Regional General Manager

About the Role

The Regional General Manager will lead the aggressive growth of the company’s product market share and profitability within a designated region, overseeing area sales, territory sales managers, and branch operations teams. This role involves maintaining market awareness, analyzing competitor activities, and identifying trends to develop the team and its strategies. The position includes preparing sales forecasts and reports, providing leadership and mentorship, and ensuring regional sales and profit goals are met.

Responsibilities

• Provide leadership, training, mentoring, and direction to Area Sales Managers (ASM) and Territory Sales Managers (TSM), while monitoring daily regional functions.
• Achieve overall sales and profit goals for the region, focusing on commercial sales, parts & supplies sales, and branded equipment sales.
• Hire, train, cross-train, conduct performance evaluations, and implement corrective actions for regional staff.
• Ensure compliance with all company sales policies across the region.
• Review and manage the regional budget, including providing TSM quota data.
• Manage relationships between DCT Distribution and other independent distributors within the assigned geographical area.
• Direct Regional Operations Managers (ROM) to support increased sales and operational needs.
• Develop and implement business plans to ensure forward growth and meet regional new business goals.
• Lead the Operations Team to deliver high-level customer service, employee development, and excellence in branch operations.
• Assist in planning and forecasting inventory needs to ensure adequate product availability.
• Resolve operational issues by coordinating with Branch Managers (BM), ROMs, Regional Managers (RM), and corporate staff.
• Suggest and implement policies, goals, objectives, and procedures in collaboration with affected departments.
• Determine operational staffing requirements and coordinate hiring and training with Human Resources.
• Analyze budgets, financial trends, KPIs, and other relevant reports to provide timely insights.
• Develop financial budgets for yearly sales and operational expenses.
• Provide strategic recommendations to enhance business performance through benchmarking KPIs.
• Complete additional tasks as assigned.

Nature & Scope

• Develops and implements strategic plans and objectives for the department in an effective and innovative manner.
• Understands business needs and creates comprehensive departmental solutions.
• Collaborates with other leaders to establish and achieve strategic plans.
• Provides leadership and direction to managers within the division/department.
• Oversees department staffing needs, including interviewing, hiring, training, and annual evaluations.
• Participates in budget development and expense monitoring.

Requirements

• 12-15 years of general business experience with HVAC wholesale experience.
• 8+ years in a management role with P&L responsibility.
• 5+ years of sales leadership and/or branch management; HVAC sales environment experience is advantageous.
• 4-year degree or equivalent; Bachelor’s Degree preferred or relevant work experience considered.

Skills

• Excellent verbal and written communication and presentation skills.
• Proven history of sales, profit, and business development growth.
• Outstanding consultative selling and interpersonal skills.
• Strong ability to influence, interact, and sell to a diverse client base.
• Understanding of P&L and financial analysis.
• Ability to multitask and lead a sales force effectively.
• Proficient in Microsoft Office (Word, Excel, PowerPoint).
• Sound judgment, strong product knowledge, and deep understanding of the HVAC industry.
• Management and leadership skills, including coaching, performance management, and mentoring.
• Ability to prioritize in a demanding environment and handle multiple projects.
• Strong strategic planning, vision, organization, and leadership skills.
• Excellent analytical skills to translate data into actionable business decisions.
• General knowledge of warehousing, inventory management, and facility lease agreements.
• Strong work ethics, integrity, and ability to apply good judgment on the job.

People Management: Yes

Reports To: DVP, COD