Regional Sales Manager - Buffalo, NY Region

The Regional Sales Manager (RSM) is responsible for leading, developing, and producing results within an
assigned sales region. This role combines strategic leadership with hands-on sales execution to ensure consistent
regional growth and profitability. The RSM drives accountability across the sales team, provides coaching and
development, and actively contributes to sales production when the region is short-staffed or under goal. In
addition, the RSM cultivates strong referral partnerships, represents the company at networking events, and
collaborates with internal departments to align regional performance with overall company objectives.

Essential Functions:

● Manage assigned sales staff to achieve individual and regional production goals.
● Track, analyze, and report weekly sales results to leadership, providing insights and action plans
for performance improvement.
● Conduct ongoing face-to-face coaching focused on all stages of the sales process, including
telemarketing, foot traffic, prospecting, and lead management.
● Ensure proper and consistent use of the sales CRM for pipeline management, activity tracking,
and forecasting accuracy.
● Lead effective weekly sales meetings and trainings that drive accountability, skill development, and
team alignment.
● Build, maintain, and service a strong network of Centers of Influence and referral partners to
support consistent lead flow and market presence.
● Recruit, hire, and onboard sales talent to grow the team and optimize market opportunity.
● Actively produce new business by personally engaging in prospecting, networking, and closing
activities when the region is short-staffed, under goal, or during growth initiatives.
● Represent the company at community and networking events to expand brand visibility and
strengthen referral partnerships.
● Contribute to companywide marketing and sales strategies by providing analysis,
recommendations, and feedback from field operations.
● Achieve sales operational objectives by preparing and executing action plans, improving
production, quality, and service standards, and identifying opportunities for process and system
enhancements.
● Develop annual and gross-profit plans by forecasting regional sales quotas, projecting revenue
and profit goals, analyzing market trends, and recommending pricing or positioning adjustments.
● Identify and capitalize on market opportunities by assessing client needs, competitive positioning,
and emerging trends to increase regional market share.
● Protect the organization's value by maintaining strict confidentiality of company and client
information.
● Maintain professional and technical knowledge through continued education, networking, and
industry involvement to remain current on market and regulatory trends.

Non-Essential Duties:
● Special projects assigned by Executive staff
● Perform other duties as assigned by management to support company objectives and overall team
success.

Minimum Qualifications (Knowledge, Skills and Abilities) Required:

● Bachelor's degree, preferably in Business, Finance, Marketing, or related field or equivalent experience
● Minimum of 3 years of successful B2B sales experience with a proven track record of meeting or
exceeding quotas.
● Minimum of 3–5 years in management or leadership positions overseeing a sales team.
● Demonstrated ability to increase revenue and manage regional or territory-wide sales goals.
● Strong interpersonal, organizational, and communication skills; capable of coaching, mentoring, and
motivating a sales team.
● Experience taking a hands-on role in sales production when necessary to achieve regional goals.
● Proven ability to build and maintain relationships with referral partners, centers of influence, and
networking contacts to generate leads and opportunities.
● Excellent ability to multi-task, prioritize, and perform effectively in a fast-paced, growth-oriented
environment.
● Proficiency with MS Office (Word, Excel, PowerPoint), Google Apps, and CRM systems.
● High level of discretion, flexibility, and ability to collaborate closely with executive management.

Optional:
● Payroll sales experience is a major asset.

Decision-making Latitude:
● Will be expected to provide employee performance and disciplinary reviews
● Agrees to comply with the confidentiality policy.
● Uses independent judgment to provide solid client and team relationships.

Supervisory Responsibilities:
● The Regional Sales Manager will be responsible for team members within territory

Equipment / Software Used:
● Personal Computer, Internet, MS Office (Word, Excel), Google apps, CRMLink software.

Financial Responsibilities:
● Budgeting planning and forecasting for assigned team/region