager’s job) — they own getting Mishimoto product moving off the shelf and into vehicles. Each territory includes WD and prospect accounts in both the US and Canada, so this role requires regular cross-border travel. Primary Responsibilities Field Sales & Shop Visits Independently visit installer shops, retailers, and other accounts within the territory to build relationships, check merchandising, and drive product awareness. Prioritize which shops and WD branches to visit using the regional coverage map and order-density data, rather than covering the territory evenly. Identify shops in-territory that don’t currently carry Mishimoto and work with the relevant WD to get them onboarded. Execute point-of-purchase merchandising and displays at shop counters where applicable. Wholesale Distributor Partnership Ride along with WD outside sales reps on their regular routes to jointly call on shops and dealers. Serve as the WD’s go-to Mishimoto field contact — not just a periodic ride-along guest, but a known, responsive partner between visits. Deliver product and fitment training sessions to WD inside staff, outside reps, and shop technicians. Provide first-line answers to installer and counter questions on fitment, install issues, and warranty, escalating to Customer Experience as needed. Events & Trade Shows Staff and run the Mishimoto booth at regional trade shows, car shows, and events where Mishimoto has its own presence. Represent Mishimoto inside a WD’s or dealer’s booth at events where Mishimoto does not have a standalone presence. Coordinate event logistics and local sponsorships with Marketing, including transport/setup of booth materials and use of co-op funds where applicable. Territory Planning & Reporting Maintain a visit cadence plan for the territory’s shops and WD branches, in coordination with Sales Operations. Log shop visits, training sessions, competitive intelligence, and field product feedback in CRM. Report territory activity and sell-through trends to the Director of Sales on a regular cadence. Cross-Functional Collaboration Coordinate with the Account Manager responsible for the territory’s WD relationships to keep sell-in and sell-through messaging aligned. Partner with Sales Operations on coverage map upkeep, onboarding materials, and territory data. Complete new-hire onboarding and ongoing product training to stay current on the full catalog and new product launches — credibility in the field depends on it. Success Metrics Metric Target / Focus Territory sell-through revenue Quarter-over-quarter growth in the assigned territory Shop visit cadence Consistent coverage per the territory visit plan WD training sessions delivered Regular cadence per WD branch / quarter New shop accounts onboarded Net-new shops added per quarter Event participation Booth coverage at key regional events CRM / reporting dis…