Sales Manager of Regional Accounts

What You’ll Do (Key Responsibilities)

• Lead & Develop Elite Talent: Own the onboarding, ongoing development, and performance trajectory of your team. Conduct regular field ride-alongs and provide structured coaching to optimize close rates.
• Drive Territory Strategy: Build, maintain, and execute a quarterly regional sales plan targeting high-value commercial accounts such as restaurants, grocers, convenience stores, and hospitality/automotive venues.
• Master the Pipeline: Enforce flawless CRM hygiene and a disciplined sales process. Lead your team to build and maintain a healthy sales pipeline valued at a minimum of 10X the regional sales goal.
• Secure & Implement Partnerships: Lead high-stakes contract reviews and negotiations. Serve as the bridge between sales and operations, ensuring seamless handoffs, on-time service launches, and exceptional customer retention.
• Executive Reporting: Present comprehensive monthly and quarterly pipeline reviews and KPI dashboard analyses to the AVP of Regional Account Solutions, offering data-driven insights and proactive corrective actions.

What You Bring (Requirements)

• A respected, high-energy leader with a reputation for accountability, exceptional listening skills, and strong negotiation capabilities.
• An educational foundation including a Bachelor’s degree or equivalent, combined with 5+ years of outside B2B sales experience and at least 3 years of direct sales management experience (recruiting, managing, and developing field sales reps against revenue targets).
• Proven success in multi-location, regional, or national account sales within the Restaurant, Grocery, Retail, or Hospitality industries.
• A high proficiency in CRM platforms and Microsoft Office tools, with a strong analytical and detail-oriented approach to using data to drive team performance.
• A verifiable history of achieving 100% or greater of revenue targets, with demonstrated success navigating short, medium, and long B2B service sales cycles.
• An in-depth understanding of environmental waste disposal, liquid waste management, and relevant regulatory standards is highly preferred.