Regional Sales Manager - Midwest

Regional Sales Manager (RSM)

RACO Manufacturing & Engineering is a trusted leader in remote monitoring, alarm notification, and control solutions for the water, wastewater, and industrial markets. For more than 75 years, utilities, municipalities, and industrial operators have relied on RACO products to ensure uptime, compliance, and peace of mind.

We combine technical excellence with a customer-first approach. At RACO, we believe in solving problems, not just selling products. Our sales team embodies integrity, discipline, and creativity in every customer interaction.

At RACO, culture is not a slogan—it's how we work:

• Integrity First – We do what we say, always.
• Hard Work & Independence – We value people who take ownership, work with grit, and get things done without waiting for permission.
• Curiosity & Consultative Selling – Our best salespeople listen deeply, ask smart questions, and help customers uncover problems worth solving.
• Team-Oriented, Customer-Centric – We succeed together. Winning is when customers, representatives, and RACO all thrive.

If you thrive in an environment where accountability, resilience, and entrepreneurial drive are celebrated, you'll fit right in.

Position Summary

The Regional Sales Manager (RSM) is responsible for driving growth across a defined geographic territory by managing and developing independent sales representatives, cultivating relationships with engineering firms, OEMs, contractors, end users, and directly engaging in strategic accounts.

The RSM is both a coach and a closer: training reps, supporting their success, and rolling up their sleeves to win business. This role requires significant travel to build relationships, lead product demonstrations, attend trade shows, and ensure RACO is the preferred partner in water, wastewater, and industrial monitoring and control solutions.

Key Responsibilities

• Manage Sales Representatives
  • Train, coach, and support independent sales reps to ensure alignment with RACO's sales process and values.
  • Conduct joint sales calls and customer visits; provide feedback and development.
  • Evaluate and retrain agencies as needed to maximize performance.
• Business Development & Market Growth
  • Drive sales to municipalities, utilities, OEMs, engineering firms, commercial, and industrial operators, electricians and construction firms.
  • Identify and close high-volume accounts and large strategic opportunities.
  • Support and expand relationships with engineering firms to secure RACO in project specifications.
• Customer & Market Engagement
  • Deliver compelling product demos, technical presentations, and training to reps, contractors, and customers.
  • Attend and support key trade shows in your region.
  • Gather market intelligence on customer needs, competitors, and trends; provide actionable feedback to leadership.
• New Territory & Rep Development
  • Identify, qualify, and onboard new sales representatives when needed.
  • Conduct follow-up training and support to ensure successful market penetration.
• Accountability & Reporting
  • Meet or exceed sales and revenue targets for the assigned region.
  • Maintain accurate reporting of opportunities, activities, and forecasts.
  • Contribute input to RACO's overall sales strategy and product roadmap.

Qualifications

• Experience
  • 5+ years in technical B2B sales or sales management, ideally in water, wastewater, instrumentation, pumps, controls, or industrial automation.
  • Proven success in consultative selling, account growth, and managing independent reps or channel partners.
• Skills
  • Strong communication and presentation skills (able to speak credibly with engineers, operators, and executives).
  • Ability to work independently, prioritize effectively, and manage a territory with minimal supervision.
  • Technical aptitude—comfortable learning, demonstrating, and troubleshooting industrial technology solutions.
  • Proficiency with CRM, reporting, and virtual collaboration tools (Teams, Zoom, etc.).
  • Work within a Team Concept. To listen, add to the focus, or take the Lead position within the Team.
• Attributes
  • High integrity, strong work ethic, goal oriented, and self-discipline.
  • Entrepreneurial mindset: resourceful, proactive, and accountable.
  • Collaborative spirit with the ability to influence without direct authority.
  • Comfortable with extensive travel (40–80%, depending on region).
  • Located in OH, MI, IL, IN, or WI
• Education
  • Bachelor's degree preferred (engineering, business, or related field). Equivalent industry experience considered.

What We Offer

• Competitive salary with performance-based incentives.
• Comprehensive benefits package (medical, dental, vision, 401k).
• Paid holidays, vacation, and flexible scheduling.
• Training, mentorship, and real opportunities for career growth.
• A culture that values results, integrity, and personal accountability.