Regional Sales Manager - Midwest

Regional Sales Manager

When you work at Trex, you're helping to grow and enhance a true original. You join a company that boldly launched an entire industry… and still leads the way. The Regional Sales Manager (RSM) is responsible for developing and executing a regional sales strategy with strong emphasis on pipeline health, channel diversity, and opportunity management. This role drives team adoption of pipeline best practices to ensure a balanced mix of early, mid-, and late-stage deals, ultimately supporting consistent, predictable sales growth. The RSM works cross-functionally with marketing, finance, and operations to ensure smooth deal progression and alignment across departments. Additionally, the RSM owns regional forecasting responsibilities, ensuring high pipeline accuracy and visibility within Salesforce while fostering a collaborative environment that leverages the full range of company resources.

RESPONSIBILITIES

• Put safety first – Always!
• Lead and foster our "people first" culture.
• Customer & Partner Management: Develop and maintain strong business relationships with key distributor locations and regional contacts at National Accounts, Lowe's, and Home Depot to drive pipeline growth and pull-through activity.
• Sales Team Development: Recruit, hire, train, and manage district managers and regional sales teams to enhance pipeline discipline, opportunity management, and overall organizational capability.
• Strategic Planning: Develop and execute an annual regional business plan aligned with company goals and sales targets. Ensure each team member has clear objectives that support pipeline-driven sales growth.
• Data-Driven Decision Making: Leverage Salesforce and Qlik to ensure forecast accuracy, pipeline visibility, and informed business decisions.
• Employee Development: Establish individual development plans with each direct report, conduct regular performance reviews, and provide coaching throughout the year.
• Financial Oversight: Establish and manage travel & expense (T&E) budgets for the region. Effectively manage co-op funding and Business Development Funds (BDF) to support strategic initiatives.
• Forecasting: Actively participate in the sales forecasting process to ensure alignment between pipeline activity and business expectations.

DIRECT REPORTS

Manage and provide ongoing performance, coaching, and professional development opportunities for a team of District Managers, Account Managers, and Sales Representatives.

TRAVEL REQUIREMENTS

This position requires approximately 75% overnight travel. A valid driver's license is required.

JOB LOCATION

Midwest - Western Pennsylvania, Ohio, or Michigan

POSITION TYPE

Full-Time/Regular

EXPERIENCE

Required Skills & Experience 12+ years of sales experience is required without a degree. Three years of key account responsibility and managerial experience. Strong leadership and pipeline forecasting skills. Ability to develop and execute regional business strategies.

Preferred Skills & Experience MBA

The ideal candidate will be able to demonstrate the following competencies:

• Competitiveness: Strives for market leadership, takes advantage of market opportunities and maintains a competitive edge. Remains focused on operational excellence and creates the most cost-efficient and customer-centric structure.
• Communicating (Verbal & Written): Listens attentively and expresses ideas clearly and concisely. Shares relevant information in a timely and effective manner. Is available to write clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect.
• Planning: Sets goals and objectives; breaks down work into process steps; develops schedules and task/people assignments; anticipates and adjusts for problems; measures performance; evaluates results. Aligns work plans with the broader business strategy.
• Conflict Management: Steps up to conflicts, seeing them as opportunities for improvement; can hammer out tough agreements and settle disputes equitably; good at focused listening; understands others quickly; can find common ground and get cooperation with minimum noise.
• Problem Solving: Solves difficult problems with effective solutions; asks good questions and probes all fruitful sources for answers; can see underlying or hidden problems and patterns; is excellent at honest analysis; looks beyond the obvious and doesn't stop at the first answer.
• Decision Quality: Makes good decisions (without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions turn out to be correct and accurate when judged over time; is sought out by others for advice and solutions.
• Knowledge of Products : Understands the capabilities, strengths and weaknesses for assigned products. Demonstrates sound knowledge of the competition and industry when applying business solutions.
• Negotiating: Negotiates skillfully in tough situations with internal and external groups; settles differences; wins concessions without damaging relationships; gains trust of other parties; has a good sense of timing.
• Understanding Others: Listens carefully to understand various points of view, whether or not he/she agrees; suspends judgment until others have their say; can clearly state opposing views of others even if he/she doesn't accept them; accepts diversity in others; can predict what others will say or do across different situations.

At Trex, we believe in persevering even when there's no road map, embracing groundbreaking as a way of life. We encourage multiple perspectives and welcome diverse people who problem-solve, adapt, and innovate – always with a firm foundation in safety and integrity.

SALARY

Base Salary Range: $130,000-$155,000 annually The salary range provided serves as a general guideline for potential compensation for this position. It reflects the base salary and does not account for other benefits or additional compensation opportunities that may apply. This role is also eligible for further compensation through an annual/sales bonus, in addition to the base salary. At Trex, individual base salaries are determined based on various factors, including relevant skills, qualifications, experience, and geographic location. We are committed to maintaining pay equity and consider the internal equity of our existing team members when finalizing compensation offers.

BENEFITS & PERKS

We believe that real effort should be rewarded. We take care of you as part of our Trex family so you can take care of yours. Here are some of the perks beyond the paycheck:

• Time Off: We'll give you paid holidays and paid vacation.
• Health, Dental, and Vision Insurance : Choose from a variety of options. We'll cover a generous share of the cost. Plus, you can earn lower rates through our wellness program.
• 401(k) With Company Match : Save for your retirement and we'll match it dollar for dollar.
• Tuition Reimbursement: We're all about lifting each other to the next level. When you're ready to get the degree, we'll pick up part of the tab.
• Training and Education : We offer dozens of options to boost your performance – both online and on-site nearby.
• Stock Purchase Program : Invest in Trex at a discounted price.
• Employee Discount Program: When you make the World's No. 1 Decking Brand, you'll probably want to enjoy the finished product yourself. We'll give you a discount.

WHO WE ARE

Over 30 years ago, our founders created the world's first high-performance, low-maintenance composite decking and outdoor living products. That entrepreneurial spirit still drives us today as we continue to redefine our industry and lead the way for what's next in outdoor living. Today, Trex is the world's #1 brand of sustainability-made, wood-alternative decking, and deck railing – all proudly manufactured in the USA. As a publicly traded company [NYSE: TREX], we take pride in being the largest recycler of plastic film in the country as well as caring for the communities and the planet where we live. We nurture meaningful connections, from local engagement and investment to eco-friendly products and sustainable manufacturing processes. Everything we do is grounded in our values and guided by our beliefs. We are looking for candidates who embody our core values: Innovate with Purpose Obsess over the Customer Own the Outcome Operate with Excellence Win Together At Trex, you'll become part of a diverse yet unified team that sustains the trailblazing spirit and strengths that made Trex the industry leader – learning, adapting, solving and succeeding. We welcome new ideas and fresh perspectives, and we encourage you to bring your best to help us shape the future of Trex.

CAREER ADVANCEMENT

At Trex, you can take pride in craftsmanship. There's an art and a science to what we do, and we never stop working to refine and improve. That means no matter how long you've been with Trex, you have ongoing opportunities to grow your expertise – enhancing your career, your team and our shared efforts. You will help shape our future.

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