Job DescriptionThe Regional Sales Manager position provides expertise, supports strategic direction, and executes initiatives for a field sales organization responsible for earning, retaining, and expanding business across an assigned geography of customers in the assigned local market(s). The RSM position is responsible for implementing sales strategy and leading a team of sales representatives to achieve revenue and profit objectives. The RSM will manage a team of sales representatives in various sales roles that will cover the entire RSM local market. The position works closely with solutions partners to ensure customer requirements are communicated effectively and appropriate pricing models are deployed; works closely with B2B leadership team to complement sales strategies. A highly visible, hands-on leader, this role spends the majority of time in market alongside Territory Sales Managers, coaching in real time, strengthening key customer relationships, and driving strategic initiatives that support long term, sustainable growth.
Primary Responsibilities:- Sales Leadership, Talent Management & Team Development: Responsible for day-to-day management for a team of field sales professionals. Recruit, develop, mentor, and retain top sales talent; set clear expectations and performance standards; and foster a culture of accountability, high performance, and continuous improvement. Deliver ongoing coaching, ride-alongs, and formal development plans to elevate sales capabilities and individual and team effectiveness.
- Retention & Growth Execution: Lead the execution of retention and growth strategies across existing and new accounts, ensuring robust account planning, customer contact strategies, and local executive presence and strong customer engagement. Partner with Marketing, Operations, Product, and other stakeholders to align programs, campaigns, and solutions to local market needs and growth objectives.
- Revenue, Profitability & Performance Management: Drive achievement of sales, margin, and profitability targets for the local market. Establish and manage performance KPI's, forecasts, and reviews to track progress against goals, identify risks, and drive timely course corrections. Ensure disciplined pipeline management, accurate forecasting, and adherence to pricing policies and budget parameters while balancing growth, profitability, and customer experience.
Education and Experience:- Level of Formal Education: Bachelor's degree or equivalent experience
- Area of Study: Business, Marketing, or a related field
- Minimum Years of Experience: 5
- Type of Experience:
- 5+ years of progressive experience in B2B field sales, account management, or sales leadership, with at least 2+ years leading sales teams focused on retention and growth
- Proven success leading in multi channel or multi segment environments (e.g., private and/or public sector)
- Deep understanding of B2B contract sales models, particularly in office products, furniture, facilities, or technology solutions
- Demonstrated ability to navigate complex procurement and RFP environments in both private and public sector accounts
- Familiarity with strategic sourcing practices, supply chain dynamics, and category management within the office products or similar distribution driven industries
- Strong knowledge of distribution channels, vendor partnerships, and rebate/incentive programs in a B2B environment
- Experience managing mid market client portfolios across sectors such as corporate, education, healthcare, and government
- Experience in forecasting, territory planning, and performance analytics
- Special Certifications: Sales leadership or coaching certifications preferred (e.g., Certified Sales Leader, Sandler Sales Certification)
- Technical Competencies & Information Systems:
- Highly proficient with CRM tools (e.g., Salesforce or equivalent) for pipeline, territory, and performance management
- Proficient in the Microsoft suite of tools (Excel, PowerPoint, Word, Outlook)
- Comfortable using data and reporting tools to analyze performance, identify trends, and inform decision making
- Skills & Abilities:
- Leadership & Coaching:
- Strong leadership and people management capabilities with a track record of building, motivating, and retaining high performing sales teams
- Skilled at coaching in the field, modeling best in class sales behaviors, and developing frontline sellers and emerging leaders
- Strategic & Commercial Acumen:
- Deep understanding of sales processes, contract structures, pricing models, and long term retention strategies
- Influence & Communication:
- Excellent communication, negotiation, and influencing skills at all organizational levels, including with senior executives and key external stakeholders
- Ability to reconcile and align the perspectives of Sales, Operations, Marketing, and other functions to drive common outcomes
- Operational Excellence & Execution:
- Proven ability to manage competing priorities and operate effectively in a matrixed environment
- Strong discipline around pipeline management, forecasting, performance reviews, and operational rigor in the field
- Additional Language Skills: Excellent verbal, written communication skills, strong presentation skills
- Personal Attributes & Other/Preferred:
- Results oriented and customer obsessed, with a strong focus on measurable outcomes and long term relationships
- Decisive, adaptable, and resilient in a dynamic, competitive market environment
- High integrity, accountability, and a strong sense of ownership for both results and culture
- Collaborative and relationship driven, with a clear bias for action and problem solving
- Self-starter who thrives on developing people, elevating team capability, and driving sustained performance improvement
Commitment to Safety: We are committed to maintaining a safe and healthy work environment for our Coworkers and our customers. All Coworkers are expected to support our operational safety culture by working safely and addressing potential hazards or concerns.
Disclaimer: The above statements are intended to describe the general nature and level of work being performed by Coworkers assigned to this classification and are not intended to be a complete list of all responsibilities, duties and skills required of Coworkers so classified. Other duties may be assigned.
Pay, Benefits & Work Schedule: The company offers competitive salaries, a benefits package, which includes a 401(k) and more, along with plenty of opportunities to move and grow within our organization! You may be eligible to participate in an incentive program, paid in accordance with the Incentive Plan terms and conditions.
Application Deadline: The job posting will remain open for a minimum of 3 days and will expire once the position has been filled.
How to Apply: Click the "Apply Now" button and follow the instructions on each page. When you have completed the application, click the "Submit" button.
