Regional Sales Manager

CertaSite•Troy, MI

About The Position

We are looking for a Regional Sales Manager, who will join a strong sales team that values collaboration, communication and transparency. The Regional Sales Manager (RSM) will lead, coach, and develop a high-performing field sales team of Account Executives (AEs) across East Michigan (Kalamazoo/Grand Rapids), Toledo, OH, West Michigan (Troy/Detroit), Alpena, MI. This leader is responsible for driving new business growth, accelerating sales performance, developing talent, and ensuring flawless execution in the pursuit of new commercial customers.The ideal candidate is a strong operator, a hands-on coach, and an inspiring leader with expertise in B2B sales excellence. This role requires significant time in the field with AEs, strategic partnership with Operations and Marketing, and a relentless commitment to customer experience. Travel Requirement: 6070% travel across your designated territories East Michigan (Kalamazoo/Grand Rapids), Toledo, OH, West Michigan (Troy/Detroit), Alpena, MI. (branch visits, ride-alongs, customer meetings, jobsite walkthroughs, and regional activities).

Requirements

5+ years of B2B sales experience, preferably in fire protection, life safety, building services, industrial services, or related industries.
2+ years of leadership experience managing a field sales team.
Proven track record of exceeding new business quotas and developing high-performing reps.
Strong understanding of sales process, prospecting, pipeline creation, and forecasting.
Excellent communication, coaching, and presentation skills.
Willingness and ability to travel 6070% across designated territories
Valid drivers license.

Nice To Haves

Business to Business fire and life safety industry experience driving revenue and helping build strong GTM strategies
Demonstrated track record of uncovering opportunities and advancing prospect opportunities to close by following a prescribed selling campaign process
Strong orientation to delivering winning outcomes and possessing an emotional engine that is contagiously felt throughout the organization
Proficiency in identifying high value prospects, running a disciplined sales campaign and converting prospects into CertaSite customers

Responsibilities

Drive sales, gross margin, and profitability growth
Responsible for area sales and profit plans to budget through successful leadership, organizational plans, customer service, and outstanding execution of all sales processes
Know and manage the business by effectively using financial reports, assessing results, and developing specific actions directly related to business development and growth
Assist with the integration of acquired businesses within region
Know our top customers by interacting with them, observing purchasing habits, associate and customer experience
Responsible to ensure that all associates are current and up to date with fire and life safety knowledge, use, and related product applications through a commitment to formalized training and development within prescribed timelines and standards
Accountable to ensure that trends of underperformance are formally addressed, with clear and documented performance improvement plans
Lead and develop a multi-state team of Account Executives (AEs) focused on new business acquisition.
Conduct ongoing field ride-alongs, coaching sessions, and performance evaluations.
Foster a positive, winning culture centered on accountability, teamwork, and continuous improvement.
Implement sales processes, tools, and best practices to maximize productivity, prospecting activity, and close rates.
Achieve and exceed monthly, quarterly, and annual new business booking targets.
Collaborate with Marketing to drive pipeline development, lead flow, and demand generation efforts.
Support AEs in prospecting, cold outreach, quoting new customers, and executing high-impact presentations.
Ensure accurate and timely use of CRM (HubSpot) for forecasting, reporting, and activity management.
Collaborate closely with Operations and Service teams to ensure smooth onboarding of new customers and alignment on customer expectations.
Participate in branch meetings, QBRs, operational reviews, and strategic planning sessions.
Strengthen relationships with AHJs, contractors, facility managers, and key industry partners to support new business opportunities.
Develop territory growth strategies based on new business potential, competitive landscape, and market segmentation.
Analyze performance trends and adjust plans proactively.
Support hiring, onboarding, and training of new AEs across the region.