Regional Sales Manager

The Regional Sales Manager is responsible for driving sales efforts across the region, with a focus on meeting and exceeding market share and sales targets. Hiring, training, motivating, and proactive management of the sales team are all required, as well as strategic account management and active engagement in marketing efforts. Finding and developing new customers is as important as maintaining relationships with existing accounts, and both strategies are required to meet sales goals. The RSM uses the company’s CRM as a tool to manage their team’s contacts, accounts, quotes, and opportunities and ensure that the team is using the CRM to guide daily activities.

The Regional Sales Manager must collaborate with the other Sales, Sales Ops, Ops, and Marketing managers and directors to be effective. The Regional Sales Manager split reports to the Regional Sales Director and manages a team of 5-10 sales representatives in the territory.

ESSENTIAL DUTIES

Sales management:

• Manage team to ensure all activity (e.g., customer visits, quotes), market share, and sales targets are exceeded.
• Build a culture of achievement and excellence through relentless focus on results.
• Review proposals to ensure high quality and match with customer needs.
• Conduct sales meetings at high priority key and target accounts.
• Lead daily sales huddles and other meetings to ensure effective prioritization.
• Coach reps during and after ride along sessions.

Strategic Account Planning:

• Lead strategic account planning, ensuring the team develops structured plans using LinkedIn, industry, intel, and customer research to define a targeted go to market plan tailored to specific accounts.
• Serve as a thought partner with corporate sales & strategy team to define and implement sales strategy.

General Management:

• Manage, recruit, and hire all open sales positions in territory.
• Coach, motivate, review, and manage all sales personnel in territory.
• Ensure all team members are adequately trained internally and externally by suppliers to be the best, most expert reps in the industry.
• Review and approve sales orders & commissions.
• Work with A/R Manager to make sure all past due accounts are handled properly by the sales team.