Regional Sales Manager - NE US & Canada

Default•Chattanooga, TN

About The Position

This Regional Sales Manager is responsible for developing, managing, and growing sales within the Northeast United States and Canada by supporting existing customers and securing new business opportunities. This role focuses on selling engineered, capital-intensive bulk asphalt terminal systems and related process equipment. The position requires a consultative sales approach, strong technical aptitude, and the ability to manage long sales cycles from initial contact through project completion. Heatec positions itself as a single-source supplier for bulk asphalt terminal solutions, offering integrated design, engineering, equipment, and support. The Regional Sales Manager plays a key role in communicating this value proposition and building long-term customer relationships.

Requirements

Bachelor's degree in business, engineering, or a related field, or equivalent professional experience.
Experience managing sales across a large, multi-state territory.
3+ years' experience working in CRM, quoting systems, and standard business software.
Proven success in B2B sales, preferably involving engineered or capital equipment solutions.
Strong negotiation, presentation, and relationship-building skills.
Ability to work independently with minimal supervision.
Willingness and ability to travel extensively (approximately 4 days per week).
Communicate Astec's value to prospects as well as product line advantages/benefits.
Sales cycle understanding.
Maintain positive, cooperative working relationships by working, acting, and communicating with various personalities getting along with customers, vendors, co-workers, and management working both individually and as part of a team.
Capacity to learn quickly, adaptable, professional, courteous, and self-motivated.
Proven follow through, multitasking, verbal, written, interpersonal and presentation skills.
Consultative selling and problem-solving mindset.
Strong organizational and time-management skills.
Excellent written and verbal communication skills.
Analytical and financial acumen.
High level of professionalism.

Nice To Haves

Strong Internet research, social media and lead generation skills preferred.
Relies on experience and judgment to plan and accomplish goals, cope with pressures, deadlines, and rapidly changing situations.
Capital equipment sales experience, particularly direct factory-to-end-user sales.
Experience selling into asphalt, terminal, industrial processing, or heavy equipment markets.
Technical aptitude with engineered systems and industrial processes.

Responsibilities

Communicate with new and existing customers to develop relationships to determine customer's needs.
Prepare the proper documentation to sales and special request estimates and quote prices based on sales guidelines and margins.
Provide customers with technical support an all equipment purchased from Astec.
Deliver accurate sales reports monthly, quarterly, and annually.
Meet and exceed top line and profit sales targets as defined annually for the territory.
Achieve or exceed annual revenue and profit goals for the assigned territory.
Identify, qualify, and develop new sales opportunities through prospecting, networking, and customer visits.
Manage multiple sales projects simultaneously in a fast-paced, capital-equipment sales environment.
Serve as a trusted advisor to customers by understanding their operations and providing technically sound, value-driven solutions.
Build and maintain strong customer relationships to become the preferred point of contact for terminal and expansion projects.
Maintain working knowledge of Heatec products, services, and capabilities, as well as competitive offerings and market trends.
Collaborate with Astec Capital Equipment Regional Sales Managers to support terminal customers and identify future expansion opportunities.
Proficient in promoting safe and healthy work environment.
Adheres to established company policies and procedures paying special attention to safety regulations.
Wears personal protective equipment in accordance with training guidelines.
Maintain cleanliness in designated workspace by practicing 6S principles to reduce safety risks.
Report defective materials, equipment, or questionable conditions.
All other duties as assigned by the Director of Sales.
Prepare accurate cost estimates and formal proposals.
Work closely with engineering, project management, and internal teams to define customer requirements and develop complete proposals.
Maintain accurate and current customer and project records, including key contacts, order status, receivables, and future opportunities.
Communicate regularly with management regarding territory activity, forecasts, and project status.
Support receivables collection efforts as needed.
Attend work order meetings and promptly communicate changes to customers.
Manage travel and expenses in compliance with company policies; submit timely expense reports.
Attend trade shows, industry meetings, and customer events as required.
Coordinate and host customer visits to Heatec facility.
Visit customer sites during equipment delivery, installation, and startup phases to support successful project execution.
Work with Heatec Project Managers or customer-managed project teams to ensure proper installation and customer satisfaction.
Provide feedback to management on market trends, customer needs, and product improvement opportunities.