Regional Sales Manager

Samuel, Son & Co.; Lebanon (VA); On-site; USD 90,000 - 150,000; Full time

Job summary

Samuel, Son & Co. in Virginia seeks a results-driven sales professional to develop and execute territory business plans aligned with revenue and gross margin objectives.

You will manage a mature customer base, drive new business, apply consultative selling, and maintain accurate forecasts in Dynamics 365, with travel about 20%.

Qualifications

• Bachelor’s degree in business, engineering, or related field (preferred).
• Minimum of five years sales experience in manufacturing/industrial markets or related field.
• Experience managing customer relationships within a geographic territory.

Responsibilities

• Develop and execute annual territory business plans aligned with revenue and gross margin objectives.
• Achieve annual sales and growth targets within the assigned territory.
• Maintain an active pipeline and provide monthly/quarterly forecasts.
• Travel ~20% to support customer engagement and growth initiatives.
• Collaborate across functions to support quoting, technical alignment, and project execution.

Skills

Strategic Accounts

Consultative Selling

Territory Planning

CRM Discipline

Forecasting

Negotiation

Microsoft 365

Education

Bachelor’s degree in business or engineering

Tools

Microsoft Dynamics 365 CRM

Job description

KEY RESPONSIBILITIES

• Develop and execute annual territory business plans aligned with SPVG revenue, gross margin, customer growth, and market development objectives.
• Achieve annual sales, margin, strategic customer growth, and new business targets within the assigned territory.
• Manage and expand a mature customer base, with primary emphasis on existing customer development and a goal of generating approximately 20% of territory growth through new business.
• Apply a consultative sales approach to understand customer business drivers, technical needs, operational challenges, and growth plans, converting relationships and insights into measurable revenue growth.
• Develop and execute growth plans for strategic customers, including relationship mapping, opportunity identification, business reviews, and share-of-wallet expansion.
• Conduct purposeful customer visits, virtual meetings, facility tours, and periodic business reviews to strengthen relationships, uncover opportunities, and advance active initiatives.
• Build relationships across customer organizations, including Purchasing, Engineering, Operations, Quality, Finance, and executive leadership.
• Serve as the primary commercial contact for assigned accounts and represent the voice of the customer within SPVG.
• Maintain an active, qualified opportunity pipeline and provide accurate monthly, quarterly, and annual sales forecasts.
• Follow up on open quotations, identify barriers to award, coordinate resolution, and execute opportunity strategies that improve quote conversion and win rates.
• Manage pricing and commercial activity to support profitable growth, target gross margins, and disciplined decision-making.
• Maintain awareness of customer contracts, purchase order requirements, commercial terms, warranty expectations, and other risks requiring internal review or escalation.
• Maintain complete, accurate, and timely records of customer interactions, contacts, opportunities, forecasts, quotations, trip reports, account plans, and follow-up actions in Microsoft Dynamics 365 CRM.
• Use CRM information and territory metrics to prioritize activity, review performance, identify gaps, and communicate the business outlook to leadership.
• Collaborate with Engineering, Operations, Quality, Customer Service, Finance, Supply Chain, and leadership to support quoting, technical alignment, project execution, issue resolution, and customer satisfaction.
• Develop sufficient knowledge of SPVG pressure vessel products, manufacturing capabilities, capacity considerations, ASME-related requirements, and commercial limitations to lead effective customer discussions and engage technical resources when needed.
• Monitor market conditions, competitor activity, industry trends, customer investments, and regulatory developments to identify opportunities and business risks.
• Represent SPVG at customer locations, trade shows, industry events, and networking opportunities.
• Travel approximately 20% to support customer engagement, strategic account development, and territory growth.
• Consistently represent SPVG professionally and promote the company's values, capabilities, products, safety expectations, quality standards, and customer-focused culture.

PERFORMANCE PRIORITIES:

• Strategic customer growth
• Customer visits and meaningful engagement
• CRM discipline and data quality
• Revenue growth
• Gross margin growth
• New business development
• Pipeline health, forecast accuracy, and quotation conversion

CORE COMPETENCIES:

• Strategic Customer Management Pricing and Commercial Negotiation
• Consultative Selling CRM Discipline
• Territory Planning Cross-Functional Leadership
• Customer Relationship Management Technical and Manufacturing Aptitude
• Business Development Communication and Presentation
• Revenue and Margin Management Problem Solving
• Forecasting and Pipeline Management Time and Territory Management

ROLE REQUIREMENTS:

• Bachelor’s degree in business, Marketing, Sales, Engineering, or a related field preferred, or an equivalent combination of education and relevant experience.
• Minimum of five years of sales experience within manufacturing, industrial, engineered products, pressure vessels, or related markets preferred.
• Experience managing customer relationships and growing business within an established geographic territory.
• Demonstrated ability to execute a consultative sales process and develop long-term customer relationships.
• Strong business and financial acumen, including knowledge of revenue, gross margin, pricing, forecasting, and profitability drivers.
• Working knowledge of manufacturing processes, engineered products, industrial customer environments, or pressure vessel applications preferred.
• Ability to communicate and collaborate effectively across all levels of customer and internal organizations.
• Strong organizational, presentation, negotiation, analytical, and problem-solving skills.
• Proficiency with Microsoft 365 applications, including Outlook, Teams, Word, Excel, and PowerPoint.
• Experience with Microsoft Dynamics 365 CRM or a comparable customer relationship management platform.
• Ability to travel approximately 20% and maintain a valid driver's license as required for the position.

WORK ENVIRONMENT:

• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Office environment.
• Plant environment when on the manufacturing floor includes temperature variations, noise, dust, and fumes.
• This job description is not intended to be all-inclusive, and the employee will also perform other reasonably related business duties as assigned by the immediate supervisor and other management, as required. Staffing of positions will be determined by the company.
• As an employee, you are required to understand the ISO system and the elements that affect your job.
• Experience managing customer relationships and growing business within an established geographic territory.
• Demonstrated ability to execute a consultative sales process and develop long-term customer relationships.
• Strong business and financial acumen, including understanding of revenue, gross margin, pricing, forecasting, and profitability drivers.
• Working knowledge of manufacturing processes, engineered products, industrial customer environments, or pressure vessel applications preferred.
• Ability to communicate and collaborate effectively across all levels of customer and internal organizations.
• Strong organizational, presentation, negotiation, analytical, and problem-solving skills.
• Proficiency with Microsoft 365 applications, including Outlook, Teams, Word, Excel, and PowerPoint.
• Experience with Microsoft Dynamics 365 CRM or a comparable customer relationship management platform.
• Ability to travel approximately 20% and maintain a valid driver's license as required for the position.

PHYSICAL REQUIREMENTS:

• The physical demands described here are representative of those that must be met by an employee to successfully preform the essential functions of this job.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Stand / walk - Frequent
• Bend / squat - Frequent
• Sitting - Frequent
• Lifting - Occasional
• Reaching / simple grasping - Frequent
• Push / Pulling - Occasional
• Lifting above waste / shoulders - Occasional
• Computer usage- Frequent
• Verbal communication - Frequent

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Office environment.
• Plant environment when on manufacturing floor includes temperature variations, noise, dust, and fumes.

This job description is not intended to be all inclusive, and the employee will also perform other reasonably related business duties as assigned immediate supervisor and other management, as required. Staffing of positions to be determined by the company.

As an employee, you are required to understand the ISO system and the elements that affect your job.

SAMSA