Regional Sales Manager

Job Description – Regional Sales Manager - West Region

Position Summary

The primary responsibility of the Regional Sales Manager is to achieve or exceed assigned sales revenue, gross profit, and budgetary objectives while actively developing new business opportunities and expanding the company's customer base within the assigned territory.

The position combines technical product knowledge with direct sales, customer development, field visits, product training, and digital solution sales. The Regional Sales Manager is expected to independently manage customer relationships, develop new accounts, identify sales opportunities, and convert those opportunities into actual orders and revenue.

The job responsibilities include, but are not limited to, the following:

Main Responsibilities

• Provide technical support to customers, distributors, and the field sales force, including product application advice, product recommendations, and technical problem resolution.
• Actively develop new customers, distributors, OEM manufacturers, and end users within the assigned sales territory, with particular attention to industrial, manufacturing, construction, lifting and rigging, and Oil & Gas markets.
• Conduct regular in-person visits to existing and prospective customers to understand their business needs, introduce products, identify new opportunities, and develop long-term business relationships.
• Take ownership of sales opportunities from initial customer contact through product introduction, technical discussions, quotations, commercial negotiations, order confirmation, and successful closing.
• Identify customer needs for new products, applications, and features. Work with marketing and design engineering teams to evaluate product feasibility and establish functional specifications for potential product development.
• Provide product and technical training to the field sales force, distributor sales teams, customers, and end users. Organize customer workshops, product demonstrations, and Lunch & Learn sessions to support business development and sales growth.
• Work with Quality Assurance, engineering, and marketing teams to review and respond to customer product specifications, technical questionnaires, certification requirements, and other technical inquiries.
• Identify the need for marketing and technical communication materials, including product catalogs, application guides, cross-reference information, technical presentations, and promotional materials.
• Promote YOKE's product portfolio, including lifting points, DPP system, Grade 100 lifting components, master links, hooks, shackles, and other industrial lifting and rigging products, according to customer requirements and market opportunities.
• Actively promote digital solutions, including BlueSupra, RiConnect, and Digital Product Passport (DPP). Identify opportunities involving RFID/NFC identification, product traceability, digital inspection records, and asset management.
• Develop digital sales opportunities alongside traditional product sales, including product demonstrations, customer evaluations, paid Proof of Concept (PoC) projects, and subscription-based solutions, with the objective of generating actual sales and recurring revenue.
• Develop relationships with key end users, manufacturers, and industry partners to support product approvals, supplier registrations, product specification acceptance, and long-term sales opportunities.
• Coordinate with internal departments to address customer requirements related to product availability, pricing, delivery schedules, technical specifications, and order execution while maintaining responsibility for customer relationships and sales results.

Sales Objectives and Performance Expectations

• Achieve or exceed assigned sales revenue, gross profit, and other sales performance targets established by management.
• Actively identify and develop new business opportunities while expanding sales with existing customers. New customer acquisition and actual sales conversion are essential parts of the position.
• Maintain regular customer visits and field sales activities within the assigned territory. The position requires active engagement with customers, distributors, partners, and end users through in-person meetings and business development activities.
• Manage customer expectations, maintain a high level of customer satisfaction, and build strong, long-term business relationships.
• Develop and maintain an active sales pipeline, including qualified leads, customer opportunities, quotations, expected order values, closing probabilities, and estimated closing dates.
• Update Salesforce every business day. All customer visits, meetings, sales activities, quotations, new opportunities, opportunity stages, expected revenue, closing dates, and next actions must be accurately recorded and updated as applicable. Salesforce is the company's primary system for sales activity reporting, opportunity tracking, and pipeline management.
• Provide accurate sales forecasts and regularly review sales performance against assigned targets. Identify potential shortfalls and take appropriate actions to improve results.
• Monitor customer, market, and competitor activities, including pricing, product positioning, market requirements, and business opportunities. Provide relevant feedback and recommendations to the management team.
• Work closely with management to develop effective sales processes, distributor programs, channel partnerships, and customer support arrangements that contribute to sales growth.
• Manage key customer relationships and actively participate in closing strategic opportunities, including major projects, OEM programs, and end-user product approvals.
• Identify areas for improvement in sales processes, communication, and supporting systems to improve sales efficiency and customer responsiveness.
• Support the development of both traditional product sales and digital business opportunities, including BlueSupra, RiConnect, DPP, and paid subscription solutions, in accordance with company sales objectives.
• Travel regularly for in-person meetings with customers, distributors, partners, and end users. Overnight travel may be required depending on territory coverage and business needs.
• Organize, attend, and support trade shows, industry exhibitions, technical seminars, and customer events. Ensure that these activities generate qualified leads, customer meetings, and measurable sales opportunities.
• Collaborate with colleagues across different regions and departments to support major customers, international projects, product development, and strategic business opportunities.

Key Performance Indicators (KPIs)

Performance will be evaluated based on the following key areas, with specific targets established and reviewed by management:

• Sales Revenue: Achievement of assigned sales revenue targets.
• Gross Profit: Achievement of assigned sales profitability objectives.
• New Customer Development: Acquisition of new customers and conversion of new business opportunities into actual sales.
• Customer Visits and Field Sales Activities: Effective customer coverage, in-person visits, and development of key customer relationships.
• Sales Pipeline Development: Quality, value, progress, and conversion of sales opportunities.
• Digital Sales Development: Development and successful closing of BlueSupra, RiConnect, DPP, and paid digital subscription opportunities.
• Salesforce Compliance: Accurate and complete Salesforce updates every business day, including sales activities, opportunity progress, and next actions.
• Sales Forecast Accuracy: Timely and reliable sales forecasts and achievement against assigned business objectives.

Qualifications and Requirements

• Proven experience in B2B technical sales, industrial sales, or business development. Experience in lifting equipment, rigging hardware, manufacturing, construction, or Oil & Gas industries is preferred.
• Strong ability to independently develop new customers, manage sales opportunities, conduct commercial negotiations, and close sales.
• Good technical understanding of industrial products and the ability to communicate product applications, specifications, and technical solutions to customers.
• Strong interpersonal, presentation, communication, and customer relationship management skills.
• Willingness and ability to travel regularly within the assigned sales territory, including overnight travel when necessary.
• Experience using CRM systems, preferably Salesforce, and the ability to maintain accurate customer and sales opportunity records.
• Familiarity with digital solutions, RFID/NFC technology, product traceability, Digital Product Passport (DPP), or subscription-based software solutions is an advantage.
• Ability to work independently, manage multiple customer accounts, prioritize sales activities, and consistently work toward measurable business results.
• Ability to collaborate effectively with internal sales support, engineering, product management, marketing, and management teams.

General Expectations

The Regional Sales Manager is a customer-facing sales position with direct accountability for business development, sales performance, and customer relationship management.

Technical support, product training, and internal coordination are important parts of the role. However, these activities must support the primary objective of generating new business, growing existing accounts, and achieving sales targets.

The employee is expected to take ownership of assigned responsibilities, maintain accurate sales records, demonstrate initiative in developing customer opportunities, and consistently pursue measurable sales results.

Specific sales targets, territory assignments, and performance expectations will be established and reviewed by management based on business requirements.

Pay: From $70,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Travel reimbursement
• Vision insurance

Work Location: Remote