Regional Sales Director, Territory Sales

Fictiv

5d•$240,000 - $280,000

About The Position

The Regional Sales Director is the frontline leader of a territory squad of six to eight field account executives and sales support within MISUMI Americas’ national Territory Field Sales organization. The Director owns a defined territory sales plan and revenue number, leads quota-carrying account executives, and personally engages with strategic customers. The role reports to the Vice President, Territory Sales and partners with the Emerging Accounts team on territory coverage and account development. The Director coaches the team to move beyond responsive, transactional, product-led catalog selling toward consultative, value-based selling across MISUMI’s Custom, Configurable, and Standard components. The role combines hiring, coaching, and developing sellers with in-the-field customer engagement to expand installed-base share of wallet, build durable relationships with plant and engineering leadership, and grow territory market share. The role involves approximately 50% field activity, including customer visits, ride-alongs, trade shows, and industry events, and approximately 50% annual travel within the territory and across the U.S. The work environment includes standard office or remote work, computer use, video calls, and phone work, along with visits to customer plant floors and manufacturing facilities. The role also maintains and contributes to the Quality Management System (QMS).

Requirements

8–12+ years of progressive B2B sales experience in manufacturing or a technology-driven environment.
3–5+ years in a sales leadership role, managing field sales teams across large territories.
Proven track record of meeting or exceeding sales targets in a leadership capacity.
Direct experience shifting a transactional or catalog-driven sales motion toward consultative, full-solution, value-based selling, with measurable results.
Deep understanding of the manufacturing lifecycle, supply chain, and mechanical or precision components.
Operating rigor in CRM/Salesforce discipline, pipeline analytics, territory design, and structured qualification such as MEDDPICC or equivalent.
Outstanding coaching, communication, executive presence, negotiation, and presentation skills.
Ability to travel approximately 50% annually in-territory and across the U.S. for customer visits, ride-alongs, trade shows, industry events, team meetings, and off-sites.
Ability to travel by air and ground, visit customer plant floors and manufacturing facilities, and attend trade shows and industry events.

Nice To Haves

Bachelor's degree in Business, Engineering, or a related field; an MBA is a plus.
Experience in industrial distribution, factory automation, precision components, or capital equipment, such as at Grainger, Fastenal, MSC, Parker, Bosch Rexroth, SMC, Festo, Kennametal, or similar.
Experience selling a multi-product solution, such as custom, configurable, and standard offerings, rather than a single-line catalog.
Fluency in the MRO and plant-floor buyer and the behaviors being transformed.
Comfort applying AI and modern sales tools to seller productivity and account prioritization.
A player-coach orientation, with energy for developing sellers and working in the field.
Grit, bias to action, comfort experimenting and learning quickly, and ability to lead through change.
Directness, honesty, accountability, ownership of outcomes, and openness to challenge.

Responsibilities

Build, lead, coach, and scale a high-performing territory squad of 6–8 field account executives and sales support.
Recruit, develop, and retain sales talent in partnership with HR, maintaining a clear performance bar.
Coach account executives on using technical, product, and customer knowledge to influence design and purchase decisions and support post-sale satisfaction.
Run a consistent coaching cadence through ride-alongs, deal reviews, and one-on-ones tied to pipeline and attainment.
Own the territory revenue number, including forecast accuracy, pipeline coverage, and squad quota attainment.
Set and manage territory coverage, account tiering, and account executive quotas in partnership with the Vice President, Territory Sales.
Establish operating rigor through CRM/Salesforce discipline, pipeline inspection, win/loss reviews, and KPI tracking.
Identify territory or seller performance issues early and implement a clear intervention plan.
Lead the shift from transactional, catalog-led selling to consultative, value-based selling.
Coach the team to sell Custom, Configurable, and Standard components rather than defaulting to standard-catalog selling.
Embed MEDDPICC-based discovery and qualification in everyday deal management.
Call on customer decision-makers, including executives, design engineers, and procurement leaders, and present compelling value propositions.
Grow adoption, expansion, retention, and share of wallet across the installed base.
Build executive-level relationships with strategic accounts and serve as an escalation point for high-impact situations.
Manage account health and mitigate churn and attrition risk across the territory.
Identify and pursue new business and key-account opportunities to grow territory market share.
Implement scalable processes, playbooks, and tools for pipeline management, onboarding, and account management.
Partner with Marketing, Product, Operations, and the broader commercial team to align offerings with territory needs.
Spend roughly 50% of time in the field with customers, at trade shows and industry events, and alongside account executives; stay current on trends and competitor activity.
Maintain and contribute to the Quality Management System (QMS).