Regional Sales Manager

About the role

The Regional Sales Manager (RSM) directs all sales efforts within a designated territory, including New & Used OEM Product Sales, Rental Activity, Allied Sales efforts (attachments, batteries, etc.), and management of the territory’s sales staff.

Responsibilities

• Develop and execute a business plan, manage assets, improve processes, and oversee budget and sales unit/dollar performance.
• Grow and improve the sales and rental market share for Material Handling products to meet company expectations.
• Direct, motivate, develop, and manage the sales team to achieve divisional goals for market share, profit, and business plan execution, including training, sales coverage planning, account development, call monitoring, reporting, compensation planning, and performance evaluations.
• Maintain Days Sales Outstanding (DSO) targets for every sales transaction in the territory to ensure timely collections.
• Build and maintain strong working relationships with Hyster-Yale and other supplier partners.
• Collaborate with other department managers to uphold a standard of excellence in customer service.
• Perform other duties as assigned.

Supervisory Responsibilities

This role has supervisory responsibilities for a sales team within a designated territory.

Requirements

• High school diploma or equivalent with technical training; a four-year degree in Engineering, Technology, Business, Marketing, or related field is preferred.
• Proven experience as a Sales Manager with a track record of meeting or exceeding targets.
• Commitment to continuous education, demonstrated through sales team development.
• Strong communication, presentation, and influence skills at all organizational levels.
• Ability to drive the sales process from planning to close.
• Business acumen and experience in an industrial environment.
• Excellent mentoring, coaching, and people management skills.
• Willingness to travel at least 20% of the time.

Certificates, Licenses, and Registrations

• A current valid driver’s license must be maintained.

Computer Skills

• Proficiency in Microsoft Office (Word, Excel, PowerPoint) and database systems.
• Prior Salesforce experience is preferred.

Workplace Requirements

Physical Demands

• Regularly required to stand, walk, use hands to finger/handle/feel, reach with hands and arms, and talk or hear.
• Frequently required to sit.
• Must frequently lift, carry, push, pull, and/or move up to 25 pounds.
• Specific vision abilities include close vision, distance vision, peripheral vision, depth perception, and focus adjustment.

Work Environment

• May be exposed to moving mechanical parts and equipment.
• Occasional exposure to high, precarious places; fumes or airborne particles; outdoor weather; vibration; wet and/or humid conditions; toxic or caustic chemicals; extreme cold or heat; and risk of electrical shock.
• Noise levels in some environments may occasionally be loud.