Regional Sales Manager

Job Description

Position Summary

The Regional Sales Manager (RSM) is a sales leadership role responsible for delivering aggressive sales growth, developing people, and driving disciplined execution across the Ohio Valley region.

The RSM leads, coaches, and holds accountable broker partners and selling resources, while owning the regional sales strategy, forecasting accuracy, and pipeline health. This role operates within the broader Novolex go-to-market framework, ensuring alignment with enterprise sales processes, distributor strategies, and operational priorities, while representing the Eco-Products brand with clarity and conviction.

Key Responsibilities

Sales Leadership & Revenue Accountability

· Deliver budgeted sales volume, revenue, and margin objectives for the Ohio Valley region.

· Develop and execute a comprehensive Objective Sales Plan (OSP) aligned with Eco-Products commercial strategies.

· Drive disciplined forecasting, pipeline management, and sales reporting, ensuring accuracy and transparency.

· Analyze sales trends, customer performance, market dynamics, and competitive activity to guide decision-making.

People, Broker & Resource Leadership (Expanded from Novolex model)

· Lead, coach, and develop broker organizations and selling resources, setting clear expectations for activity, execution, and results.

· Conduct regular business reviews with brokers and distributors to assess performance, gaps, and growth opportunities.

· Drive training and continuous education initiatives to elevate selling capability, product knowledge, and productivity.

· Hold brokers and partners accountable through structured cadence, performance metrics, and corrective action where required.

Distributor & Key Account Management

· Build and maintain strong working relationships with top regional distributors, strategic end-users, and prospective customers.

· Partner with distributors to expand product penetration, bundle solutions, and improve execution consistency.

· Support new and existing account development through product demonstrations, application expertise, and customer-specific solutions.

Enterprise Collaboration & Portfolio Mindset

· Collaborate cross-functionally with Novolex and Eco-Products teams including Marketing, Sales Operations, Finance, and Supply Chain.

· Leverage the broader Novolex platform—manufacturing strength, operational efficiencies, and complementary capabilities—where applicable to win business.

· Ensure alignment with Novolex sales processes, pricing discipline, and operational standards while maintaining Eco-Products' brand identity.

Financial & Business Management

· Manage regional budgets including T&E, promotional spend, and customer programs, ensuring ROI and profitability.

· Monitor credit status, order flow, and operational execution in partnership with internal teams.

· Balance time effectively:

o ~40% in market developing, training, and managing brokers

o ~30% on direct end-user selling

o ~20% on planning, analysis, and administrative responsibilities

Qualifications & Leadership Capabilities

Experience & Background

· Bachelor's degree required; equivalent experience considered.

· 5–10 years of progressive sales experience, preferably in foodservice, disposables, or manufacturing-driven distribution environments.

· Demonstrated success leading indirect sales teams, brokers, or multi-layer selling organizations.

· Experience operating within a large, matrixed organization strongly preferred.

Leadership & Competencies

· Proven ability to lead, coach, and hold others accountable, not just manage accounts.

· Strong forecasting, analytical, and business management skills.

· Confident decision-maker who can operate independently while collaborating across brands and functions.

· Excellent communicator with the ability to influence distributors, brokers, and internal stakeholders.

· Comfortable managing complexity, ambiguity, and multiple priorities in a fast-paced environment.

· High level of professionalism and ability to handle confidential information appropriately.

· Authentic commitment to sustainability and responsible business practices.

Work Environment

This is a full-time, exempt position requiring frequent regional travel, including overnight stays and occasional weekend work for trade shows and customer events. Candidate must reside within the assigned territory.

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