Regional Sales Manager

McGill Hose & Coupling Inc; East Longmeadow (MA); On-site; USD 80,000 - 150,000; Full time

Benefits offered by this job

Profit sharing

Health insurance

Dental insurance

Vision insurance

401(k)

Paid time off

Paid training

Advancement opportunities

Wellness resources

Job summary

McGill Hose & Coupling Inc. seeks a Regional Sales Manager to lead the western Territory, coaching and aligning managers to execute the growth plan and hit territory targets. You will protect current business, win new accounts, and broaden McGill’s capabilities across hose, fittings, tubing, valves, assemblies, and testing.

Collaborate with Marketing, branches, and product specialists to expand applications, manage the opportunity pipeline, and drive profitable growth.

Qualifications

• Track record in sales and customer service with knowledge of McGill’s products and customers.
• Ability to coach, organize, and hold a team accountable across departments.
• Comfort using sales reports and CRM to set priorities and measure results.
• Strong communication and follow-through with willingness to travel regionally.

Responsibilities

• Execute territory plans with defined customer priorities, sales goals, actions, owners and dates.
• Grow the customer base with active-customer growth and new accounts in the region.
• Protect Top 50 accounts with clear plans for contacts, service, and product opportunities.
• Coach in the field with regular meetings and joint customer visits.
• Manage opportunities with owners, next steps and dates; push quotes toward orders.
• Coordinate with marketing, branches and outbound resources for leads and campaigns.
• Grow offerings across hose, fittings, tubing, valves, assemblies, fabrication and testing.
• Maintain accurate CRM data for contacts, locations, notes, and opportunities.

Skills

Sales & customer service

Coaching & leadership

CRM proficiency

Communication & travel

Job description

Description

Lead, coach, and hold the western Territory Managers accountable for carrying out McGill’s Business Development Growth Plan and their individual territory plans. Grow sales and gross profit by protecting current business, selling more of McGill’s capabilities, winning new accounts, and building Customers for Life.

This role supports McGill’s 2028 company revenue and gross profit goals. Regional targets will come from the assigned territory plans.

This position will report to the Business Development Manager and work alongside the other Regional Sales Manager using common expectations, scorecards, and review practices.

Requirements

Key Responsibilities

• Execute the territory plans: Turn each rep’s plan into named customer priorities, sales goals, actions, owners, and dates. Review actual results against plan and address gaps early. Manage the entire territory, including developing accounts and prospects.
• Grow the customer base: Deliver each plan’s active-customer growth goal, generally at least 10–20% over the 2026 baseline. Increase the number of customers buying $20,000 or more annually. Track new accounts, returning customers, and lost business. Make sure a customer who goes 90 days without an order receives a visit.
• Protect and penetrate important accounts: Ensure regional Top 50 accounts have clear plans covering contacts, service needs, competitors, risks, and additional products or applications McGill can supply. Ask: Why isn’t this a bigger account?
• Coach in the field: Hold regular one‑on‑one meetings and make joint customer visits. Help reps book face‑to‑face meetings, uncover applications, and sell the value of McGill’s knowledge, responsiveness, fabrication, and supplier breadth. Log in‑person meetings only when the rep was actually there.
• Manage opportunities and follow‑through: Keep the opportunity tracker current. Every open opportunity needs an owner, a clear next step, and a date; close won or lost items promptly. Help reps move quotes toward orders and resolve stalled business.
• Connect the selling team: Ensure each rep meets one OKC team monthly on rotation: OEM, Key Accounts, and Customer Service. Review the plan and scorecard together. Coordinate lead and campaign follow‑up with marketing, website sales, branches, and any approved outbound calling resources.
• Use specialists and suppliers: Bring Hydraulics Specialist into hydraulics, crimper, and training opportunities; Terminal Manager into terminal and transfer‑system work; and supplier reps into appropriate joint calls. Work with Product Development to expand applications and product coverage in the plan’s priority markets.
• Grow profitable solutions: Coach reps to explain lifecycle value, including downtime, labor, replacement frequency, and application fit. Grow McGill’s full offering across hose, fittings, tubing, valves, assemblies, fabrication, and testing. Guide pricing within company authority and review gross profit alongside revenue.
• Maintain useful customer data: Hold reps accountable for current RubberTree CRM records, contacts, locations, call notes, opportunities, and follow‑up. Flag SIC, Top 50, OKC, product‑group, and account‑assignment issues for coordinated cleanup with the responsible teams.
• Develop people and consistent execution: Train and onboard assigned reps, set clear expectations, give direct feedback, and address performance gaps. Work with Pat and Andy to maintain consistent standards across both regions.

Qualifications

• A strong record in sales and customer service, with knowledge of McGill’s products, capabilities, and customers.
• Ability to coach, organize, and hold a team accountable while working well across departments.
• Comfort using sales reports and CRM to set priorities and measure results.
• Strong communication and follow‑through, with willingness to travel throughout the assigned region.

Training

• McGill provides structured onboarding, hands‑on product and application training, supplier‑led education, and training on our internal systems. You will work closely with our sales team and product specialists to learn our customers and turn that knowledge into effective marketing.

Pay & Benefits

• Starting salary range: $80,000.00 –$150,000.00 annually, based on experience
• Annual profit sharing
• Health, dental and vision insurance
• 401(k)
• Paid time off
• Paid training and opportunity for advancement
• Wellness resources

McGill Hose & Coupling is an Equal Opportunity Employer. We are committed to providing a workplace free from discrimination and harassment. All employment decisions are based on business need, job requirements, and individual qualifications, without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, age, disability, genetic information, veteran status, or any other status protected by applicable federal, state, or local law — including the laws of Massachusetts, Rhode Island, and Connecticut. McGill Hose & Coupling provides reasonable accommodations to qualified individuals with disabilities.