Regional Sales Manager - PA / OH / NY / MD

Regional Sales Manager: Job Roles and Responsibilities - PA / OH / NY / MD

The Regional Sales Manager (RSM) is responsible for driving the sales strategy, objectives, and revenue growth within their assigned region. This role involves leadership and strategic oversight across sales, marketing, operations, and HR functions to ensure the achievement of regional sales targets and overall company goals.

Sales and Marketing Leadership:

• Business Planning: Develop an annual business plan to drive growth in key product categories, including D&B products, assembly tools, material handling products, service solutions, advanced manufacturing products, and related marketing initiatives (e.g., trade shows).

• Long-Term Growth Strategy: Annually create a 3-year business plan focused on organic growth. This includes analyzing competition, customer potential, and market trends, and identifying areas of opportunity.

• Team Leadership: Lead weekly “huddle” calls with your team to review sales forecasts, upcoming marketing events, sales strategies, market conditions, competitive insights, and customer payment status.

• Sales Strategy Development: Hold monthly “playbook” calls with sales engineers to review CRM opportunities, lead progress, monthly and quarterly sales forecasts, key account strategies, and training needs. Discuss wins, losses, and areas for improvement.

• Product & Vendor Training: Organize quarterly “regional meetings” for hands-on product training, sales skill development, and vendor-led sessions.

• Sales Goal Management: Use market data and sales trends to set and track sales goals. Regularly analyze performance to identify strengths, opportunities, and areas for improvement.

• National Account Collaboration: Work closely with the National Accounts Manager to identify and support key accounts in your region, developing strategies for penetration and growth.

• Lead Management: Review and ensure timely follow-up on assigned leads, closing them appropriately in the CRM as WON, LOST, or POSTPONED.

• CRM Data Accuracy: Oversee the maintenance of accurate CRM data for each sales engineer, ensuring up-to-date tracking of opportunities, quotes, and sales progress.

Operational Management:

• Supplier Relations: Build and maintain strong relationships with key suppliers in your region, focusing on categories such as assembly, material handling, and error-proofing.

• Cross-Functional Collaboration: Collaborate with finance, operations, supply chain, and inside sales to ensure seamless coordination and the prompt resolution of customer invoice issues.

• Budget Management: Oversee the sales budget for your region, ensuring effective allocation of resources to maximize sales potential.

• Demo Tool Management: Maintain and monitor demo tools within your region, ensuring they remain in excellent condition and are not lost or stolen until sold to customers.

• Contract Approval: Review and approve large client contracts before presenting them to senior management.

• Networking: Build and nurture relationships with both existing and potential customers to drive business opportunities.

• Supplier Presentations: Support the creation of presentations for quarterly supplier business updates, highlighting regional performance and opportunities.

• Executive Reporting: Present quarterly performance updates to the executive leadership team, outlining regional achievements and strategies for continued growth or addressing underperformance.

• Maximizing Field Engineer Potential: Set annual goals for application engineers, material handling specialists, and field service engineers to foster growth and ensure alignment with regional sales objectives.

• Territory Optimization: Annually assess and realign sales territories to maximize potential in underserved areas or optimize coverage for specific customer groups.

Human Resources Focus:

• Strategic Workforce Planning: Proactively assess and plan for the region’s staffing needs, ensuring proper sales territory and account management for optimal coverage.

• Sales Team Development: Regularly review sales engineers’ customer portfolios and reassess assignments to drive growth and performance improvement.

• Employee Performance Management: Work to elevate underperforming sales engineers by providing additional coaching, training, and support. Hold frequent check-ins to ensure team members fulfill their potential.

• Recruitment and Onboarding: Lead the recruitment, hiring, and training processes for new sales engineers and application engineers within your region.

• Performance Improvement: Implement performance improvement plans (PIP) for underperforming sales personnel, collaborating with HR to define specific tasks and track progress over the next 60-90 days.

• Policy Compliance: Ensure adherence to company policies, including travel, entertainment, safety, and other operational guidelines.