Regional Sales Manager Jobs

About The Position

Requirements

• Previous experience as a Product Support Sales Representative, Aftermarket Sales Manager, Parts and Service Sales Manager, or in a comparable heavy equipment sales leadership role.
• Demonstrated success achieving or exceeding parts and service sales targets, market share objectives, and profitability goals.
• Proven experience managing, coaching, and developing a sales team.
• Strong understanding of heavy equipment aftermarket operations, including parts sales, service offerings, maintenance programs, and customer support.
• Experience developing territory business plans, managing sales pipelines, and evaluating performance against financial targets.
• Ability to analyze sales metrics, market trends, account coverage, and customer activity to identify growth opportunities.
• Strong business and financial acumen, including understanding gross profit, expenses, commissions, budgets, and profitability.
• Excellent communication, presentation, negotiation, and relationship management skills.
• Ability to influence stakeholders, resolve customer concerns, and collaborate effectively across departments.

Nice To Haves

• Experience with Caterpillar-related business systems or applications.
• College degree or technical degree.

Responsibilities

• Develop and manage regional business plans focused on parts and service revenue, gross profit, market share, and profitability.
• Lead, coach, and develop Product Support Sales Representatives to achieve individual and territory-wide performance objectives.
• Set sales expectations, performance metrics, and accountability standards through team meetings, individual coaching, and business reviews.
• Expand parts market share across undercarriage, engine components, hydraulics, filters and fluids, ground-engaging tools, drivetrain components, and electrical systems.
• Increase service labor market share by promoting maintenance programs, service offerings, customer campaigns, and other aftermarket solutions.
• Develop territory coverage strategies that balance customer service needs, sales potential, account assignments, and cost-effectiveness.
• Ensure appropriate coverage of strategic, large, medium, retail, and specialty customer accounts.
• Monitor sales performance, customer call activity, quote volume, pipeline development, lost sales, and account growth opportunities.
• Maintain accurate customer records, equipment population data, and sales activity in CRM and related business systems.
• Build and maintain relationships with equipment manufacturers and their representatives to support sales programs and regional growth initiatives.
• Partner with branch managers and parts, service, warranty, marketing, sales operations, and finance teams to improve coordination and customer satisfaction.
• Serve as an escalation point for key customer relationships and help resolve complex parts and service concerns.
• Evaluate territory financial performance, including gross profit, direct expenses, and results against budgets and benchmarks.
• Analyze competitive activity, industry trends, customer needs, and market opportunities to refine sales strategies.
• Review sales compensation structures and recommend improvements that support business objectives and individual performance.
• Conduct quarterly territory reviews and periodic account planning sessions to assess progress, identify challenges, and establish growth priorities.
• Support recruiting, onboarding, training, performance evaluations, and compensation planning for the regional sales team.
• Drive continuous improvement in sales processes, account management practices, and team effectiveness.

Benefits

• Competitive base salary and performance-based incentive opportunities.
• Competitive bonus.
• Vehicle program.
• Medical, dental, and vision insurance.
• Retirement savings plan.
• Paid time off and company holidays.
• Professional development and leadership training.
• Opportunities for career advancement within an established organization.
• Collaborative work environment focused on customer service, teamwork, and continuous improvement.