Regional Sales Director

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead, mentor, and expand a territory team of 6–8 field account executives and sales support personnel.

• Collaborate with HR to recruit, nurture, and retain top sales talent.

• Guide account executives through ride-alongs, deal evaluations, and one-on-ones focused on pipeline and achievement.

• Own the territory's revenue goals, forecast precision, pipeline assessment, and quota fulfillment.

• Determine territory coverage, account classifications, and account executive quotas in conjunction with the VP of Territory Sales.

• Establish discipline in CRM/Salesforce, conduct pipeline reviews, win/loss analyses, and track KPIs.

• Transition the team from transactional, catalog-driven selling to a consultative, value-based, comprehensive solution approach.

• Integrate the MEDDPICC discovery and qualification framework into deal management processes.

• Engage with executives, design engineers, and procurement leaders within customer organizations.

• Propel adoption, expansion, retention, and growth of share-of-wallet among the existing client base.

• Cultivate executive relationships with strategic accounts and act as the escalation point for critical situations.

• Identify new business and key account opportunities to enhance territory market share.

• Develop scalable processes, playbooks, and tools for pipeline management, onboarding, and account oversight.

• Collaborate with Marketing, Product, Operations, and the broader commercial team.

• Dedicate approximately 50% of time engaging with customers, attending trade shows and industry events, and working alongside account executives.

• Maintain and contribute to the Quality Management System (QMS).

• Report directly to the Vice President of Territory Sales.

⛳️ Requirements

• 8–12+ years of progressive B2B sales experience in manufacturing or a technology-focused environment.

• 3–5+ years in a sales leadership position managing field sales teams across extensive territories.

• Proven history of meeting or surpassing sales objectives in a leadership role.

• Direct experience transitioning from transactional or catalog-driven sales to consultative, full-solution, value-based selling, with measurable outcomes.

• In-depth understanding of the manufacturing lifecycle, supply chain dynamics, and mechanical/precision components.

• Expertise in CRM/Salesforce, pipeline analytics, territory design, and structured qualification using MEDDPICC or similar frameworks.

• Exceptional coaching, communication, executive presence, negotiation, and presentation skills.

• Experience in industrial distribution, factory automation, precision components, or capital equipment is preferred.

• Experience selling multi-product solutions is preferred.

• Familiarity with MRO and plant-floor buyers and the behaviors being transformed is preferred.

• Comfort with applying AI and modern sales tools is preferred.

• Willingness to travel approximately 50% annually within the territory and across the U.S.

• Capability to travel by air and ground, visit customer plant floors and manufacturing facilities, and attend trade shows and industry events.

• A Bachelor's degree in Business, Engineering, or a related field is strongly preferred; an MBA is a plus.

🏝️ Benefits

• OTE range of $240,000 - $280,000 USD based on experience (base salary not specified).

• Reasonable accommodations may be provided to enable individuals with disabilities to perform essential functions.