Regional Sales Manager

Samuel, Son & Co.•Lebanon, VA

20d•Hybrid

About The Position

The Regional Sales Manager will be responsible for developing and executing annual territory business plans aligned with SPVG revenue, gross margin, customer growth, and market development objectives. This role involves achieving annual sales, margin, strategic customer growth, and new business targets within the assigned territory. The manager will focus on managing and expanding a mature customer base, with a goal of generating approximately 20% of territory growth through new business. A consultative sales approach will be used to understand customer business drivers, technical needs, operational challenges, and growth plans, converting relationships and insights into measurable revenue growth. The role also includes developing and executing growth plans for strategic customers, conducting purposeful customer visits, and building relationships across customer organizations. The Regional Sales Manager will serve as the primary commercial contact for assigned accounts and represent the voice of the customer within SPVG. Maintaining an active, qualified opportunity pipeline, providing accurate sales forecasts, and following up on open quotations are key responsibilities. The role requires managing pricing and commercial activity to support profitable growth and target gross margins, while also maintaining awareness of customer contracts and commercial terms. Accurate and timely record-keeping in Microsoft Dynamics 365 CRM is essential, using this data to prioritize activity and review performance. Collaboration with internal departments such as Engineering, Operations, Quality, Customer Service, Finance, and Supply Chain is crucial for supporting quoting, technical alignment, project execution, issue resolution, and customer satisfaction. The position requires developing sufficient knowledge of SPVG pressure vessel products, manufacturing capabilities, and ASME-related requirements. Monitoring market conditions, competitor activity, and industry trends is also part of the role. The Regional Sales Manager will represent SPVG at customer locations, trade shows, and industry events, traveling approximately 20% of the time. Professional representation of SPVG's values, capabilities, products, safety, quality, and customer-focused culture is expected.

Requirements

Bachelor’s degree in business, Marketing, Sales, Engineering, or a related field preferred, or an equivalent combination of education and relevant experience.
Minimum of five years of sales experience within manufacturing, industrial, engineered products, pressure vessels, or related markets preferred.
Experience managing customer relationships and growing business within an established geographic territory.
Demonstrated ability to execute a consultative sales process and develop long-term customer relationships.
Strong business and financial acumen, including knowledge of revenue, gross margin, pricing, forecasting, and profitability drivers.
Working knowledge of manufacturing processes, engineered products, industrial customer environments, or pressure vessel applications preferred.
Ability to communicate and collaborate effectively across all levels of customer and internal organizations.
Strong organizational, presentation, negotiation, analytical, and problem-solving skills.
Proficiency with Microsoft 365 applications, including Outlook, Teams, Word, Excel, and PowerPoint.
Experience with Microsoft Dynamics 365 CRM or a comparable customer relationship management platform.
Ability to travel approximately 20% and maintain a valid driver's license as required for the position.

Nice To Haves

Experience managing customer relationships and growing business within an established geographic territory.
Demonstrated ability to execute a consultative sales process and develop long-term customer relationships.
Strong business and financial acumen, including understanding of revenue, gross margin, pricing, forecasting, and profitability drivers.
Working knowledge of manufacturing processes, engineered products, industrial customer environments, or pressure vessel applications preferred.
Ability to communicate and collaborate effectively across all levels of customer and internal organizations.
Strong organizational, presentation, negotiation, analytical, and problem-solving skills.
Proficiency with Microsoft 365 applications, including Outlook, Teams, Word, Excel, and PowerPoint.
Experience with Microsoft Dynamics 365 CRM or a comparable customer relationship management platform.
Ability to travel approximately 20% and maintain a valid driver's license as required for the position.

Responsibilities

Develop and execute annual territory business plans aligned with SPVG revenue, gross margin, customer growth, and market development objectives.
Achieve annual sales, margin, strategic customer growth, and new business targets within the assigned territory.
Manage and expand a mature customer base, with primary emphasis on existing customer development and a goal of generating approximately 20% of territory growth through new business.
Apply a consultative sales approach to understand customer business drivers, technical needs, operational challenges, and growth plans, converting relationships and insights into measurable revenue growth.
Develop and execute growth plans for strategic customers, including relationship mapping, opportunity identification, business reviews, and share-of-wallet expansion.
Conduct purposeful customer visits, virtual meetings, facility tours, and periodic business reviews to strengthen relationships, uncover opportunities, and advance active initiatives.
Build relationships across customer organizations, including Purchasing, Engineering, Operations, Quality, Finance, and executive leadership.
Serve as the primary commercial contact for assigned accounts and represent the voice of the customer within SPVG.
Maintain an active, qualified opportunity pipeline and provide accurate monthly, quarterly, and annual sales forecasts.
Follow up on open quotations, identify barriers to award, coordinate resolution, and execute opportunity strategies that improve quote conversion and win rates.
Manage pricing and commercial activity to support profitable growth, target gross margins, and disciplined decision-making.
Maintain awareness of customer contracts, purchase order requirements, commercial terms, warranty expectations, and other risks requiring internal review or escalation.
Maintain complete, accurate, and timely records of customer interactions, contacts, opportunities, forecasts, quotations, trip reports, account plans, and follow-up actions in Microsoft Dynamics 365 CRM.
Use CRM information and territory metrics to prioritize activity, review performance, identify gaps, and communicate the business outlook to leadership.
Collaborate with Engineering, Operations, Quality, Customer Service, Finance, Supply Chain, and leadership to support quoting, technical alignment, project execution, issue resolution, and customer satisfaction.
Develop sufficient knowledge of SPVG pressure vessel products, manufacturing capabilities, capacity considerations, ASME-related requirements, and commercial limitations to lead effective customer discussions and engage technical resources when needed.
Monitor market conditions, competitor activity, industry trends, customer investments, and regulatory developments to identify opportunities and business risks.
Represent SPVG at customer locations, trade shows, industry events, and networking opportunities.
Travel approximately 20% to support customer engagement, strategic account development, and territory growth.
Consistently represent SPVG professionally and promote the company's values, capabilities, products, safety expectations, quality standards, and customer-focused culture.