Regional Sales Manager

Regional Sales Manager (RSM for Van‑Packer) A successful Sales Manager excels by consistently increasing market share, developing regional representation, and coaching manufacturers reps to increase sales. They strategically manage their territory, maintaining strong relationships with Fire Marshals, AHJs, contractors, and design firms. By collaborating with internal tech and sales teams and staying informed about industry trends, they ensure Van‑Packer’s products are well‑represented and competitively positioned. Their expertise in NFPA 96 and UL 1978/2221 standards, UL 103/UL 1738 and NFPA 211 combined with their proactive problem‑solving and outstanding communication skills, enables them to meet and exceed sales targets, driving significant revenue growth over minimum expectations. Responsibilities Sales Growth: Increase public knowledge, market share, and overall sales for the Chimney and Grease Duct product lines, focusing primarily on the Rectangular Grease Duct product. Achieve a minimum of 10% annual sales growth. Coaching & Lead Generation: Coach representatives with finding, developing, and quoting leads in their territories. Coach regional representatives to successfully quote and close projects. Follow up on all quotes sent to Manufacturing Representatives. Coordinate and attend regional sales meetings, trade shows, and Lunch & Learns. Communication and Reporting: Address Manufacturing Representative issues promptly, keeping the Director of Sales informed. Maintain day‑to‑day activity in Odoo CRM. Submit weekly reports (calls, emails, activity) to the Director of Sales. Update Odoo CRM daily while on the road. Communicate travel schedules to HR and Director of Sales. Submit weekly expense reports with receipts to HR/Accounts Payable on time. Maintain proper use and maintenance of company devices. Attend weekly RSM meetings. Communicate frequently with the Director of Sales, HR, and Technical Services regarding schedule and sales efforts. Plan and conduct a two‑day trip to the Buda Factory quarterly. Manufacturer’s Representative Account Management: Hire new Manufacturer’s Representatives to cover the region. Replace low‑performing accounts with Director approval. Ensure adequate active representation in all states in your region. Equip representatives with proper tools to sell KVP products. Enforce Net30 payment terms. Discuss all representative terminations with the Director prior to terminating. Industry Education: Maintain expertise in NFPA 96, UL 2221, NFPA 211, UL 103, UL 1738, UL 2561, UL 641, and Van‑Packer products, and competitors’ products. Educate Fire Marshals, AHJs, inspectors, fire chiefs, and contractors on UL 2221 and NFPA 96 compliance. Assist design firms in writing accurate job specifications. Discounts and Pricing: Obtain approval for discounts over 2%. Promote Van‑Packer’s reputation over discounting. Marketing and Content Creation: Assist Marketing Manager: update and maintain literature, write trade magazine articles, create PowerPoint presentations. Qualifications & Skills Education: Bachelor’s degree in business administration, marketing, engineering, or related field. A degree in mechanical engineering or similar could be advantageous due to the technical nature of the products. Experience: Proven track record in sales management, ideally within construction, HVAC, or industrial manufacturing. Experience managing a sales territory in a similar region. Familiarity with UL 1978/2221 and NFPA 96 codes related to Grease Ducts. Familiarity with UL 1738, UL 103, UL 2561, UL 641, and NFPA 211 codes related to Chimney Venting. Understanding of industrial ventilation systems, ductwork, grease duct, and related products. Familiarity with competitors’ products and industry trends. Skills: Leading and motivating a team of Manufacturer’s Representatives or sales professionals. Strategic decision‑making and sales target management. Excellent verbal and written communication. Present technical information clearly. Strong organizational skills. Attention to detail in quote follow‑ups, commission calculations, and reporting. Proficiency in sales and CRM software (Odoo, etc.). Effective presentation using PowerPoint. Negotiating and closing sales deals. Managing pricing and discounts within guidelines. Customer focus: building and maintaining relationships with fire marshals, AHJs, contractors, and designers. Collaboration with Inside Sales, Technical Services, Marketing. Issue resolution and maintaining customer satisfaction. Adaptability to market changes and company strategies. Key Performance Indicator (KPI) Travel: 50% of the year required. 6 rep office visits / job site visits per quarter. 6 presentations with an engineer/contractor per quarter (non‑rep established). Sales goal per/rep tracked and accountable. 1 testimony & job site visit per quarter. Working Conditions Full‑time (40 hour minimum). Fully Remote or on‑site in Buda, IL. Benefits & Compensation Salary plus commission. Commission: 0.5% of sales once quarterly sales goal met (10% growth); 1% on all sales above quarterly sales goal; paid at year end additional $10,000 if both CVP and KVP goals met. Full benefits. Paid days off and holidays. Company vehicle for travel. ESOP membership after 1 year. Insurance and 401(k) options. Pay scale: Between $50,000 - $100,000 / depending on experience. #J-18808-Ljbffr