Regional Sales Manager-Southeast

What Drives Success

Territory: Southeast USA: Florida, Georgia, Tennessee, South Carolina, North Carolina, Alabama, Arkansas and Louisiana.

Work Location and Travel: Remote, home-based position requiring extensive travel.

The Regional Sales Manager-Southeast owns profitable refrigeration sales growth and channel development within the assigned territory. This role manages direct reports and leads independent manufacturers' representatives, develops wholesale distributor and contractor relationships, and coordinates field sales, Sales Engineering, and inside sales resources to deliver revenue, profitability, new-business, share-of-wallet, and customer-experience objectives.

Duties include, but are not limited to:

• Develop and execute regional sales plans and budgets to achieve revenue, profitability, new-business, and share-of-wallet objectives.
• Manage pricing requests, rebates, commercial agreements, and sales contract approvals within delegated approval authority, balancing growth, competitive positioning, and profitability.
• Direct selling responsibility in key accounts as needed.
• Build joint business plans with priority wholesale distributors, including branch-level growth opportunities, product penetration, inventory alignment, training, and contractor engagement.
• Identify and convert new distributor, contractor, and end-user opportunities in coordination with channel partners and internal sales resources.
• Coordinate regional field activity with sales representatives, Sales Engineers, and inside sales resources to execute territory and account priorities.
• Maintain accurate CRM records, opportunity pipelines, and sales forecasts, with clear ownership of next steps, expected close dates, and risks to plan.
• Build relationships with distributor leadership, branch teams, and key contractors through joint sales calls, account reviews, and regular field engagement.
• Coordinate with customer service, technical support, operations, and product management to resolve customer issues and communicate commitments through closure.
• Support product adoption by coordinating product launches, technical training, and application support with Sales Engineers and product specialists.
• Translate competitive activity, customer feedback, lost-business trends, and market opportunities into actionable regional recommendations.
• Manage, coach, and develop direct reports and lead independent manufacturers' representatives through clear territory priorities, sales goals, field engagement, and regular business reviews.

What We Are Looking For

• Requires a bachelor's degree or an equivalent combination of education and experience.
• At least 8 years related experience.
• Must understand the business impact of sales contracts and selling expenses.
• Demonstrated ability to manage and develop direct reports, lead independent manufacturers' representatives, and establish clear territory and account priorities.
• Requires expert abilities with building relationships, listening, persuading, negotiating and managing time.
• Strong working knowledge of box load calculation and refrigeration equipment selection, with the ability to coordinate detailed application support with Sales Engineers and product specialists.
• Requires knowledge of principles and methods for showing, promoting, and selling products or services.
• This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
• Knows principles and processes for providing customer service.
• This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
• Must have excellent written and verbal communication.
• Requires substantial industry and product knowledge.
• Demonstrated success growing sales through wholesale distribution and contractor channels, preferably in commercial refrigeration.
• Experience developing joint business plans, conducting distributor business reviews, and translating regional goals into account-level actions.
• Strong commercial and analytical skills, including sales forecasting, pipeline management, pricing, and profitability analysis.
• Ability to lead cross-functional execution and influence channel partners and internal teams without direct reporting authority.
• Must be able to use Microsoft Office and Customer Relationship Management software.

What We Offer

Compensation: The total compensation range for this position is between $154,000 - $202,500 annually and will be based on the candidate's qualifications, experience, and education. Under the plan, target compensation is anticipated to be 70% base salary and 30% commission.

Benefits: Subject to applicable eligibility requirements, the following benefits are offered for this role: tuition reimbursement; medical, dental, and vision insurance; prescription drug coverage; 401(k) retirement plan; short-term disability insurance; 8 weeks paid birthing leave; 2 weeks paid bonding leave; life and long-term disability insurance.

Depending on date of hire, and subject to applicable eligibility requirements, new employees in this role also receive up to: 12 days paid time off, 2 paid well-being days, 1 paid volunteer day, 12 paid holidays, and 3 floating holidays per year.

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