Regional Sales Manager - Central

Ironclad Powered by Mersino•Auburn Hills, MI

2d•$100,000 - $120,000•Hybrid

About The Position

The Regional Sales Manager (RSM) is responsible for driving profitable revenue growth across an assigned region by leading, coaching, and developing a team of Outside Sales Representatives while building a consistent, disciplined sales strategy across multiple branch locations. This role combines sales leadership, field coaching, strategic account development, pipeline management, and market expansion. The RSM will work closely with Regional Vice Presidents, Branch Managers, Operations, Inside Sales, Estimating, and other sales leaders to identify opportunities, strengthen customer relationships, improve sales execution, and ensure the region achieves its revenue and growth objectives. The ideal candidate is a hands-on sales leader who understands that effective leadership happens in the field. They can coach an experienced sales team, develop emerging talent, analyze performance and pipeline data, and step into key customer opportunities when needed.

Requirements

5+ years of progressive B2B sales experience, preferably within industrial services, construction, equipment rental, pumping/dewatering, environmental services, or a related industry.
2+ years of experience leading, coaching, or developing sales professionals.
Demonstrated success achieving revenue goals and growing territories or markets.
Strong understanding of prospecting, account development, pipeline management, forecasting, and consultative selling.
Ability to coach both experienced sales professionals and developing talent.
Strong business acumen with an understanding of revenue, margin, pricing, and customer profitability.
Ability to build relationships with customers ranging from field-level contacts to senior decision-makers.
Strong written and verbal communication, presentation, negotiation, and leadership skills.
Experience using CRM systems and Microsoft Office, including Excel.
Ability and willingness to travel regularly throughout the assigned region.

Nice To Haves

Experience in dewatering, bypass pumping, pump/equipment rental, liquid containment, industrial services, or environmental solutions.
Experience leading sales across multiple branch locations or territories.
Experience selling complex, project-based solutions involving Operations, Engineering, Estimating, or Project Management.
Established relationships within construction, industrial, petrochemical, municipal, or related markets.
Bachelor’s degree in business, Construction Management, Engineering, or a related field, or equivalent industry experience.

Responsibilities

Lead, coach, and develop Outside Sales Representatives across multiple branch locations within the assigned region.
Establish clear sales expectations, goals, and accountability while providing ongoing coaching and performance feedback.
Spend meaningful time in the field with sales representatives through customer visits, jobsite meetings, ride-alongs, and account planning.
Identify individual development needs and create actionable plans to improve prospecting, account management, technical selling, and closing skills.
Support onboarding and development of new sales representatives to accelerate productivity and technical knowledge.
Build a culture of accountability, collaboration, customer focus, and consistent sales execution.
Develop and execute regional sales strategies designed to achieve revenue, margin, and growth objectives.
Identify opportunities to expand market share within existing territories and enter underserved markets.
Partner with sales representatives to develop new business through targeted prospecting and strategic account development.
Identify high-value customers, projects, and market segments with potential for significant regional growth.
Support the pursuit of large, complex, or strategic opportunities involving dewatering, bypass pumping, liquid containment, rental equipment, and related services.
Help expand customer relationships across multiple Ironclad product and service lines.
Maintain visibility into regional pipeline activity, forecasts, customer opportunities, and sales performance.
Conduct regular pipeline and account reviews with the sales team.
Ensure opportunities and customer activity are accurately maintained within the CRM.
Monitor sales KPIs and identify performance trends, gaps, and opportunities for improvement.
Evaluate territory coverage and account penetration to ensure sales resources are aligned with the highest-value opportunities.
Provide accurate sales forecasts and regional performance updates to leadership.
Develop relationships with key regional customers and decisionmakers.
Partner with sales representatives on strategic customer meetings, negotiations, presentations, bids, and major project opportunities.
Help customers understand Ironclad’s full range of capabilities and identify opportunities to provide broader, turnkey solutions.
Support the resolution of customer concerns and ensure strong communication throughout the sales and project lifecycle.
Maintain awareness of competitor activity, market conditions, pricing trends, and emerging customer needs.
Partner closely with Regional Vice Presidents and Branch Managers to align sales strategy with branch capacity, fleet availability, operational capabilities, and financial goals.
Collaborate with Inside Sales, Estimating, Engineering, Project Management, and Operations to develop accurate and competitive customer solutions.
Ensure effective handoffs from sales through project execution.
Partner with Operations and Finance when needed to support change orders, billing, collections, and overall account performance.
Promote communication and collaboration across branches to maximize regional resources and opportunities.
Promote a strong safety culture and ensure sales activities align with company safety expectations.
Demonstrate and reinforce Ironclad’s values through leadership, accountability, and customer interactions.
Lead by example in representing the company professionally with customers, employees, and industry partners.