Regional Sales Manager - T&M

TestEquity LLC; City of Albany (NY); On-site; USD 90,000 - 150,000; Full time

Job summary

TestEquity LLC is seeking a Regional Sales Manager to grow a defined geographic region and lead a team of sales professionals within that geography. You will drive profitable T&M sales growth and build long-term customer relationships while managing supplier partnerships to execute strategic initiatives.

The ideal candidate has a proven track record leading technical B2B sales teams in electronics or related manufacturing sectors, with strong leadership, coaching, and go-to-market planning

Qualifications

• Bachelor’s degree in sales/business/marketing and/or engineering preferred.
• 10+ years sales/sales leadership experience in high-tech/industrial B2B distribution.
• Coach, motivate, and lead a sales team to meet profitable targets YoY.
• Contracts and negotiation skills required.
• Strategic thinking with go-to-market plan development.
• Excellent interpersonal and written communication.
• Ability to travel throughout the year.

Responsibilities

• Establish sales objectives and targets for regional territories.
• Implement regional and corporate sales programs and field action plans.
• Motivate and empower the sales team to maximize results.
• Grow relationships with key suppliers and support their reps.
• Coach teams to improve product and service knowledge and sales skills.
• Improve profit margins through price and product mix strategies.
• Maintain a robust opportunity pipeline and ensure goal attainment.
• Develop performance metrics and ensure consistent talent development.

Skills

Leadership

Strategic thinking

Negotiation

Coaching

Customer relations

Communication

Education

Bachelor’s degree

Engineering background

Tools

CRM software

Job description

TestEquity's T&M Regional Sales Manager position is responsible for growing a defined geographic region and managing a team of sales professionals who reside within the geography. As the Regional Sales Manager, you will have responsibility for profitable T&M sales growth of all customers within the defined region. You will create and maintain a culture of accountability, in which all team members will be focused on long term, sustainable customer relationships. Additionally, you will sustain and develop critical supplier relationships while precisely executing initiatives established by both TestEquity and our suppliers.

It is expected that you will be internally driven, capable of improving and executing successful sales strategies with partial direction and oversight. A motivational leader that can drive organization change, you must be able to work cross functionally building go-to-market plans while coaching and developing your team to sustained success.

Ideally you have a proven track record leading technical B2B sales teams, preferably distributing to the electronic design and manufacturing industries.

Essential Duties and/or Responsibilities:

• Establish sales objectives by forecasting and developing annual sales targets for individual sales territories
• Implement regional and corporate sales programs, developing and executing field sales action plans consistent with those programs
• Motivate, energize and empower your team to maximize results
• Establish and grow working relationships with key suppliers
• Support suppliers' sales representatives with joint sales initiatives
• Continuously coach your team, developing sales skills and ensuring product, service and offer knowledge is learned, retained, and utilized
• Improve overall profit margin, by executing pricing and product-mix programs
• Be a talent-magnet: finding, developing, and ensuring a steady pipeline of talented sellers
• Performance manages sellers to ensure the organization is consistently upgrading talent
• Remove barriers by navigating the business processes of the organization
• Effectively manage a robust opportunity pipeline that ensures goal-attainment
• Develop, expect, and inspect critical performance and activity measurements

Education and Required Experience:

• A bachelor's degree in sales/business/marketing and/or engineering is preferred.
• 10+ years sales/sales leadership experience and a demonstrated track record of meeting and/or exceeding sales targets in a high-tech/industrial B2B distribution environment
• Coach, motivate, and lead a sales team to meet profitable sales targets, year-over-year
• Contracts and negotiation skills
• Strategic thinking, able to develop and execute go-to-market plans
• Excellent interpersonal skills, with ability to develop and maintain cooperative working relationships with customers, TestEquity business partners, and fellow TestEquity team members
• Exceptional verbal and written communication
• The ability to travel is required throughout the year

Physical Requirements:

• Ability to safely and successfully perform essential job functions in accordance with the ADA, FMLA, and other federal, state, and local standards, including meeting qualitative and/or quantitative productivity standards
• Ability to maintain regular and timely attendance in accordance with the ADA, FMLA, and other federal, state, and local regulations

This position requires applicants to be authorized to work in the US without sponsorship; TestEquity does not sponsor applicants for work visas.

TestEquity provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.