Regional Sales Manager

Regional Sales Manager

Base Salary: $100,000–$120,000 per year, plus eligibility for a bonus program Reports To: Area Vice President

Position Summary: The Regional Sales Manager is responsible for leading and developing a team of sales professionals across Southern and Central Virginia to achieve revenue growth, customer retention, and market share objectives. This role provides strategic direction, coaching, and performance management to ensure the sales team consistently executes effective sales strategies and delivers exceptional customer experiences. The Regional Sales Manager serves as a key partner to operational leadership and plays a critical role in driving profitable growth throughout the region. The ideal candidate is a proven sales leader with experience developing high-performing sales teams, implementing effective sales processes, and creating a culture of accountability and results.

Essential Duties and Responsibilities:

• Lead, coach, and develop a team of Account Managers, Territory Sales Representatives, and sales professionals across the region.
• Establish clear performance expectations and provide ongoing coaching to improve sales skills, effectiveness, and results.
• Conduct regular one-on-one meetings, ride-alongs, and field coaching sessions.
• Foster a high-performance culture focused on accountability, collaboration, customer service, and continuous improvement.
• Recruit, onboard, and develop top sales talent.
• Create succession plans and development opportunities for future sales leaders.

Revenue Growth & Sales Performance:

• Develop and execute regional sales strategies to achieve revenue, profit, and growth objectives.
• Drive new business acquisition while increasing retention and penetration of existing accounts.
• Establish sales goals, performance metrics, and activity expectations for the sales team.
• Monitor sales pipeline activity and ensure opportunities are effectively managed through the sales process.
• Analyze sales trends and market conditions to identify growth opportunities and competitive advantages.
• Partner with sales representatives to close strategic opportunities and support key customer relationships.

Coaching & Sales Effectiveness:

• Train team members on consultative selling techniques, customer relationship management, negotiation strategies, and territory planning.
• Ensure consistent utilization of sales tools, CRM systems, and prospecting methodologies.
• Develop and implement initiatives that improve sales productivity and effectiveness.
• Use performance data and analytics to identify coaching opportunities and drive continuous improvement.
• Encourage best-practice sharing and collaboration across the sales organization.

Customer Relationship Management:

• Build and maintain strong relationships with key customers and strategic accounts.
• Participate in customer meetings, business reviews, and sales presentations as needed.
• Resolve escalated customer concerns and support account retention efforts.
• Ensure the team consistently delivers exceptional customer experiences and value-added solutions.

Territory Management & Strategic Planning:

• Develop and execute comprehensive territory growth plans for Southern and Central Virginia.
• Evaluate market conditions, competitor activity, and customer trends to identify opportunities for expansion.
• Collaborate with operations and leadership teams to support customer service, account growth, and business objectives.
• Assist in onboarding new customers and ensuring a seamless transition from sales to operations.

Cross-Functional Collaboration:

• Partner with Operations, Finance, Human Resources, Marketing, and executive leadership to achieve regional objectives.
• Ensure alignment between sales commitments and operational capabilities.
• Participate in strategic planning initiatives and leadership meetings.
• Communicate company priorities, goals, and initiatives throughout the sales organization.

Qualifications Required:

• Bachelor's degree in Business, Marketing, Sales, or a related field; equivalent experience may be considered.
• Minimum of five (5) years of successful sales leadership experience.
• Demonstrated experience managing and developing sales professionals.
• Proven track record of driving revenue growth and achieving sales targets.
• Strong knowledge of sales processes, pipeline management, prospecting, and account development.
• Excellent leadership, coaching, communication, presentation, and negotiation skills.
• Experience utilizing CRM systems and sales performance reporting tools.
• Ability to travel regularly throughout Southern and Central Virginia.

Preferred:

• Experience leading B2B sales teams in service, industrial, transportation, automotive, manufacturing, distribution, or related industries.
• Multi-location or regional sales leadership experience.
• Experience implementing sales training, coaching programs, and performance management initiatives.
• Strong understanding of strategic account management and customer retention strategies.

Core Competencies:

• Sales Leadership
• Coaching & Employee Development
• Performance Management
• Strategic Selling
• Consultative Sales Techniques
• Territory Planning
• Customer Relationship Management
• Business Development
• Communication & Influence
• Negotiation
• Problem Solving
• Team Building
• Accountability & Execution

Key Performance Indicators (KPIs):

• Revenue Growth
• Gross Profit Growth
• New Customer Acquisition
• Account Retention
• Sales Pipeline Development
• Customer Satisfaction
• Territory Growth
• Sales Activity Metrics
• Employee Engagement & Retention
• Team Achievement of Sales Goals

What Success Looks Like: The Regional Sales Manager develops a high-performing sales team that consistently exceeds growth objectives, strengthens customer relationships, and expands the company's presence throughout Southern and Central Virginia. Success in this role is measured by the ability to recruit and retain top talent, improve sales effectiveness through coaching and development, execute disciplined sales strategies, and deliver sustainable, profitable growth. As a trusted partner to the Area Vice President, this individual serves as a key driver of the region's long-term success.