Regional Sales Manager- Central Region

The Regional Sales Manager is responsible for the profitability and growth of assigned regions, with a strong focus on

sales, rentals, and customer relationships. This role collaborates closely with department managers to ensure company

policies are upheld while driving performance in alignment with approved sales budgets. Additionally, this position plays

a critical role in mentoring and developing the Territory Sales Managers (TSMs) to enhance their effectiveness and

overall sales performance.

Essential Duties And Responsibilities

Sales Strategy & Performance Management

• Develop and implement sales objectives for new, used, and rental equipment within assigned regions.
• Oversee the execution of authorized sales plans and programs, ensuring alignment with company goals.
• Drive revenue, margin, product mix, and market share targets for the Sales Department.
• Analyze competitor strategies, pricing, and distribution methods to refine sales tactics.
• Recommend adjustments to sales practices and strategies to enhance performance.
• Ensure TSMs effectively manage the sales pipeline across new, rental, and used inventory, leveraging company
  
  

financing programs, rent-to-own and lease options.

• Assist with budget development and key performance indicator (KPI) reporting.
• Monitor and drive sales activity using CRM tools and reporting, ensuring TSMs log customer interactions, sales
  
  

quotes, and market share reports.

• Assess and manage inventory needs within assigned regions.
  
  

TSM Mentorship & Development

• Mentor and support Territory Sales Managers (TSMs) to optimize sales performance, including coaching on
  
  

customer engagement, sales strategies, and CRM management.

• Conduct regular training, ride-alongs, and performance evaluations for TSMs to ensure their professional
  
  

development and alignment with company objectives.

• Organize and coordinate training programs for the Sales Department.
• Evaluate team members’ performance and manage departmental and TSM expenses.
  
  

Customer & Market Engagement

• Cultivate and strengthen customer relationships within the sales territory.
• Support TSMs in engaging and managing relationships with national and government accounts, ensuring
  
  

strategic alignment with company goals.

• Participate in industry events, vendor training programs, and association functions.
• Foster collaboration with OEM representatives to maximize sales efforts and shared objectives.
• Partner with other sales managers and representatives to enhance collective sales efforts.
• Work with the Used Equipment Manager to assess trade-in values, over-allowances, and used inventory
  
  

disposal.

Cross Departmental Collaboration

• Maintain strong communication and collaboration with the Service, Parts and PM Departments.
• Ensure seamless integration of sales efforts with internal teams to provide outstanding customer service and
  
  

operational efficiency.

Education And Experience Requirements

• Education: Bachelor’s degree preferred; associate degree or technical training acceptable.
• Experience: Minimum of seven years of sales experience in the heavy equipment industry.
  
  

Required Skills And Competencies

• Strong leadership, interpersonal, and communication skills.
• Proficiency in Microsoft Office Suite (PowerPoint, Excel, Word).
• Familiarity with GPS, survey equipment, telematics, and machine controls.
• Strong ability to coach and mentor sales teams.
• Experience with CRM systems and sales pipeline management.
• Understanding of financing options such as RTO, leasing, and equipment purchase programs