Regional Sales Manager

Regional Sales Manager

Discover a career at Depot Connect International (DCI), a global leader in the Tank/ISO Tank Container Services and Tank Trailer Parts industry. We're more than just a service provider; we're a unified team combining the expertise of industry leaders Quala, Boasso Global, and PSC. Headquartered in Tampa, Florida, with over 160 locations worldwide, our team of over 3,500 employees excels in offering a multitude of mission-critical services.

This position requires a high-energy, results-driven Regional Sales Manager (RSM) to lead revenue growth in key markets by acquiring and expanding customer relationships across all lines of business. The RSM will work closely with the operations leadership team to build a market sales plan for the region focused on developing new sales opportunities and growth with existing customers.

The RSM will own the market performance for the South Central region of LA, MS and AL by collaborating closely with Operations, Quality and the broader Commercial organization to drive revenue across all facilities in the region. The ideal candidate is a strategic hunter with a proven record in B2B sales who thrives in fast-paced, service-driven industries.

Essential Job Functions

The RSM will own and grow a defined region, developing new business and expanding existing accounts. This position requires a broad range of commercial related activities to be executed at different time intervals to be effective in this role. An outline of these activities is included below:

Daily Activities:

• Prospecting: Identify potential customers and leads via phone calls, email, social media
• Follow Up: Create, develop, and manage relationships between DCI and local customers
• Salesforce: Log all customer interactions and sales activities
• Administrative: Prepare quotes / proposals, respond to customer inquiries, schedule upcoming meetings. Customer volume growth agreements coordinated with account team.

Weekly Activities:

• Customer Meetings: Either in person (preferred) or site visits to discuss potential new business and identify customer requirements
• Champion Customer Experience: Ensure customer needs are met, issues resolved, and expectations exceeded
• Pipeline Management: Review and prioritize opportunities based on customer status and deal stage
• Pipeline Review Meeting (w/ Manager): Review top opportunities, deal parameters, and next step to close an opportunity
• Pipeline Review Meeting (+ Ops): Review top opportunities by region, deal parameters, and any assistance needed from Operations
• Opportunity Review (w/ Account Owners): Coordinate local / national sales efforts to ensure and cohesive approach and avoid conflicting messaging

Monthly Activities:

• Sales Reporting: Review prior month performance and activity level against key KPIs
• Marketing: Consistently and on-going collect customer and market data and add to the account plans/marketing strategy to inform our market position. Review upcoming marketing plans regarding specific campaigns related to a DCI capability, DCI operating market, or industry segment
• Marketing Feedback: Review effectiveness of current or prior marketing campaigns and measure success of lead conversion
• Territory Sales Planning: Review territory coverage, gaps and support needed from operations or account teams assigned to top customers
• Customer Reporting: Develop regular operational performance reporting to customers in the region including metrics and trends
• Service Implementation: Coordinate implementation of service changes, volume expansions, or new site launches

Quarterly Activities:

• Performance Monitoring: Review sales performance in the region and against quota, identify trends and improvement areas
• Forecasting: Provide an updated forecast based on customer activity and industry feedback
• Market Analysis: Continuously analyze market trends, customer feedback, and competitor activity to inform go-to-market strategy
• Networking – Online: Review any changes in leadership at customers and competitors, review online profile as needed (e.g. LinkedIn)
• Networking – Events: Participate in industry events including detailed advanced planning related to marketing message, customer meetings, and social events
• Internal Networking: Participate in internal meetings and planning sessions to develop relationships and supplement market plans

Annual Activities:

• Market Plan: Revise market plan with new entrants (e.g. customers, shipper facilities, competitors, DCI facilities) and update the TAM accordingly
• Market Plan: Reprioritize targets for the upcoming year based on updated plan
• Annual Review: Performance evaluation on prior year including goal setting and quotas for the upcoming year
• Annual Meeting: Participate in the annual company meeting to review territory performance including short falls and future opportunities

High Level KPIs

• Territory Growth: Geographic: Y/Y growth
• New Business: Volume of new business
• Pipeline Growth: Quantity and volume of qualified growth opportunities in Salesforce
• Sales Activity: Number of meaningful customer interactions Q/Q

Skill Requirements

• Sales Oriented Mindset: Entrepreneurial self-starter motivated by growing their business from the viewpoint as an owner
• Strong Interpersonal Skills: Exceptional communication, negotiation, and relationship-building skills
• Team Orientation: Ability to work effectively with all functional areas and peers
• Technical Skills: High proficiency with CRM (Salesforce preferred) and MS Office Suite

Qualifications

• Bachelor's Degree or at least 3 years of relevant industry or sales experience for a large, distributed service-focused sales organization
• A producer with a verifiable track record of identifying, creating, and closing deals, and ultimately building a business.
• Expertise in building and managing a pipeline from lead generation through deal closure
• (Preferred) Industry experience in transportation, logistics, chemical services, bulk containers, environmental services, or industrial maintenance
• (Preferred) Experience in distributed service-based organizations with field sales teams

Work Environment

• Frequent travel within the region required (up to 50%)
• Office and field-based environment; regular visits to customer and operational sites
• May require use of PPE (e.g., safety glasses, steel-toed shoes) when visiting facilities
• Ability to stand, walk, reach, and lift items as necessary while performing job functions

Why Join DCI?

• Impact: You'll be a key player in driving regional growth in a high-potential segment
• Autonomy: Own your market and shape your strategy
• Support: Backed by industry-leading operations and marketing teams
• Culture: Fast-paced, entrepreneurial, and growth-oriented.

DCI Benefits:

• Medical, Dental, and Vision Insurance
• 401k with generous employer match
• PTO
• 10 Paid Holidays
• Tuition Reimbursement
• Parental Leave