Western Sales Manager

Mackenzie Stuart; California (MO); On-site; USD 120,000 - 180,000; Full time

Job summary

Mackenzie Stuart is recruiting for a Regional Sales Manager to lead a network of direct and independent reps in the United States. The role combines strategic leadership with hands-on selling and technical guidance to optimize product selection and project outcomes.

The ideal candidate will drive revenue growth, develop high-performing teams, and manage negotiations while partnering with customer service and leadership to ensure exceptional execution and customer satisfaction.

Qualifications

• Extensive sales leadership experience building and coaching high‑performing teams
• Strong communication and presentation skills for diverse stakeholders
• Proven track record of meeting or exceeding revenue targets in competitive markets
• Relationship driven with ability to influence multiple decision makers
• Experience with project specifications, submittals and technical guidance to customers
• Proficiency with CRM systems (e.g., Salesforce) and order management tools
• Must have valid U.S. driver's license and clean driving record

Responsibilities

• Drive year-over-year revenue growth across assigned territories and product lines.
• Build, coach, and lead a sales organization including direct sales and independent reps.
• Provide technical guidance and support to sales team members and customers.
• Develop and implement competitive strategies to increase market share.
• Maintain knowledge of competitive landscape and market dynamics.
• Track and report on sales performance and market trends using CRM tools.

Skills

Sales leadership

Strategic thinking

Communication

Relationship building

Presentation skills

Team leadership

CRM proficiency

Tools

Salesforce

Microsoft Office

Job description

Mackenzie Stuart are currently recruiting on behalf of a major manufacturer of custom architectural building components such as expansion joints, stair nosings, and access covers for purely commercial construction.

The Regional Sales Manager will lead a network of company reps and independent manufacturer reps. The ideal candidate combines strong sales leadership with technical acumen to guide product selection based on project-specific conditions for successful installation. This role combines strategic leadership, hands-on selling and technical support, and rigorous performance management to deliver profitable growth and exceptional customer experiences.

Responsibilities

• Drive year-over-year revenue growth to meet or exceed sales budgets across assigned territories and product lines.
• Build, coach, and lead a high-performing sales organization consisting of direct sales employees and independent manufacturer representatives, setting clear goals and driving accountability across both groups.
• Provide technical guidance and support to sales team members and customers, including analyzing project conditions, recommending appropriate products and assisting with submittals and specifications.
• Develop and implement competitive strategies to increase specification rates and market share, including targeted initiatives with architects, contractors, and distributors.
• Maintain deep knowledge of the competitive landscape, including products, pricing, and market dynamics, to win specification and project opportunities.
• Track and report on sales performance, market trends, and competitive activities using CRM tools; prepare weekly, monthly, and quarterly reports.
• Deliver sales and product knowledge presentations to architects, contractors, trade groups, and other stakeholders.
• Lead and support complex negotiations to secure profitable, strategic opportunities.
• Partner closely with Customer Service, Technical Services, and internal leadership to ensure outstanding execution and customer satisfaction.
• Establish clear expectations, regularly track, and review performance metrics, proactively address gaps through coaching and development plans, and recognize/reward wins and best practices.
• Expand and strengthen relationships with existing customers, contractors, distributors, architects, design engineers, and other key influencers across the full sales territory.
• Ensure compliance with all safety requirements, including OSHA 10 standards for jobsite visits.
• Travel to meet customers, prospects, sales team members, attend trade shows, and other industry events. Travel expectations ~30%.
• This role may require other job duties to be performed. The above statements are intended to describe the general nature and level of work performed by employees assigned to this role. They are not to be construed as an exhaustive list of all job duties performed by the personnel in this role.

Qualifications (Knowledge & Skills)

• Hands-on experience with expansion joint systems, stair nosings, or similar specialty products strongly preferred.
• Demonstrated track record of building and leading sales teams to consistently meet or exceed aggressive growth targets in competitive markets.
• Strong executive presence with excellent verbal and written communication skills.
• Highly relationship-driven with the ability to influence across multiple stakeholders and decision-makers.
• Strategic thinker with an entrepreneurial mindset and a strong customer-first approach.
• Confident presenter capable of delivering impactful sales and technical presentations.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint) and CRM/order management systems, including Salesforce.
• Able to communicate effectively and professionally with team members and customers verbally and in writing.
• Able to complete work accurately and on time.
• Able to work collaboratively with direct team members, or across departments, and work independently as needed.
• Able to effectively lead a team by providing direction, measuring quality of work, giving feedback, and managing performance.
• Candidates who apply for positions that require driving must have a valid U.S. driver’s license and clean driving record.