Job Description:We are seeking a proven, experienced sales professional to join our team as a
Regional Sales Manager. This is a
hunter-oriented, new business sales role responsible for developing and closing opportunities for HBS's Equipment Dealership Management System (ERP software) within an assigned multi-state territory.
The ideal candidate is a self-motivated sales professional who can independently generate pipeline, engage executive-level decision-makers, conduct consultative discovery, demonstrate complex software solutions, and manage opportunities through a full sales cycle.
Location: This is a remote position.
Travel: Up to 50% travel may be required, including customer and prospect meetings, industry events, trade shows, and other business development activities.
Salary: $70,000 base salary + monthly commission; $125,000 On-Target Earnings (OTE).
Job Duties:- Generate New Business: Proactively identify, target, and engage prospective dealerships and dealer groups that align with HBS's ideal customer profile.
- Build a Self-Generated Pipeline: Conduct consistent outbound prospecting through cold calling, personalized email outreach, networking, referrals, industry events, and strategic account research.
- Hunt and Develop Opportunities: Research target accounts, identify key decision-makers and business challenges, initiate conversations, and develop relationships that lead to qualified sales opportunities.
- Manage the Full Sales Cycle: Convert prospecting activities into qualified discovery meetings, conduct consultative discovery, deliver software demonstrations, develop proposals, negotiate agreements, and close new business.
- Sell at the Executive Level: Build relationships with dealership owners, executives, general managers, and operational leaders and effectively communicate the strategic and financial value of HBS solutions.
- Manage Territory Performance: Develop and execute a territory strategy designed to achieve monthly, quarterly, and annual revenue objectives.
- Maintain CRM and Forecast Accuracy: Accurately manage pipeline activity, opportunity stages, next steps, and sales forecasts within Salesforce CRM.
- Communicate Business Value: Develop a strong understanding of HBS solutions and effectively articulate their operational, financial, and strategic value to prospective customers.
- Monitor the Market: Provide competitive intelligence, market feedback, and insights regarding customer needs, industry trends, and competitive positioning.
- Represent HBS in the Market: Establish a strong presence within the assigned territory through prospect engagement, industry networking, customer relationships, and participation in relevant trade shows and industry events.
Job Qualifications Required:- Demonstrated success in B2B sales, preferably selling SaaS, ERP, DMS, or other complex business technology solutions.
- Proven experience managing a full sales cycle, from prospecting and discovery through demonstration, proposal, negotiation, and close. • Demonstrated hunter mentality with a track record of generating self-sourced pipeline through cold calling, email outreach, networking, events, referrals, and other outbound activities.
- Understanding of consultative and complex B2B sales methodologies, including multi-stakeholder decision-making and longer sales cycles.
- Strong business acumen and the ability to understand customer operations, identify business challenges, and connect those challenges to technology solutions.
- Strong technology aptitude and the ability to quickly learn and effectively demonstrate complex software solutions.
- Excellent written and verbal communication skills with the ability to communicate effectively with customers, team members, and management.
- Bachelor's degree or 3-5 years of equivalent progressive sales experience. Ability and willingness to travel up to 50%.
Job Qualifications Preferred:- Salesforce experience.
- 3-5 years of experience selling ERP, DMS, SaaS, or other enterprise business software.
- Experience selling to mid-market or enterprise organizations.
- Experience engaging executive-level decision-makers and managing complex, multi-stakeholder sales cycles.
- Knowledge of agricultural, construction, heavy equipment, rental, or automotive dealership operations
- Bachelor's degree in Business, Sales, Marketing, or a related field
