Regional Sales Manager - T&M

TestEquity LLC; City of Binghamton (NY); On-site; USD 90,000 - 130,000; Full time

Job summary

TestEquity is seeking a Regional Sales Manager to grow a defined geographic region and lead a team of sales professionals. You will drive profitable T&M sales growth, build long-term customer relationships, and sustain supplier partnerships.

The role requires strategic go-to-market planning, strong coaching, and the ability to travel; ideal candidates have 10+ years of B2B tech sales leadership and a bachelor's degree in a related field.

Qualifications

• Bachelor's degree in sales/business/marketing and/or engineering preferred.
• 10+ years sales leadership experience in high-tech/industrial B2B distribution.
• Strong negotiation and contract skills; strategic go-to-market planning.
• Excellent interpersonal and written/verbal communication; cross-functional collaboration.
• Willingness and ability to travel year-round.

Responsibilities

• Forecast and set annual regional sales targets.
• Execute regional and corporate sales programs.
• Motivate and empower the sales team to maximize results.
• Build relationships with suppliers and support joint initiatives.
• Coach sellers and develop talent; manage pipelines.
• Improve profit margins through pricing and product mix.
• Develop go-to-market plans cross-functionally.
• Travel as required throughout the year.

Skills

Sales leadership

B2B sales

Strategic thinking

Coaching

Cross-functional collaboration

Communication

Education

Bachelor's degree in sales/business/marketing or engineering

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.