Regional Sales Manager - Street & Sewer
Description
The Regional Sales Manager is responsible for driving revenue growth across SWS’s product and service offerings, including equipment sales, rentals, parts and service. This role focuses on developing new business opportunities while strengthening relationships with existing customers in the telecommunications, hydro-excavation, commercial, and municipal markets. The ideal candidate is a results-driven sales professional who excels at identifying customer needs, providing equipment and service solutions, and managing the full sales cycle—from prospecting and lead generation through closing and ongoing account management. Success in this role requires strong relationship-building skills, market knowledge, business development expertise, and a commitment to delivering exceptional customer service.
Essential Duties And Responsibilities
Develop and execute sales strategies to grow market share and achieve revenue objectives for equipment, rentals, parts, and service offerings.
Generate new business opportunities through prospecting, networking, cold calling, canvassing, and referrals within assigned territories.
Identify and develop new markets, customers, and industry segments, with a focus on utility, telecommunications, hydro-excavation, commercial, and municipal customers.
Manage the entire sales process, including lead generation, customer needs assessment, proposal development, negotiations, and closing sales.
Consistently meet or exceed established sales goals, profitability targets, and key performance metrics.
Forecast sales activity and market opportunities to support business planning.
Build, maintain, and expand relationships with existing and prospective customers.
Conduct regular customer visits to evaluate equipment needs and identify opportunities for additional products and services.
Serve as the primary point of contact between customers and SWS, ensuring timely communication regarding pricing, service status, product availability, and new product releases.
Provide responsive solutions to customer challenges and deliver superior customer experience throughout the sales process.
Collaborate with internal departments to ensure seamless delivery of products, service and parts.
Promote and sell SWS equipment, rentals, parts, maintenance programs, service capabilities, and rebuild solutions.
Prepare and present quotations, proposals, product introductions, and equipment demonstrations.
Maintain comprehensive knowledge of product lines, supplier offerings, industry trends, and competitive market conditions.
Keep customers informed of product enhancements, modifications, and new solutions that improve operational performance.
Monitor and report on competitive activities, market trends, pricing, and customer feedback.
Attend trade shows, industry events, conferences, and customer meetings to strengthen market presence and generate new opportunities.
Identify opportunities to move excess or obsolete inventory through targeted sales initiatives.
Maintain accurate customer records, sales activities, and pipeline information within the company CRM system.
Utilize CRM tools to track opportunities, report sales activity, and support forecasting efforts.
Prepare and submit required sales reports and market intelligence updates.
Participate in ongoing product, sales, and professional development training.
Requirements
Proven success in outside sales, business development, or account management, preferably in heavy equipment, utility, municipal, construction, or industrial markets.
Strong relationship-building, negotiation, and communication skills.
Ability to identify customer needs and recommend effective equipment and service solutions.
Experience managing multiple accounts and opportunities within a defined territory.
Proficiency with CRM systems and sales reporting tools.
Self-motivated, organized, and driven to achieve results in a competitive market environment.
Ability to travel throughout assigned territory, including driving and occasional overnight travel as required.
Physical Demands and Work Environment
This position requires frequent travel throughout the assigned territory, including driving and occasional overnight travel. The employee regularly visits customer locations, job sites, and industrial environments, requiring the ability to walk on uneven terrain, climb equipment steps, and work outdoors in varying weather conditions. The role requires prolonged periods of sitting, standing, walking, driving, and computer use, as well as occasional lifting of up to 25 pounds. Appropriate personal protective equipment (PPE) must be worn when visiting shop and job site environments.