Equipment Regional Sales Manager

Equipment Regional Sales Manager

The Equipment Regional Sales Manager is responsible for leading, coaching, and developing a team of Equipment Sales Representatives across an assigned territory. This position drives revenue growth, market share expansion, and customer satisfaction through strategic sales leadership, relationship management, and execution of company sales initiatives. The Regional Sales Manager serves as a key link between dealership leadership and the sales team, ensuring alignment with company goals while fostering a culture of teamwork, integrity, perseverance, as well as accountability and continuous improvement.

Key Responsibilities

Sales Leadership & Performance

• Lead and manage a team of Equipment Sales Representatives within the assigned region.
• Establish sales goals, performance expectations, and key performance indicators (KPIs).
• Monitor individual and team performance, providing regular coaching and development.
• Conduct ride-alongs, customer visits, and territory reviews to support sales growth.
• Develop and execute regional sales strategies to achieve revenue and profitability objectives.
• Drive market share growth across all product lines.

Customer & Market Development

• Build and maintain strong relationships with key customers, contractors, municipalities, and industry stakeholders.
• Identify market trends, competitive activity, and emerging business opportunities.
• Assist sales representatives with major account development and large equipment transactions.
• Support customer retention initiatives and ensure a high level of customer satisfaction.

Team Development

• Maintain a regular cadence of weekly one-on-one meetings and team meetings in accordance with the Yellowhouse Sales Leadership Playbook.
• Recruit, train, and onboard new sales personnel.
• Mentor team members on prospecting, sales process execution, negotiation, and account coverage.
• Foster a culture of accountability, collaboration, and professional growth.
• Conduct regular performance reviews and development planning.

Operational Excellence

• Maintain accurate sales forecasting and pipeline management.
• Ensure CRM and sales reporting systems are utilized consistently and effectively.
• Collaborate with Product Support, Parts, Service, Rental, and Operations teams to deliver complete customer solutions.
• Manage regional sales expenses and budgets responsibly.

Strategic Planning

• Participate in annual business planning and budgeting processes.
• Develop territory coverage plans to maximize market penetration.
• Recommend inventory needs based on market demand and sales forecasts.
• Support company initiatives, promotions, and manufacturer programs.

Qualifications

Knowledge, Skills & Abilities

• Proven ability to lead and motivate a sales team.
• Strong understanding of equipment markets, customer buying behavior, and competitive landscapes.
• Excellent communication, negotiation, and presentation skills.
• Ability to analyze sales data and develop actionable business strategies.
• Strong organizational and time management skills.
• Proficiency with CRM platforms and Microsoft Office Suite.
• Valid driver's license with the ability to travel extensively throughout the assigned territory.

Physical Requirements

• Ability to travel frequently throughout the region.
• Ability to work in office, shop, and outdoor jobsite environments.

Success Measures

• Achievement of regional sales revenue and profitability goals.
• Market share growth within assigned territory.
• Sales team development and retention.
• Customer satisfaction and retention metrics.
• Forecast accuracy and CRM compliance.

Reports To: Director of Sales

Direct Reports: Equipment Sales Representatives within assigned region

Compensation: Competitive pay based on experience, qualifications, and skill set.