Regional Sales Manager

Heritage Pool Supply Group • Tampa, FL

27d

About The Position

The Regional Sales Manager leads a defined geographic territory for the Heritage Family of Companies, driving revenue growth and market share across pool, spa, and landscape distribution. The role combines strategic sales leadership, product knowledge, and relationship-based customer engagement. It supports profitable growth and service excellence while representing Heritage's “Make Money and Have Fun!” culture.

The manager develops and executes territory sales strategy, grows a book of contractor, dealer, and commercial accounts, and coaches branch-level sales staff. The role works closely with branch and regional leadership, operations, and marketing to align sales commitments with fulfillment, inventory, customer satisfaction, and local promotions. It uses CRM tools and sales data for pipeline management, forecasting, performance tracking, and territory planning.

The position is primarily field-based and requires substantial travel throughout the assigned territory, estimated at 60–75% of working time. Activities include customer and job-site visits, branch and vendor visits, trade events, and occasional overnight travel. Periodic administrative work may take place from a home office or Heritage branch. The role may directly supervise Territory Managers depending on territory size and structure, and is expected to influence and support branch-level inside sales staff.

The required minimum education is a high school diploma or equivalent, and the role requires at least three years of professional outside sales, territory management, or account management experience in distribution, wholesale, or a related trade industry. A bachelor's degree and relevant industry experience are preferred. The listed location is Heritage Pool Supply in Tampa, Florida.

Requirements

• High school diploma or equivalent.
• At least three years of professional outside sales, territory management, or account management experience in distribution, wholesale, or a related trade industry.
• Proven sales experience and a history of meeting or exceeding quotas, including new-business development and account retention.
• Working knowledge of pool, spa, aquatics, or landscape products, or the ability to quickly develop product expertise in a technical distribution environment.
• Ability to build and maintain productive relationships with contractors, dealers, and commercial customers across a defined geography.
• Proficiency in Microsoft Office applications and CRM platforms such as Salesforce, HubSpot, or comparable systems.
• Exceptional verbal and written communication skills, including the ability to present products, negotiate pricing and terms, and communicate professionally with customers.
• Ability to manage a large territory independently, prioritize competing demands, maintain accurate CRM records, and follow through with minimal supervision.
• Valid driver's license, satisfactory driving record, and reliable transportation for daily field activity.
• Ability to travel throughout the assigned territory for an estimated 60–75% of working time, with occasional overnight travel.
• Ability to operate a motor vehicle and use laptops, tablets, smartphones, and sales technology tools.
• Ability to communicate clearly verbally and in writing; occasional lifting of product samples or marketing materials weighing up to 30 pounds may be required.
• Ability to safely navigate uneven terrain at active construction sites or outdoor landscape projects.
• Prior experience calling on contractors, dealers, or commercial accounts is strongly preferred.

Nice To Haves

• Bachelor's degree in Business Administration, Marketing, Sales Management, or a related field.
• Familiarity with ERP systems.
• Advanced familiarity with pool, aquatics, irrigation, or landscape systems and related equipment, chemicals, and hardscaping products.
• Experience coordinating sales efforts across multiple branches or distribution centers within a regional geography.
• Established relationships with pool builders, landscape contractors, or related trade professionals in the target territory.
• Experience mentoring or developing junior sales staff, sharing best practices, or leading product training.
• Ability to interpret sales data, pipeline reports, and market trends to guide territory prioritization and account planning.
• Experience partnering with vendor representatives and manufacturer partners on co-selling, joint customer calls, and product promotions.
• Advanced CRM skills in pipeline management, activity tracking, forecasting, and reporting.
• Experience managing complex customer projects or seasonal sales initiatives from planning through execution.
• Understanding of gross margin, pricing strategy, and cost-of-sale dynamics.
• Certified Pool & Spa Operator (CPO) certification.
• Completion of recognized sales methodology training, such as Sandler, Challenger, or SPIN.

Responsibilities

• Develop and execute a disciplined territory sales strategy to meet or exceed revenue quotas across contractor, dealer, and commercial accounts.
• Prospect, qualify, and close new business through targeted outreach, job-site visits, trade events, and referral networks.
• Build long-term relationships with pool builders, landscape contractors, retail dealers, and other key accounts; understand their business needs and recommend appropriate Heritage solutions.
• Conduct account reviews, identify upsell and cross-sell opportunities across the product portfolio, and develop tailored proposals.
• Coordinate with Branch Managers and regional leadership to support order fulfillment, inventory availability, and customer satisfaction.
• Monitor competitors, pricing, and market conditions; provide market intelligence to leadership for assortment, pricing, and promotional decisions.
• Use CRM tools and sales data to maintain pipeline records, forecast revenue, track KPIs, and prioritize territory activity.
• Represent Heritage at trade shows, vendor training events, and customer appreciation initiatives.
• Support onboarding and development of branch sales staff by sharing practices, conducting ride-alongs, and delivering product and selling-skills training with branch leadership.
• Partner with marketing on territory campaigns, promotions, and seasonal initiatives and ensure local execution.
• Potentially supervise Territory Managers, depending on territory size and organizational structure, and influence branch-level inside sales staff.

Benefits

• Competitive weekly or bi-weekly pay.
• Discretionary bonuses.
• 401(k) with company match.
• Employee Stock Purchase Plan.
• Paid time off, including vacation, sick, volunteer, holiday, birthday, and floating time.
• Medical insurance.
• Dental insurance.
• Vision insurance.
• Flexible spending accounts.
• Company-paid life insurance.
• Company-paid short-term disability insurance.
• Optional long-term disability insurance.
• Additional life insurance.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: High school or GED