Regional Sales Manager—Southeast
About The Position
The Regional Sales Manager—Southeast owns profitable refrigeration sales growth and channel development across Florida, Georgia, Tennessee, South Carolina, North Carolina, Alabama, Arkansas, and Louisiana. This is a remote, home-based role requiring extensive travel. The manager oversees direct reports and leads independent manufacturers’ representatives, develops wholesale distributor and contractor relationships, and coordinates field sales, Sales Engineering, and inside sales resources to meet revenue, profitability, new-business, share-of-wallet, and customer-experience objectives. The role develops regional sales plans and budgets; manages pricing requests, rebates, commercial agreements, and sales contract approvals within delegated authority; and sells directly to key accounts as needed. It builds joint business plans with priority distributors, identifies opportunities with distributors, contractors, and end users, and coordinates account and territory activity. The manager maintains CRM records, pipelines, and forecasts; engages distributor and contractor contacts in the field; and works with customer service, technical support, operations, and product management to resolve customer issues. The role also supports product launches and training, turns market and competitive insights into regional recommendations, and coaches direct reports and independent representatives. Lennox provides HVAC and refrigeration climate-control solutions. Heatcraft Worldwide Refrigeration produces commercial refrigeration products used in applications including supermarkets, restaurants, warehouses, data centers, and pharmaceutical and industrial process cooling.
Requirements
- Bachelor’s degree or equivalent combination of education and experience.
- At least 8 years of related experience.
- Understand the business impact of sales contracts and selling expenses.
- Demonstrated ability to manage and develop direct reports, lead independent manufacturers’ representatives, and establish clear territory and account priorities.
- Expert ability in relationship building, listening, persuading, negotiating, and time management.
- Strong working knowledge of box load calculation and refrigeration equipment selection, and ability to coordinate detailed application support with Sales Engineers and product specialists.
- Knowledge of principles and methods for showing, promoting, and selling products or services, including marketing strategy and tactics, product demonstrations, sales techniques, and sales control systems.
- Knowledge of customer-service principles and processes, including customer needs assessment, service quality standards, and customer-satisfaction evaluation.
- Excellent written and verbal communication skills.
- Substantial industry and product knowledge.
- Ability to use Microsoft Office and Customer Relationship Management software.
Nice To Haves
- Demonstrated success growing sales through wholesale distribution and contractor channels, preferably in commercial refrigeration.
- Experience developing joint business plans, conducting distributor business reviews, and translating regional goals into account-level actions.
- Strong commercial and analytical skills, including sales forecasting, pipeline management, pricing, and profitability analysis.
- Ability to lead cross-functional execution and influence channel partners and internal teams without direct reporting authority.
Responsibilities
- Develop and execute regional sales plans and budgets to achieve revenue, profitability, new-business, and share-of-wallet objectives.
- Manage pricing requests, rebates, commercial agreements, and sales contract approvals within delegated approval authority, balancing growth, competitive positioning, and profitability.
- Sell directly to key accounts as needed.
- Build joint business plans with priority wholesale distributors, including branch-level growth opportunities, product penetration, inventory alignment, training, and contractor engagement.
- Identify and convert new distributor, contractor, and end-user opportunities in coordination with channel partners and internal sales resources.
- Coordinate regional field activity with sales representatives, Sales Engineers, and inside sales resources to execute territory and account priorities.
- Maintain accurate CRM records, opportunity pipelines, and sales forecasts, including next steps, expected close dates, and risks to plan.
- Build relationships with distributor leadership, branch teams, and key contractors through joint sales calls, account reviews, and regular field engagement.
- Coordinate with customer service, technical support, operations, and product management to resolve customer issues and communicate commitments through closure.
- Support product adoption by coordinating product launches, technical training, and application support with Sales Engineers and product specialists.
- Translate competitive activity, customer feedback, lost-business trends, and market opportunities into actionable regional recommendations.
- Manage, coach, and develop direct reports and lead independent manufacturers’ representatives through territory priorities, sales goals, field engagement, and regular business reviews.
Benefits
- Tuition reimbursement
- Medical insurance
- Dental insurance
- Vision insurance
- Prescription drug coverage
- 401(k) retirement plan
- Short-term disability insurance
- 8 weeks paid birthing leave
- 2 weeks paid bonding leave
- Life insurance
- Long-term disability insurance
- Up to 12 days paid time off, depending on date of hire and eligibility
- 2 paid well-being days, depending on date of hire and eligibility
- 1 paid volunteer day, depending on date of hire and eligibility
- 12 paid holidays, depending on date of hire and eligibility
- 3 floating holidays per year, depending on date of hire and eligibility
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
