Regional Sales Manager

Regional Sales Manager

Company: SW Sustainability Solutions Inc.
Reports To: VP, Sales
Region: North Region – Illinois, Minnesota, North Dakota, South Dakota, Wisconsin
Preferred Location: Minnesota or Illinois
Travel: 50%+ regional travel required

Position Overview

The Regional Sales Manager is responsible for driving incremental sales growth and expanding the company’s branded business within the assigned region. This role leads all regional field sales activities and develops strong partnerships with distributors and end-user customers.

The primary objective of this position is to maximize sales performance and profitability in alignment with the strategic goals and policies of SW Sustainability Solutions.

Key Responsibilities

Sales Growth & Market Development

• Achieve the annual sales growth targets established for the assigned region.
• Develop and implement an annual regional sales plan focused on both new business development and expansion of existing accounts.
• Identify new branded distributor and end-user opportunities across a range of industries and applications.
• Regularly review account coverage and opportunity pipelines to ensure progress toward growth objectives.

Distributor & Customer Management

• Build and maintain strong relationships with key distributors, OEMs, and end-user customers.
• Collaborate with distributor partners to implement sales and marketing programs that increase revenue and market penetration.
• Conduct quarterly performance reviews with key distributors and strategic accounts.
• Maintain detailed account profiles and strategic development plans for key customers.

Profitability & Pricing Management

• Manage and enhance regional gross profit through effective product positioning and value-based selling.
• Oversee product mix and support the successful introduction of new products with key customers.
• Evaluate and recommend pricing exceptions for new business opportunities, ensuring profitability, strategic alignment, and proper documentation.

CRM, Forecasting & Market Intelligence

• Maintain accurate and timely information within Salesforce CRM, including opportunity management, forecasting, and lost business tracking.
• Provide monthly updates on new business opportunities, lost business, and competitive developments.
• Work cross-functionally with marketing, supply chain, and operations to communicate field intelligence and market trends.

Regional Planning & Reporting

• Develop and execute annual regional business plans aligned with overall company objectives.
• Monitor performance against sales plans and adjust strategies as needed.
• Submit monthly field activity and feedback reports summarizing:
  • Sales activity
  • Customer developments
  • Competitive intelligence
  • Market conditions

Field Engagement

• Represent the company at customer meetings, distributor events, and relevant industry association activities.
• Evaluate regional coverage needs and recommend additional independent or direct sales resources when necessary.

Qualifications & Experience

To successfully perform in this role, candidates should possess the following:

• Bachelor’s degree in Business, Marketing, Communications, Psychology, or a related field
• 2+ years of experience in the industrial field sales, distribution sales, or B2B sales
• Experience working with industrial, safety, or health-related products is preferred
• Strong verbal and written communication skills
• Strong organizational, planning, and administrative abilities
• Proficiency with CRM systems (Salesforce preferred) and standard business software
• Demonstrated ability to build and maintain strong customer relationships
• High level of professionalism, integrity, and ethical conduct

Principal Accountabilities

Field Sales Execution

Provide ongoing communication to the commercial team regarding market conditions, opportunities, competitive activity, and issues affecting field sales efforts.

Strategic Planning

Develop regional sales strategies that support company objectives and monitor progress toward established goals.

Reporting & Analysis

Maintain accurate reporting of field activities, sales opportunities, and account performance through CRM and required reporting processes.

Customer & Distributor Partnerships

Develop and sustain strong partnerships with key distributors, OEMs, and end users to drive long-term growth and market penetration.

Pricing Management

Administer and recommend pricing exceptions when necessary, ensuring decisions support both profitability and long-term business development.