Vice President Regional Sales (3151)

Sales Leadership & Execution

• Lead, coach, and develop Regional Sales Managers and field-based sales representatives across an assigned multi-branch territory.
• Drive disciplined execution of weekly leading-indicator KPIs (new accounts, quotes, reservations, contract starts, pricing) and monthly outcome KPIs (active accounts, fleet on rent, budget attainment).
• Own regional revenue targets and forecast-to-budget performance; partner with Commercial Excellence on forecasting and pipeline reviews.

Account Management & Growth

• Oversee account health across the region — new account development, active account retention, and win-back of dormant or declining accounts.
• Personally engage with national/strategic leaders and account teams and escalated customer relationships within the region.
• Ensure disciplined rep use of CRM and quoting tools for pipeline visibility and opportunity tracking.

Pricing Discipline

• Ensure reps operate within approved pricing floor/target guidelines and tiered approval thresholds.
• Partner with Commercial Excellence to address rate erosion and reinforce pricing training adoption in the field.
• Review and approve exception pricing (e.g., rate cuts, emergency/911 deals) within delegated authority.

• Partner with Area Managers and branch operations to align sales activity with equipment availability, fleet utilization, and service capacity.
• Support inter-branch re-rent and equipment-sharing processes to maximize fleet utilization and margin capture.
• Collaborate with Commercial Excellence on commission plan administration and dispute resolution within the region.

Talent Development

• Recruit, hire, and develop branch sales talent; build bench strength and succession plans across the region.
• Conduct regular field ride-alongs, account reviews, and performance coaching consistent with the company's coaching cadence framework.