Equipment Regional Sales Manager

Key Responsibilities

• Sales Leadership & Performance
• Lead and manage a team of Equipment Sales Representatives within the assigned region.
• Establish sales goals, performance expectations, and key performance indicators (KPIs).
• Monitor individual and team performance, providing regular coaching and development.
• Carry out ride-alongs, customer visits, and territory reviews to support sales growth.
• Develop and execute regional sales strategies to achieve revenue and profitability objectives.
• Drive market share growth across all product lines.
• Customer & Market Development
• Build and maintain strong relationships with key customers, contractors, municipalities, and industry stakeholders.
• Identify market trends, competitive activity, and emerging business opportunities.
• Aid sales representatives with major account development and large equipment transactions.
• Support customer retention initiatives and ensure a high level of customer satisfaction.
• Team Development
• Maintain a regular cadence of weekly one-on-one meetings and team meetings in accordance with the Yellowhouse Sales Leadership Playbook.
• Recruit, train, and onboard new sales personnel.
• Mentor team members on prospecting, sales process execution, negotiation, and account coverage.
• Foster a culture of accountability, collaboration, and professional growth.
• Conduct regular performance reviews and development planning.
• Operational Excellence
• Maintain accurate sales forecasting and pipeline management.
• Ensure CRM and sales reporting systems are utilized consistently and effectively.
• Collaborate with Product Support, Parts, Service, Rental, and Operations teams to deliver complete customer solutions.
• Manage regional sales expenses and budgets responsibly.
• Strategic Planning
• Participate in annual business planning and budgeting processes.
• Develop territory coverage plans to maximize market penetration.
• Recommend inventory needs based on market demand and sales forecasts.
• Support company initiatives, promotions, and manufacturer programs.

Qualifications

• Proven ability to lead and motivate a sales team.
• Strong understanding of equipment markets, customer buying behavior, and competitive landscapes.
• Excellent communication, negotiation, and presentation skills.
• Ability to analyze sales data and develop actionable business strategies.
• Strong organizational and time management skills.
• Proficiency with CRM platforms and Microsoft Office Suite.
• Valid driver's license with the ability to travel extensively throughout the assigned territory.

Physical Requirements

• Ability to travel frequently throughout the region.
• Ability to work in office, shop, and outdoor jobsite environments.

Success Measures

• Achievement of regional sales revenue and profitability goals.
• Market share growth within assigned territory.
• Sales team development and retention.
• Customer satisfaction and retention metrics.
• Forecast accuracy and CRM compliance.

Reporting Structure

• Reports To: Director of Sales
• Direct Reports: Equipment Sales Representatives within assigned region

Compensation

• Competitive pay based on experience, qualifications, and skill set.