Regional Sales Director, Territory Sales

Areas of Responsibility

• Lead & Develop the Territory Team
• Build, lead, coach, and scale a high-performing squad of 6-8 field account executives and sales support across a defined territory.
• Recruit, develop, and retain top sales talent in partnership with HR; upgrade the team against a clear performance bar.`
• Coach AEs on applying technical, product, and customer knowledge to influence design and purchase decisions and drive high post-sale satisfaction.
• Run a consistent coaching cadence (ride-alongs, deal reviews, and 1:1s) tied to pipeline and attainment.
• Own the Territory Sales Plan
• Own the territory revenue number: forecast accuracy, pipeline coverage, and quota attainment across the squad.
• Set and manage territory coverage, account tiering, and AE quotas in partnership with the VP, Territory Sales.
• Establish operating rigor: CRM/Salesforce discipline, pipeline inspection, win/loss review, and KPI tracking.
• Identify when a territory or seller needs intervention and act early with a clear plan.
• Full-Solution, Value-Based Selling
• Drive the shift from transactional, catalog-led selling to consultative, value-based selling across the team.
• Coach the squad to sell the entire solution offering (Custom, Configurable, and Standard components) rather than defaulting to the historical standard-catalog motion.
• Embed the MEDDPICC-based discovery and qualification framework in everyday deal management.
• Call on customer decision-makers (executives, design engineers, and procurement leaders) and deliver compelling value propositions.
• Customer Relationships & Installed-Base Expansion
• Drive adoption, expansion, and retention across the installed base, growing share of wallet in existing accounts.
• Build executive-level relationships with strategic accounts and serve as the escalation point for high-impact situations.
• Proactively manage account health and mitigate churn and attrition risk across the territory.
• Identify and pursue new business and key-account opportunities to grow market share in the territory.
• Operating Excellence & Field Presence
• Implement scalable processes, playbooks, and tools for pipeline, onboarding, and account management across the squad.
• Partner with Marketing, Product, Operations, and the broader commercial team to align offerings with territory needs.Spend roughly 50% of time in the field (with customers, at trade shows and industry events, and alongside AEs), staying current on trends and competitor activity.
• Maintain and contribute to the Quality Management System (QMS).

Qualifications

Required

• 8-12+ years of progressive B2B sales experience in manufacturing or a technology-driven environment.
• 3-5+ years in a sales leadership role; has managed field sales teams across large territories, not just individual contributors
• Proven track record meeting or exceeding sales targets in a leadership capacity.
• Direct experience shifting a transactional or catalog-driven motion toward consultative, full-solution, value-based selling, with measurable results.
• Deep understanding of the manufacturing lifecycle, supply chain, and mechanical / precision components.
• Operating rigor: CRM/Salesforce discipline, pipeline analytics, territory design, and structured qualification (MEDDPICC or equivalent).
• Outstanding coaching, communication, executive presence, negotiation, and presentation skills.

Strongly Preferred

• Bachelor's degree in Business, Engineering, or a related field; MBA a plus.
• Experience in industrial distribution, factory automation, precision components, or capital equipment (e.g., Grainger, Fastenal, MSC, Parker, Bosch Rexroth, SMC, Festo, Kennametal, or similar).
• Experience selling a multi-product solution (custom, configurable, and standard, or equivalent breadth) rather than a single-line catalog.
• Fluency in the MRO and plant-floor buyer and the behaviors being transformed.
• Comfort applying AI and modern sales tools to seller productivity and account prioritization.

Leadership Character

• A player-coach: energized by developing sellers and being in the field, not managing from a desk.
• Grit and bias to action; comfortable experimenting, learning fast, and leading through change.
• Direct, honest, and accountable; owns outcomes and takes challenge well.

Physical Demands

• Standard office/remote work environment with extended periods of computer use, video calls, and phone work. Regular field activity requires the ability to travel by air and ground, visit customer plant floors and manufacturing facilities (which may require standing, walking, and personal protective equipment), and attend trade shows and industry events. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Travel

• Ability to travel approximately 50% annually in-territory and across the U.S. for customer visits, ride-alongs with account executives, trade shows and industry events, and team meetings and off-sites.

The OTE range for this role is $240,000 - $280,000 USD based on experience

We're actively seeking teammates who

• Bring diverse perspectives and experience to our culture and company.
• Excel at being part of a strong, empathetic team.
• Thrive in an environment emphasizing respect, honesty, collaboration, and growth.
• Have an 'always learning' mindset that celebrates learning, not just wins.
• Help us continue to build a world-class organization that values the contributions of all of our teammates

Additional information

We encourage applications from members of underrepresented groups, including but not limited to women, members of the LGBTQ community, people of color, people with disabilities, and veterans.