Regional Sales Manager Jobs

About The Position

Requirements

• 7+ years of progressive B2B sales experience, including experience managing independent representatives, distributors, dealers, or other sales channels
• Demonstrated success achieving sales, bookings, revenue, and/or margin growth objectives
• Bachelor’s degree in business, engineering, marketing, or a related technical field preferred; equivalent combination of education and relevant experience considered
• Driver’s license and proof of insurance required

Nice To Haves

• 10+ years of progressive B2B sales experience, including representative, distributor, dealer, or direct sales experience preferred
• Proven record of accomplishment of achieving sales targets and driving revenue growth
• Prior aftermarket, distributor, dealer, or representative-channel sales experience preferred
• Experience selling engineered, technical, or industrial products through representative, distributor, or dealer channels preferred
• Experience working with engineers, contractors, OEMs, end users, and other technical decision-makers preferred
• Demonstrated ability to influence, coach, and develop independent sales representatives and channel partners without direct reporting authority
• Prior experience with project management and experience building project plans
• Proactive and results oriented approach with a strong sense of accountability and ownership
• Strategic thinker with prior experience developing and implementing effective sales strategies
• Exceptional negotiation and persuasive skills to close deals and secure new business opportunities
• Excellent interpersonal and communication skills, with the ability to build and maintain professional relationships at all levels of the organization and work cross functionally
• Ability to present data and recommendations to senior leaders and customers with excellent presentation skills
• Analytical mindset with prior experience interpreting sales data and market trends and making strategic decisions and recommendations
• Formal sales, negotiation, channel management, or commercial training preferred
• Proficiency with Microsoft Office applications and CRM/pipeline management systems

Responsibilities

• Develop, support, and strengthen the representative and dealer network within the assigned territory
• Establish territory sales goals and expectations with representatives and regularly review performance against agreed-upon objectives
• Conduct regular business reviews with representatives to evaluate pipeline, bookings, revenue, market opportunities, and territory development
• Identify representative training and development needs and coordinate appropriate product, application, and sales training
• Drive regional sales initiatives and monitor performance against territory goals
• Provide commercial guidance and support on major opportunities, including negotiations and deal closure
• Develop strategies for quoting opportunities, including pricing levels and review and approval of discount levels
• Evaluate representative effectiveness and identify opportunities to strengthen or expand channel coverage
• Build and maintain strong relationships with representatives, dealers, customers, and key stakeholders within the territory
• Monitor sales activities, customer satisfaction, and service and parts performance to ensure goals are met
• Collaborate with representatives, sales team, engineering, and production, to resolve customer issues and ensure high levels of customer satisfaction
• Facilitate information flow between SPX, representatives, and customers
• Develop and cultivate relationships with customers by regularly meeting with them, conducting presentations, and discussing existing and potential projects and opportunities
• Prepare estimates and proposals for customers
• Actively pursue key accounts
• Meet or exceed quarterly and annual bookings and revenue goals
• Identify underserved markets, customers, applications, and geographic areas and develop plans to increase EAM market penetration
• Develop and maintain territory growth plans for key representatives, customers, and target accounts
• Partner with EAM business and product leaders to identify cross-selling opportunities across the EAM portfolio
• Prepare and present regular reports on sales performance, market trends, and competitor activities to senior management
• Manage and track territory pricing levels, discount levels, and gross margins
• Perform yearly market assessments in designated representative territories
• Maintain an accurate and actionable sales pipeline and provide timely bookings and revenue forecasts based on opportunity stage, probability, timing, and customer activity
• Monitor regional bookings, revenue, gross margin, pricing, and pipeline performance; identify gaps and implement corrective actions to achieve annual operating plan objectives
• Monitor and manage expenses within assigned territory to ensure optimal resource allocation
• Analyze sales data, customer feedback, and market trends to refine sales strategies and enhance sales efforts
• Continuously assess market landscape and adjust strategies accordingly to maximize profitability while aligning to business objectives and processes
• Attend industry events, conferences, and trade shows to network, promote the company, and identify new business opportunities
• Identify opportunities to optimize processes, enhance efficiency, and reduce costs
• Participate in other projects as assigned that relate to the overall goals of the department and organization

Benefits

• Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
• Competitive health insurance plans and 401(k) match, with benefits starting day one
• Competitive and performance-based compensation packages and bonus plans
• Educational assistance, leadership development programs, and recognition programs