Regional Sales Director

Betco Corporation•San Diego, CA

About The Position

The Regional Sales Director drives profitable revenue growth, market penetration, and customer development within an assigned geographic region. The role develops and executes regional sales strategies aligned with Betco’s growth objectives, focusing on expanding sales of Betco-branded and private-label chemical products through the Jan/San distribution channel. The position builds distributor partnerships and creates demand among end users by identifying growth opportunities, developing strategic customer relationships, managing the sales territory, and converting opportunities into sustainable revenue. The role owns regional sales objectives and manages distributor and end-user relationships, commercial execution, sales activity, CRM records, forecasts, expenses, demonstration equipment, and product inventory. It partners with internal teams to support customers and regional programs, represents Betco at business events, and works with sales leadership on strategic initiatives. Candidates must reside in or around San Diego or Orange County and be able to travel extensively throughout the assigned territory.

Requirements

Minimum of 3–5 years of progressive B2B sales experience with demonstrated success achieving or exceeding revenue goals.
Strong consultative and solution-selling skills.
Demonstrated prospecting and new-business-development capabilities.
Strong presentation, negotiation, and relationship-management skills.
Ability to analyze sales data and translate insights into actionable sales strategies.
Strong organizational and territory-management skills, including the ability to independently prioritize competing demands.
Proficiency with Microsoft Office applications, including Outlook, Word, PowerPoint, and Excel.
Experience utilizing CRM technology.
Ability to work independently in a field-based environment while collaborating effectively with a broader sales organization.
Ability to operate a computer and other business technology for extended periods.
Ability to travel approximately 50%–75%, including regular regional travel and occasional overnight travel.
Ability to transport and demonstrate products and equipment as required for customer-facing sales activities.
Valid driver’s license and ability to meet company driving requirements.

Nice To Haves

Bachelor’s degree in Business, Sales, Marketing, or a related field; equivalent education and relevant experience will be considered.
Experience in the Jan/San, commercial cleaning, chemical, equipment, distribution, or related industry.
Experience developing distributor relationships and generating demand at the end-user level.
Experience managing a multi-state or geographically dispersed sales territory.
Salesforce experience.
Candidates residing in or around San Diego or Orange County.

Responsibilities

Own and achieve annual regional revenue, profitability, distribution, and end-customer sales objectives.
Develop and execute a regional sales plan to increase market share, account penetration, and revenue across key product categories.
Analyze sales performance, product-category penetration, customer trends, competitive activity, and market opportunities to identify growth areas.
Generate end-user demand through prospecting, demonstrations, product trials, presentations, facility assessments, and solution-based selling.
Build and maintain a pipeline of distributor and end-user opportunities and move opportunities through the sales process.
Identify new business opportunities within existing accounts and develop new distributor and end-user relationships.
Maintain accurate sales forecasts and communicate opportunities, risks, and market changes to sales leadership.
Develop strategic growth plans with key distributor partners, including Gold and Silver Distributors.
Build relationships with distributor ownership, sales leadership, sales representatives, and key end-user decision-makers.
Partner with distributors to increase Betco product knowledge, sales activity, and share of wallet.
Conduct joint sales calls and field activity with distributor sales representatives to generate end-user demand.
Serve as a liaison among customers, distributors, and Betco departments to support responsive service and effective execution.
Support corporate and national account initiatives in the assigned geography and ensure local implementation and customer support.
Address channel conflicts, MAPP issues, and pioneering opportunities in accordance with Betco policies and sales strategy.
Execute pricing strategies and manage contracts, programs, and commercial agreements with distributors and end customers.
Implement regional sales promotions, product launches, and marketing programs.
Manage promotional funding and PFA expenditures to maximize return on investment and support regional objectives.
Partner with Marketing, Sales Operations, Customer Service, Technical Services, Product Management, and other internal teams to deliver a strong customer experience.
Provide market intelligence about competitors, pricing, customer needs, product opportunities, and industry trends.
Maintain meaningful end-user and distributor-facing sales activity throughout the region.
Use Salesforce to document customer interactions, sales opportunities, pipeline activity, distributor feedback, competitive intelligence, and follow-up actions.
Maintain accurate, current opportunity information for forecasting and business planning.
Use sales data and CRM insights to prioritize opportunities, identify gaps, and improve regional performance.
Manage travel and entertainment expenses within established budgets.
Maintain demo equipment and product inventory, ensuring effective utilization, inventory turnover, and accountability for company assets.
Apply sound financial judgment to pricing, promotions, samples, demonstrations, and customer investments.
Represent Betco at customer meetings, distributor events, trade shows, industry events, and other business functions.
Collaborate with sales leadership and cross-functional partners on strategic initiatives and special projects.
Perform other duties as assigned by the Senior Director of Field Sales and Training, EVP of Sales, or other senior leaders.