Mount to Coast, Eastern (or Western) Territory Manager
About Mount to Coast
Mount to Coast is an award-winning performance running brand creating innovative shoes for athletes who transcend distance. Mount to Coast is experiencing strong growth in the US with wholesale distribution increasing from 19 Specialty accounts at the end of 2024 to over 300 in July 2026. We have award winning road, hybrid, and trail shoes targeted at the needs of ultra runners but perform for all types of runners and walkers.
About the Role
The Eastern (or Western) Territory Manager will manage all Mount to Coast Wholesale Sales and Retail Marketing activities in the Eastern US including managing 7 of our Independent Sales Reps and future Tech (Rep) Crew. The role requires the ability and willingness to manage and plan as well as roll up your sleeves and travel to execute at retailers and events. This person will build and maintain strong relationships with Sales Reps and Accounts, take initiative to solve problems and take advantage of opportunities, collaborate with other departments to get the required resources to achieve sales objectives.
The Territory Manager will set annual and quarterly goals for their territory and review them quarterly with the Country Manager and individual Sales Reps. This role requires 5+ years of experience with 2+ years working in the US Run Specialty Channel with pre-existing strong retailer relationships. Strong spreadsheet and written communication skills are mandatory. This role could be perfect for an experienced Sales Rep or Tech Rep who is looking for the next challenge.
Reports to: Country Manager
Location: Newton, MA preferred; remote considered
Travel: Up to 50% during peak sell-in seasons
Why this role matters:
You are connecting Mount to Coast to the soul of the running community – run specialty stores and their customers – and your work will directly improve our relationship with these retailers. You will be supporting our Independent Sales Reps who are on the front lines helping, supporting, and persuading these retailers to partner more closely with Mount to Coast.
Key Responsibilities:
- Manage Team of Independent Sales Reps (ISRs) to achieve Sales Targets at Run Specialty (and Outdoor Specialty and Comfort Footwear) Channel
- Recruit, train, and coach Independent Sales Reps to meet and exceed sales goals
- Develop territory business plans with clear acquisition and growth targets
- Conduct semi-annual performance reviews to recap ISR results
- Manage Territory Expense Budget and allocate to highest value projects
- Travel with and train reps to ensure consistent brand communication and sales presentations
- Build strong relationships with key accounts
- Enable Sales Team to hit Territory Plans and build relationships with retailers
- Support Sales Reps with hands-on day-to-day troubleshooting, problem solving, and requests. Work with HQ Operations team to get answers and solve problems
- Develop local activations (e.g. demo runs) for Sales Reps to implement to drive sales and strengthen relationships with retailers, ultramarathon race directors, and run groups
- Plan and execute race expos, medical outreach programs, and other programs to drive sales with local retailers
- Give input and support for Seasonal and Trade Shows and Programs
- Collaborate with internal Cross-Functional Teams to help build the brand
- Collaborate Operations team to improve and optimize standard systems & processes to support Sales team
- Collaborate with Marketing/Brand teams to get necessary support for Run Specialty Channel. This includes In-store POP, SWAG, and digital assets
- Summarize US retailer and consumer feedback to inform product, marketing, and operations teams work
- Collaborate with Country Manager on planning and supporting Sales Meetings, Trade Shows and Key Account Meetings
- As is the nature of start-ups, additional responsibilities will arise as the business grows
Job Requirements:
- 5+ years work experience including 2+ years in US Run Specialty Channel with pre-existing strong retailer relationships in Eastern US
- Entrepreneurial mindset –positive can-do attitude, problem solver. Desire to help others, drive to make the required change happen
- Strong verbal and written communication skills
- Excellent organizational skills and ability to multi-task
- Advanced working knowledge of spreadsheets (e.g. Excel)
- Able to think strategically to develop plans; willing/able to roll up sleeves to implement
- Collaborative leadership style; able to lead initiatives and support team efforts as needed
- Ability to travel as required to support Sales Team and Company needs – up to 50% during peak sell-in seasons
- Passion for ultra / long distance running
- Bachelor's degree in a related field is required.
- Ideally located within commuting distance to Newton, MA but will consider strong remote candidates
- Reading/Speaking Mandarin is a plus
Salary + Benefits
Salary: The range is $75k-$100k depending on experience
Benefits: At this time, this position is 1099 and there are no benefits offered
Bonus: Target is 8% with range of 0 to 16% - based on company and individual OKRs
Stock Options: No guarantees – potential for stock options after Year 1
Travel: Travel will be reimbursed
Probation: This role has a 3 Month Probation Period
How to Apply:
Please email your resume and a 1-2 page “First 180 days” Plan (guidelines below) with the subject line “Western Territory Manager” or “Eastern Territory Manager” to: career [at] mounttocoast [dot] com.
First 180 Days Memo
Here is your chance to show off your experience/knowledge of the Run Specialty channel and written communication skills. Please write a 1-2 page memo that outlines your plan for your “First 180 days” as Eastern or Western Territory Manager. Please include the following:
- Development of Territory Plans – sales goals and event plans – incl. data/analysis
- Management Style & Communication with Reps incl. planning/organizing tools
- Time/Resource Allocation
- Any other relevant info