Position SummaryThe Regional Sales Manager leads, develops, and inspires a high-performing sales team across an assigned territory. This is a hands-on, field-forward leadership role. You'll spend most of your time alongside your team, coaching them through real deals, removing obstacles, and modeling the sales excellence we are known for. You'll be accountable for delivering profitable revenue growth, building a strong talent pipeline, and ensuring every account in your territory receives consistent, high-value engagement.
What Success Looks LikeIn this role, you will be measured on outcomes - not just activity. A high performer in this position will:
- Achieve 100%+ of monthly and annual territory revenue and profit plan
- Maintain a qualified pipeline of 3x territory quota across the team
- Conduct Quarterly Business Reviews (QBRs) with each major account
- Complete accurate bi-monthly pipeline reports for every team member
- Build and sustain a fully staffed, trained, and engaged sales team
- Drive measurable year-over-year growth through cross-selling and new business development
Roles & Responsibilities
Team Leadership & Development- Lead, coach, and develop a team of Account Managers through daily ride-alongs, structured feedback, and formal performance reviews
- Recruit, interview, select, and onboard new sales talent to maintain a high-performing, fully staffed team
- Deliver ongoing training in product knowledge, sales methodology, objection handling, and CRM discipline
- Set clear performance expectations and hold team members accountable to activity standards, CRM hygiene, and revenue targets
- Foster a culture of collaboration, accountability, and continuous improvement
Revenue & Territory Management- Develop and execute an annual sales plan aligned to organizational strategy and territory objectives
- Assign and manage sales territories; monitor performance gaps and adjust coverage strategies to maximize opportunity
- Support Account Managers in managing the full sales cycle - from prospecting and demonstrations to proposals and close
- Serve as primary internal lead on RFPs: assign responsibilities, set deadlines, review submissions, and take ownership of final deliverables
- Incentivize and drive cross-selling of the full portfolio of products and services across the existing customer base
Forecasting & Reporting- Direct sales forecasting activities and maintain accurate, up-to-date pipeline data in CRM
- Submit bi-monthly pipeline status reports for each team member to senior leadership
- Contribute to budgeting, reforecasting, and annual planning processes
- Prepare periodic reports on sales volume, client base expansion, and areas of opportunity
Customer & Market Engagement- Build and maintain strong relationships with key accounts; participate in high-stakes meetings, negotiations, and executive presentations
- Ensure QBRs are conducted consistently with all major accounts each quarter
- Monitor competitive activity and market trends; distribute relevant intelligence to the team and senior leadership
- Actively participate in community organizations, networking events, and local business groups to build brand presence and generate new opportunities
- Coordinate with the company's service and administrative teams to resolve field issues and ensure seamless client experience
Qualifications
Required- Proven track record in B2B sales leadership, with experience managing a team of field-based Account Managers
- Demonstrated ability to coach, develop, and retain sales talent
- Strong skills in forecasting, pipeline management, and CRM utilization
- Excellent communication, presentation, negotiation, and interpersonal skills
- Proficiency in Microsoft Office Suite: Excel, Outlook, Word, PowerPoint, Teams, and SharePoint
- Valid driver's license and clean driving record (field-based role with significant travel within territory)
Preferred- Bachelor's degree from a four-year college or university (not required)
- Experience in imaging, managed print, document management, or technology solutions industries
- Familiarity with RFP processes and formal proposal management
Work ConditionsThe work environment is representative of those encountered while performing the essential functions of this role. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of the job. This role requires frequent travel within the assigned territory, including regular vehicle operation. For detailed information on physical demands, please contact Human Resources.
Why Work for Us?- Top Workplace
- Career Advancement
- Employer Paid Life Insurance and Disability
- Paid Time Off, Volunteer Time, Holidays, Bereavement, and Parental Leave
- Benefits Package including FSA, Medical, Dental, and Vision
- 401K with Employer Match
- Tuition Reimbursement
