Analyze regional sales data and market trends to identify growth areas.
Benefits
Opportunity for extensive travel within Canada, enhancing professional exposure.
Engagement in trade shows and industry events for networking and learning.
Access to training and support resources for personal and professional development.
Full Job Description
PURPOSE
The Regional Sales Manager (RSM) - Canada is responsible for driving sales growth through a hybrid dealer and direct sales model. This role requires a strong technical sales approach, product knowledge, and negotiation skills to manage and expand the dealer network while also developing direct customer relationships in key markets. The ideal candidate will take a strategic approach to business development, leveraging technical demonstrations, customer engagement, and market intelligence to maximize sales opportunities and expand Kärcher Municipal's footprint in Canada.
This is a highly visible, results-driven role requiring strong leadership, problem-solving, and relationship-building skills to ensure dealer success and direct sales growth.
ESSENTIAL DUTIES AND RESPONSIBILITIES
1. Sales Growth & Business Development
Develop and execute a sales strategy to achieve territory revenue targets.
Drive dealer-led and direct sales across municipal, industrial, and commercial markets.
Identify new business opportunities, cultivate relationships, and expand market presence.
Build a pipeline of municipal tenders, private sector projects, and dealer-driven sales.
2. Dealer Network Expansion & Management
Strengthen relationships with existing dealers and recruit new, high-potential dealers.
Train, support, and provide sales tools to maximize dealer performance.
Conduct monthly dealer check-ins, ensuring engagement in forecasting, quotes, and demos.
Implement dealer incentive programs and promotional strategies to drive sales growth.
3. Direct Sales & Key Account Management
Manage direct sales opportunities with municipalities, government agencies, and industrial customers.
Build and maintain strong relationships with key decision-makers and procurement teams.
Lead contract negotiations and pricing strategies for high-value accounts.
Ensure a high level of customer satisfaction through post-sales engagement and follow-ups.
Develop a deep understanding of product applications and competitive advantages.
Train dealers and customers on product features, operation, and maintenance.
Work with technical support and aftersales teams to ensure product reliability and performance.
5. Strategic Market Planning & Intelligence
Analyze regional sales data, market trends, and competitor activities to identify growth areas.
Develop and execute territory sales plans and market expansion strategies.
Provide regular sales forecasts and business updates to leadership.
Collaborate with marketing to develop region-specific campaigns and dealer promotions.
6. Negotiation & Pricing Strategy
Develop and implement pricing and sales strategies tailored to market conditions.
Ensure dealer pricing and discounts are aligned with business objectives.
Negotiate contracts, bids, and tenders with municipalities and large-scale customers.
7. Reporting & Sales Performance Tracking
Submit weekly and monthly sales reports tracking bookings, forecasts, and opportunities.
Maintain accurate CRM records of customer interactions, pipeline status, and demo activity.
Provide quarterly business reviews (QBRs) with dealers to ensure ongoing engagement and performance.
8. Cross-Functional Collaboration
Work closely with inside sales, marketing, product management, aftersales support, and service.
Assist in trade shows, industry events, and dealer summits.
Partner with the service and parts teams to ensure top-tier customer support.
QUALIFICATION
5+ years of sales experience in municipal equipment, industrial machinery, or capital equipment.
Proven experience in dealer management and direct sales.
Strong technical sales and demonstration skills.
Ability to analyze market trends and develop regional sales strategies.
Experience in contract negotiations, pricing, and tender submissions.
Excellent communication and relationship-building skills.
Proficiency in CRM and sales reporting tools (SAP Business One preferred).
Willingness to travel extensively within Canada.
Bilingual (English/French) is a plus.
Skills & Competencies
Customer-Focused: Able to communicate technical concepts clearly to all levels of customers and internal teams.
Strong Presentation Skills: Ability to lead training sessions, demonstrations, and technical presentations.
Problem-Solving Mindset: Able to analyze and resolve complex service issues efficiently.
Hands-On Approach: Willingness to work directly with equipment, perform demos, and train operators.
Self-Motivated & Independent: Takes initiative to improve service operations and technical training.
Technical Writing Ability: Able to create service manuals, guides, and training materials.
Work Environment & Travel
Travel up to 70% within the assigned region, visiting dealers and key accounts.
Attend industry trade shows, conferences, and municipal procurement events.
Conduct on-site equipment demos and training sessions.
Key Performance Indicators (KPIs): • Revenue Growth - Achieve or exceed regional sales targets. • Dealer Engagement - Ensure 100% active participation from assigned dealers. • CRM & Forecast Accuracy - Maintain up-to-date and accurate sales pipeline data. • Customer & Dealer Satisfaction - Strengthen relationships and resolve issues efficiently.
This job description is not intended to be an exhaustive list of all duties, responsibilities or qualifications associated with the job. These may be added, removed, changed or reassigned as needed to accommodate business requirements. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
