Regional Activation Director - East

About the Role

The Regional Account Activation Director converts BluSky's strategic, national, MSA, regional, and local account relationships into quantifiable opportunities that accelerate revenue growth and expand market share at the branch and regional levels, consistently meeting or exceeding budget targets. This role aligns enterprise account strategy with field execution, actively penetrating, servicing, and expanding accounts through disciplined planning, targeted engagement, and sustained opportunity generation. The position assigns accounts to local branches, designates BDM ownership, and enforces a rigorous contact cadence across all client locations within the assigned region to maximize engagement and performance. The role carries no individual sales quota; developing, managing, and holding the regional team of Business Development Managers accountable is the entire job.

Responsibilities

• Strategic Account Deployment & Activation
  • Deploy assigned accounts across respective regions with clear BDM ownership and accountability.
  • Establish and enforce activation strategies at the account, site, and BDM level aligned to projected annual spend and budget objectives.
  • Execute enterprise, regional, local, and MSA account strategies across all field operations with discipline and consistency.
• Account Tiering & Market Penetration
  • Segment accounts based on spend, strategic importance, geographic footprint, and growth potential to prioritize impact.
  • Develop and execute budget-aligned penetration strategies to increase share of wallet.
  • Identify underperforming or underpenetrated accounts and implement corrective actions to close gaps.
  • Align resources and sales efforts with account potential to maximize revenue contribution.
• Opportunity Generation Management
  • Establish and enforce opportunity targets by account, branch, region, and BDM aligned with budget expectations.
  • Monitor and drive opportunity creation against defined account potential.
  • Expand site engagement, increase customer touchpoints, and deepen relationships to accelerate pipeline growth.
  • Ensure activity levels directly drive revenue generation and growth objectives.
• Branch-Level Commercial Execution
  • Partner with regional and branch leadership to execute account strategies with precision and accountability.
  • Integrate strategic account initiatives into core branch operations and weekly execution rhythms.
  • Conduct regular reviews of account activity, pipeline health, and win rates to ensure performance targets are met.
  • Identify, escalate, and resolve barriers to account activation and revenue growth.
  • Drive contact management, sales processes, and CRM hygiene by enforcing high standards for CRM data entry; maintain an active roster of key regional and property-level decision-makers.
• Performance Management & Accountability
  • Master and maintain activation scorecards tracking opportunity creation, customer engagement, account penetration vs. budget, site coverage, win rates, revenue growth, and share of wallet at regional, branch, and individual BDM levels.
  • Lead structured performance reviews with regional and branch leadership to drive results.
  • Enforce accountability across field teams to meet or exceed defined performance targets.
• Cross-Functional Coordination
  • Collaborate with Strategic Accounts, Operations, Large Loss, Marketing, Finance, and executive leadership to ensure aligned and effective execution.
  • Serve as the critical link between enterprise account leadership and field teams, ensuring clarity and consistency.
  • Deliver on customer commitments across all regions, reinforcing trust and long-term value.
• Success Measures
  • Consistently meet or exceed opportunity targets from strategic, MSA, regional, and targeted local accounts.
  • Deliver high-quality opportunities across daily base and large loss segments to achieve budget objectives.
  • Drive full adoption and disciplined execution of account activation plans across all regions.
  • Demonstrate BDM accountability, performance management, and coaching that drives sustained opportunity growth.
  • Achieve annual revenue and growth targets tied to strategic, MSA, local, and regional account activation.

Requirements

• 5+ years in sales, including 2+ years in sales training/enablement and/or people management.
• Demonstrated learning-and-development experience, including training design and delivery.
• Experience managing or coaching field teams, with a track record of holding others accountable.
• Strong data fluency: CRM, pipeline analytics, and dashboards/Excel.
• Excellent communication, coaching, and facilitation skills.
• Bachelor's degree or equivalent experience.
• Willingness to travel approximately 30–40%.

Preferred Qualifications

• Restoration, construction, or field-services industry experience.
• Sales enablement or L&D certification (e.g., a recognized enablement credential or ATD/CPTD).
• Experience leading multi-state or geographically distributed teams.

Core Competencies

• Coaching & development
• Accountability and results-orientation
• Data-driven decision-making
• Communication & influence
• Change leadership
• Cross-functional collaboration

Supervisory Responsibility

This role leads and develops a regional team of Business Development Managers (BDMs), holding the team accountable for activation, opportunity generation, and performance against budget.

Work Environment & Physical Demands

The work environment is typically quiet. The employee must occasionally lift and/or move up to 25 pounds. While performing the duties of this job, the employee is regularly required to sit; use hands and fingers; reach with hands and arms; talk and hear. The employee is required to regularly move and walk around the office.

Travel

Approximately 30–40% of time. Some out-of-area and overnight travel is expected for training, meetings, and field engagement across the assigned region.

Pay

$130,000–$160,000

Benefits

• Matching 401(k) plan
• Health insurance (medical, dental, and vision)
• Paid time off
• Disability coverage
• Equipment provided (e.g., laptop, smartphone)
• Corporate apparel allowance
• Hybrid work options
• Employee Assistance Program
• Accident & Critical Illness Coverage
• Professional development opportunities