Regional Sales Manager/Field Sales

Global Industrial

22h

About The Position

The Regional Sales Manager leads a field sales team and helps develop and execute territory sales plans. The role involves working with sales representatives and Sales Executives to set objectives, monitor sales activity, identify missed opportunities, and translate sales strategy into measurable actions. The manager routinely engages with the field to evaluate sales competency and help secure strategic customer relationships, while collaborating with CSM on account positioning, assignments, territory strategy, and time-territory management. The position is responsible for team development, leadership, and performance management. It establishes a positive team environment, coaches and motivates representatives to meet or exceed targets, sets clear expectations, and provides timely feedback and development support. The manager also maintains knowledge of Global Equipment Company’s industry, products, market strategy, competitive landscape, value proposition, and financial metrics, and stays informed about competitor activity and industry changes.

Requirements

At least 2 to 4 years of sales supervisory experience.
Experience supervising 10 or more employees in a business-to-business sales environment.
Understanding of basic math, including percentages, profit margins, gross profit, and net income.
Disciplined self-starter with a strong work ethic.
Strong organizational, administrative, and time-management skills.
Demonstrated success achieving and exceeding sales goals and quotas.
Excellent oral and written communication, presentation, negotiation, and organizational skills.
Proficiency in Microsoft Excel, Word, and Access.

Nice To Haves

Field sales or remote sales management experience is preferred.

Responsibilities

Manage multiple sales representatives and develop and maintain tactical account territory sales plans.
Assist sales representatives in developing strategic plans, goals, and objectives.
Analyze sales activity, recommend improvements, identify missed opportunities, and monitor witness calls for compliance with company business practices.
Prioritize work and use available time and resources effectively.
Collaborate with Sales Executives to implement training and incentive programs.
Help develop sales strategy and translate it into tangible team actions.
Conduct routine field engagements to evaluate sales competency and help secure strategic relationships.
Collaborate with CSM on account positioning and assignments, territory strategy, and time-territory management.
Establish and maintain a positive team atmosphere.
Coach, motivate, and inspire the team to achieve and exceed sales targets.
Build rapport and trust with sales representatives.
Develop performance objectives and clearly communicate responsibilities and expectations.
Encourage staff to suggest service improvements, listen to their ideas, and acknowledge their perspectives.
Promote representatives’ professional development through training and other resources.
Create an environment where sales representatives can discuss issues and find solutions together.
Communicate company vision and sales objectives and explain how representatives contribute to company success.
Manage employees with integrity, creativity, fairness, and assertiveness.
Be an available resource to help the team resolve issues and find alternative solutions.
Set clear daily goals and actionable performance standards and expectations.
Manage individual employees’ performance against agreed objectives through timely feedback and coaching.
Partner with sales representatives to ensure shared accountability for quality, quantity, and timeliness standards.
Maintain knowledge of the company’s industry, products, market strategy, competitive landscape, value proposition, and financial metrics.
Keep current with competitor activities and industry changes affecting product sales.
Understand how to improve the sales team’s ability to identify emerging customer opportunities.