Job Description: Regional Sales Manager – Midwest
Role Type: Full-Time / Hunter-Focus
Reporting To: Strategic Key Account Manager/VP of Sales
Compensation: $60,000 – $80,000 Base + 25–40% Variable Commission
Location: Remote (Lives in IL or OH)
Territories: IL, OH, IN, KY, MI, MN, WI, IA, MO
Purpose of Role
The Regional Sales Manager is a high-impact "hunter" role accountable for driving ‘net-new’ revenue growth through aggressive prospecting, new account development, and competitive displacement. You will be focused on new business acquisition, specification capture, and early engagement on long-cycle industrial and architectural projects.
This position owns regional territory (existing and new business). By expanding market presence, influencing specifications, and coordinating cross-functionally, you will build a robust pipeline that fuels sustained growth. Note: This role focuses on the "front end" of the sales cycle and does not carry direct responsibility for order execution or project management.
Primary Responsibilities
- New Business Acquisition: Identify and convert new accounts/opportunities, focusing on competitive takeaways and market share expansion.
- Specification Capture: Engage with architects, owners, and developers during the design phase to secure "Basis of Design" or sole-source specifications.
- Strategic Prospecting: Maintain a high-volume cadence of discovery calls, site visits, and meetings to build a pipeline valued at 4X your sales quota.
- Market Expansion: Penetrate targeted vertical markets and establish fresh relationships with General Contractors, end-users, and architectural firms.
- Technical Influence: Conduct educational engagement events, including Lunch-and-Learns and CEU sessions, to position our solutions as the industry standard.
- Collaboration: Interface with key members at existing accounts (Estimators & PMs) to drive daily activities and assist internal teams with project progression.
Key Performance Indicators (KPIs)
Your performance will be measured against the following metrics:
- New Revenue Performance (45%): Net-new revenue attainment, number of new accounts acquired, and a target territory win rate of 20–30%.
- Pipeline Creation (25%): Maintaining a pipeline 4X the size of your order goal and achieving high "speed-to-quote" metrics.
- Market Expansion (20%): Number of new strategic relationships established and frequency of educational/engagement events.
- Process Discipline (10%): 95% CRM data accuracy and ±10% forecast accuracy on late-stage deals.
Compensation & Performance
This role is designed for high performers who thrive in a fast paced environment.
- Incentive Structure: Commission is tied to new-business revenue, margin achievement, and strategic wins (specification approvals).
- Accelerators: Performance above quota triggers increased payout percentages.
- Cadence: Monthly KPI reviews and formal quarterly evaluations regarding quota attainment and pipeline health.
Candidate Requirements
- The Hunter Mentality: Proven track record of aggressive prospecting and closing net-new business in the industrial or architectural sectors.
- Specification Experience: Demonstrated ability to influence long-cycle projects at the design stage.
- Territory Expertise: Deep knowledge of the regional architectural and construction landscape.
- Technical Proficiency: Mastery of CRM tools (Salesforce/SAP) with a disciplined approach to forecasting and data integrity.
- Relationship Management: Ability to navigate complex organizations, from C-suite developers to site-level Project Managers and Estimators.
EEO Statement: [Company Name] is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
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