Regional Director, Sales & MarketingLocation: Irvine, CA (Regional Office)
Reports To: Regional Vice President
SummaryThe Regional Director of Sales & Marketing is responsible for driving profitable revenue growth and executing the Region's commercial strategy. This position provides leadership and direction for all regional sales and marketing activities, including business development, customer retention, pricing execution, market expansion, sales talent development, and strategic planning. The Regional Director works closely with Operations and other functional leaders to ensure alignment between customer demand, fleet availability, and company objectives.
Essential FunctionsStrategic Leadership & Business Growth- Develop and execute regional sales and marketing strategies that align with company goals and initiatives.
- Drive revenue growth through market penetration, customer acquisition, and expansion into new industries and market segments.
- Identify and evaluate opportunities for diversification, strategic partnerships, and emerging market development.
- Analyze market trends, competitive activity, and customer needs to develop actionable growth plans.
Sales Leadership & Team Development- Lead, coach, and develop District Sales Managers and regional sales personnel.
- Establish performance expectations and accountability measures that support business objectives.
- Partner with Human Resources and operational leadership on recruiting, onboarding, talent development, and succession planning.
- Foster a high-performance culture focused on customer service, teamwork, and continuous improvement.
Pricing & Revenue Management- Collaborate with Companywide Pricing leadership to develop and implement regional pricing strategies.
- Monitor pricing effectiveness and recommend adjustments to maximize profitability and market competitiveness.
- Analyze sales performance, margin trends, and revenue opportunities to drive business results.
- Ensure consistent execution of pricing policies and revenue management initiatives throughout the region.
Operational & Fleet Alignment- Partner with Regional Operations leadership to align growth initiatives with fleet availability and utilization goals.
- Support proactive fleet planning and asset deployment strategies to meet customer demand.
- Collaborate across departments to ensure operational readiness for sales growth initiatives.
- Promote communication and alignment between Sales, Operations, and Corporate teams.
Customer & Market Development- Build and maintain relationships with key customers, industry partners, and stakeholders.
- Support strategic account growth and customer retention initiatives.
- Represent Sunstate at industry events, customer meetings, and regional business functions.
- Ensure a consistent, customer-focused approach throughout the sales organization.
Education & Experience- Bachelor's degree in Business, Marketing, Management, or a related field preferred.
- Minimum of 15 years of progressive leadership experience in sales, marketing, business development, or related roles.
- Demonstrated success leading multi-location or multi-market sales organizations.
- Strong business acumen with experience in strategic planning, revenue growth, pricing strategy, and organizational leadership.
- Equipment rental, construction, industrial, or related industry experience preferred.
- Excellent communication, presentation, negotiation, and leadership skills.
- Proficiency with CRM systems, sales analytics, and Microsoft Office applications.
Physical Requirements- Ability to sit, stand, and work at a computer for extended periods.
- Ability to travel regularly throughout the assigned region and occasionally outside the region as business needs require.
- Ability to attend customer meetings, jobsite visits, and industry events.
Compensation: $196,395 - $$274,943 annually (DOE)
