Regional Sales Manager - Upper Midwest Regional

Job Description

Job Description

Description:

L.H. Dottie is seeking a Regional Sales Manager to lead our HVAC division across a fourteen-state territory spanning the Upper Midwest Region. The position reports directly to the Vice President of Sales & Marketing.

The Regional Sales Manager is responsible for leading a regional sales force to meet and exceed sales goals across multiple territories. This role involves designing and executing effective sales programs, setting strategic goals, and adapting sales objectives and procedures to meet the unique needs of each territory. The position requires frequent travel within the Upper Midwest Region of the United States to support and guide sales teams, build customer relationships, and represent the company at trade shows.

Location: Remote

Must reside within the territory. Preferred metros: Chicago, Minneapolis, Kansas City, St. Louis, Columbus, Indianapolis. 

Territory:

North Dakota, South Dakota, Nebraska, Kansas, Minnesota, Iowa, Missouri, Wisconsin, Illinois, Michigan, Indiana, Ohio, Kentucky, West Virginia

Primary Responsibilities:

• Sales Management and Strategy
  • Direct and manage a regional sales force to achieve sales and profitability targets.
  • Develop and implement both short- and long-term sales strategies, adjusting sales goals for each territory to drive regional success.
  • Evaluate and implement new sales techniques to increase regional sales volume and enhance customer satisfaction.
• Sales Team Leadership and Development
  • Recruit, orient, train, and manage sales representatives, setting clear expectations, providing ongoing coaching, and conducting performance reviews.
  • Ensure team adherence to company policies and procedures, fostering a high-performance culture focused on accountability and results.
• Operational Objectives and Planning
  • Contribute regional insights to company-wide strategic planning, ensuring alignment with national objectives.
  • Prepare annual sales forecasts and analyze performance metrics to identify trends and make necessary adjustments.
  • Implement corrective actions and improvements to meet and exceed regional and national sales objectives.
• Customer Relationship and Expansion
  • Maintain and expand the customer base by coaching sales representatives and building a strong rapport with key accounts.
  • Call directly on wholesale distributors and key contractor accounts, both independently and on joint calls with rep agencies.
  • Identify new customer opportunities and provide high-level customer support to enhance satisfaction and drive loyalty.
• Product and Market Strategy
  • Recommend product placement opportunities, merchandising, packaging, and service changes based on customer feedback and competitive analysis.
  • Regularly survey consumer needs, track competitor activity, and adapt strategies to enhance regional market share.
• Industry Engagement and Representation
  • Represent the company at trade shows, strengthening industry presence and building new connections.
• Technical Proficiency and Training
  • Serve as a subject matter expert in L.H. Dottie’s Business Intelligence (BI) system, creating and conducting training sessions to enhance sales team capabilities.
  • Travel frequently to support team members, customers, and partners across assigned territories.
• Performance Management and Brand Promotion
  • Oversee sales representative performance, providing guidance and actionable feedback.
  • Organize and lead promotional activities, including counter days and product-focused events to boost brand visibility and customer engagement.
  • Provide the Vice President of Sales & Marketing with regular, candid reporting on territory performance, competitive activity, and market conditions.

Requirements:

Qualifications:

• Education: Bachelor’s degree preferred.
• Experience: 3+ years of sales or regional sales management experience within the HVAC wholesale channels required; familiarity with fastener or hardware product lines
• Technical Skills: Proficient in Microsoft Excel for data management, analysis, and reporting.
• Sales Competencies: Proven ability in Sales Planning, Goal Achievement, Territory Management, Relationship Building, Negotiation, and Performance Management.
• Leadership Competencies: Strong strategic planning skills, decision-making ability, resilience, and adaptability to changing business climates.

Preferred:

• Established distributor and contractor relationships.

• Experience with fastener or hardware product lines in addition to HVAC.

• HubSpot CRM experience.

Travel Requirements:

This position requires frequent air and vehicle travel throughout a fourteen-state region, averaging three overnight stays per week. The role involves visiting distributor warehouses, jobsites, and trade show floors, which may include walking or standing for extended periods and occasionally lifting or carrying product samples and display materials weighing up to 40 pounds. 

Business Acumen:

This role requires a strategic, motivated leader with strong business acumen, exceptional sales competencies, and a deep commitment to achieving results through effective team leadership and customer relationship management.

Summary of Benefits:

1. Paid Holidays: Seven paid holidays each year.

2. RSM Growth Incentive Program

3. Health Insurance: Medical, dental, and vision insurance coverage available.

4. Life and AD&D Insurance: After 30 days of employment.

5. 401(k) Retirement Plan: Eligibility to participate after one year of service with the company.

6. Paid Time Off (PTO): Accrued paid time off for vacations, personal days, and other needs.