Leads regional sales strategy and execution across NE Ohio, driving revenue, margins, market penetration, account growth, and cross-selling. Recruits, coaches, and manages sales performance while enforcing CRM, pipeline, forecasting, and accountability processes. Develops key account plans, monitors market intelligence, collaborates cross-functionally, and aligns resources with business unit and company sales initiatives. Requires industrial or B2B sales leadership experience and up to 50% travel.
Job Title: Regional Sales Manager
Reports To:
Date Created: 8.18.2025
FLSA Status: Exempt
Position Overview
The Regional Sales Manager is responsible for driving revenue growth, gross margin improvement, and market penetration within an assigned geographic territory. This role focuses on executing regional sales strategies, support of business unit goals, coaching and developing the sales team, managing performance and pipeline discipline, and increasing wallet share through strategic account planning. The Regional Sales Manager plays a key role in translating company-wide sales and business unit initiatives into regional execution, ensuring accountability, and fostering cross-functional collaboration to achieve business results. This is a full-time position, M – F.
- Sales Strategy Execution – Deploy and execute company sales and business unit strategies within the region, focusing on revenue growth, margin improvement, and wallet share expansion. Support territory planning, customer segmentation, and growth prioritization.
- Sales Team Leadership – Recruit, develop, and coach a high-performing regional sales team. Promote a culture of accountability, ownership, and continuous improvement.
- Performance Management & Accountability – Set clear expectations around sales productivity; sales, GM, organic growth, and CRM funnel and usage targets, as well as alignment with strategic initiatives; monitor results using Rubber Tree activity reports, KPIs, and dashboards. Lead weekly reviews and ensure disciplined pipeline and opportunity management.
- Key Account Planning – Develop and execute account strategies for high-potential customers. Conduct annual account reviews and ensure coverage aligns with regional goals.
- CRM Ownership & Sales Process Discipline – Ensure consistent CRM usage for opportunity tracking, contact management, and forecasting. Drive adherence to sales process standards.
- Collaboration with Internal Teams – Work closely with Operations, Engineering, Purchasing, Business Unit, Customer Experience, and Marketing to resolve customer issues, support sales execution, and deliver a seamless customer experience.
- Sales Enablement & Resource Alignment – Collaborate with the business units to equip the sales team with tools, materials, and internal support to drive productivity. Ensure alignment with company initiatives and go-to-market strategies.
- Market Intelligence & Analysis – Monitor competitive activity, customer trends, and market opportunities to provide actionable insights and refine local strategy.
- Forecasting & Reporting – Provide accurate, data-driven forecasts and performance updates. Support budgeting and territory planning efforts.
- Account Penetration & Cross-Selling – Identify and capitalize on cross-selling opportunities to increase wallet share across existing accounts and develop new customer relationships.
- Other Duties as assigned by VP of Sales
Skills & Experience
- Bachelor’s degree preferred, or a combination of education and 10–15+ years of relevant industrial or B2B sales experience.
- Proven success leading regional or multi-territory sales teams with a focus on performance management and accountability.
- Experience with pipeline management, opportunity qualification, and disciplined sales execution.
- Proficient in CRM platforms (Rubber Tree) and analytics tools (Power BI); strong process orientation.
- Strong interpersonal, communication, and leadership skills with a hands-on, data-driven management approach.
- Proficient with Microsoft suite of products – Office, Word, Excel, PowerPoint, etc.
- Valid driver’s license and ability to travel up to 50%, including overnight stays.
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