Regional Sales Manager

About Us

HBS Systems has been a trusted leader for over 40 years in providing comprehensive Dealership Management Systems (DMS) for the heavy equipment and agriculture industries. Our web-based, cloud-native product streamlines dealership operations by managing everything from sales and service to inventory and customer relationships. As we continue to evolve, we are looking for an experienced Regional Sales Manager to help drive the future of our product and deliver unmatched value to our customers.

Why Join Us

• Innovative Projects: Work on high-impact, enterprise-level web applications that drive real business value.
• Career Growth: Opportunities for professional development and career advancement.
• Flexible Work: 100% remote position.
• Collaborative Culture: Join a team that values ownership, collaboration, and continuous improvement.
• Open PTO Policy
• Employee rewards program
• Paid holidays
• Medical, dental, vision insurance with dependent paid coverage
• 100% company-paid life insurance, short-term and long-term disability benefits
• 401(k) retirement plan

Job Description

We are seeking a proven, experienced sales professional to join our team as a Regional Sales Manager. This is a hunter-oriented, new business sales role responsible for developing and closing opportunities for HBS's Equipment Dealership Management System (ERP software) within an assigned multi-state territory. The ideal candidate is a self-motivated sales professional who can independently generate pipeline, engage executive-level decision-makers, conduct consultative discovery, demonstrate complex software solutions, and manage opportunities through a full sales cycle.

Location: This is a remote position.

Travel: Up to 50% travel may be required, including customer and prospect meetings, industry events, trade shows, and other business development activities.

Salary: $70,000 base salary + monthly commission; $125,000 On-Target Earnings (OTE).

Job Duties

• Generate New Business: Proactively identify, target, and engage prospective dealerships and dealer groups that align with HBS's ideal customer profile.
• Build a Self-Generated Pipeline: Conduct consistent outbound prospecting through cold calling, personalized email outreach, networking, referrals, industry events, and strategic account research.
• Hunt and Develop Opportunities: Research target accounts, identify key decision-makers and business challenges, initiate conversations, and develop relationships that lead to qualified sales opportunities.
• Manage the Full Sales Cycle: Convert prospecting activities into qualified discovery meetings, conduct consultative discovery, deliver software demonstrations, develop proposals, negotiate agreements, and close new business.
• Sell at the Executive Level: Build relationships with dealership owners, executives, general managers, and operational leaders and effectively communicate the strategic and financial value of HBS solutions.
• Manage Territory Performance: Develop and execute a territory strategy designed to achieve monthly, quarterly, and annual revenue objectives.
• Maintain CRM and Forecast Accuracy: Accurately manage pipeline activity, opportunity stages, next steps, and sales forecasts within Salesforce CRM.
• Communicate Business Value: Develop a strong understanding of HBS solutions and effectively articulate their operational, financial, and strategic value to prospective customers.
• Monitor the Market: Provide competitive intelligence, market feedback, and insights regarding customer needs, industry trends, and competitive positioning.
• Represent HBS in the Market: Establish a strong presence within the assigned territory through prospect engagement, industry networking, customer relationships, and participation in relevant trade shows and industry events.

Required Qualifications

• Demonstrated success in B2B sales, preferably selling SaaS, ERP, DMS, or other complex business technology solutions.
• Proven experience managing a full sales cycle, from prospecting and discovery through demonstration, proposal, negotiation, and close.
• Demonstrated hunter mentality with a track record of generating self-sourced pipeline through cold calling, email outreach, networking, events, referrals, and other outbound activities.
• Understanding of consultative and complex B2B sales methodologies, including multi-stakeholder decision-making and longer sales cycles.
• Strong business acumen and the ability to understand customer operations, identify business challenges, and connect those challenges to technology solutions.
• Strong technology aptitude and the ability to quickly learn and effectively demonstrate complex software solutions.
• Excellent written and verbal communication skills with the ability to communicate effectively with customers, team members, and management.
• Bachelor's degree or 3–5 years of equivalent progressive sales experience.
• Ability and willingness to travel up to 50%.

Preferred Qualifications

• Salesforce experience.
• 3–5 years of experience selling ERP, DMS, SaaS, or other enterprise business software.
• Experience selling to mid-market or enterprise organizations.
• Experience engaging executive-level decision-makers and managing complex, multi-stakeholder sales cycles.
• Knowledge of agricultural, construction, heavy equipment, rental, or automotive dealership operations.
• Bachelor's degree in Business, Sales, Marketing, or a related field.