ICM Controls
Base pay range
$120,000.00/yr - $125,000.00/yr
Position Summary The Regional Sales Manager (RSM) is responsible for driving profitable revenue growth within an assigned territory by leading a network of independent manufacturer’s representatives and directly supporting OEM customers. This role requires
proven experience selling into OEMs through rep channels
within HVAC or closely related manufacturing industries (e.g., controls, electronics, industrial components).
The RSM serves as the primary regional owner of sales performance, customer relationships, and pipeline execution, partnering closely with internal Sales, Engineering, Product Management, and Operations teams to achieve growth objectives.
Key Responsibilities
Own regional revenue performance across assigned OEM customers, independent rep agencies, and product categories.
Develop and execute an annual regional sales plan aligned with national sales objectives, including quotas by representative, customer, and product family.
Drive year‑over‑year revenue growth through new OEM wins, expanded share of wallet, and successful new product launches.
Proactively identify performance gaps and implement corrective action plans with representative agencies.
Lead, coach, and manage independent manufacturer’s representatives to ensure consistent execution against sales targets.
Conduct regular business reviews with rep agencies to assess performance, pipeline health, account coverage, and growth opportunities.
Ensure adherence to company sales processes, CRM discipline, and reporting standards.
Recommend territory realignments or representation changes based on performance and strategic needs.
Build and maintain strong relationships with OEM engineering, sourcing, and leadership teams.
Partner with Sales Engineering and Product Management to identify, qualify, and convert design‑in and specification opportunities.
Conduct regular customer visits, joint sales calls, and technical reviews to uncover requirements and influence product adoption.
Serve as a trusted advisor to OEM customers by aligning product solutions to their technical and commercial needs.
Own regional sales forecasting and pipeline accuracy; submit monthly and quarterly forecasts with variance explanations.
Manage regional trade spending, travel, and discretionary expenses within approved budgets.
Maintain accurate and timely opportunity tracking within CRM and ERP systems.
Cross‑Functional Collaboration
Collaborate closely with Engineering, Product Management, Sales Operations, and Manufacturing to align demand, capacity, and customer commitments.
Support new product introductions by training representatives and OEM customers on product positioning and applications.
Participate in weekly sales planning meetings and cross‑functional reviews.
Travel & Communication
Travel approximately 40–60% within the assigned region to support OEM customers and representative agencies.
Maintain frequent, proactive communication with internal teams and external partners.
Performance Expectations Revenue & Growth
Year‑over‑year regional revenue growth
Number of new OEM customer wins
Revenue contribution from new products
Forecast accuracy
Opportunity conversion rate from qualified pipeline to orders
Percentage of representative agencies achieving quota
Account coverage of targeted OEMs within assigned territory
CRM compliance and activity discipline
Customer Impact
Growth within top OEM accounts
Number of new customers/new projects
Retention of strategic OEM customers
Required Qualifications Education
Bachelor’s degree in engineering, STEM, business administration, or related field required
Experience
Minimum of 5–7 years of Regional Sales Manager or equivalent experience selling into OEM customers
Required experience within HVAC, controls, electronics, or closely related industrial manufacturing sectors
Demonstrated success managing independent manufacturer’s representative networks
Proven track record of meeting or exceeding regional sales quotas
Experience supporting technical sales, design‑in processes, and long sales cycles typical of OEM environments
Deep understanding of OEM sales models and rep‑based go‑to‑market strategies
Strong ability to influence independent representatives without direct authority
Excellent communication, negotiation, and presentation skills
Strong analytical and financial acumen
Ability to translate market and customer insights into executable sales strategies
Proficiency with CRM systems (Salesforce or similar) and ERP platforms (Epicor preferred)
Highly organized, self‑motivated, and results‑driven
Seniority level Mid‑Senior level
Employment type Full‑time
Job function Sales and Business Development
Benefits
Medical insurance
Vision insurance
401(k)
#J-18808-Ljbffr
Position Summary The Regional Sales Manager (RSM) is responsible for driving profitable revenue growth within an assigned territory by leading a network of independent manufacturer’s representatives and directly supporting OEM customers. This role requires
proven experience selling into OEMs through rep channels
within HVAC or closely related manufacturing industries (e.g., controls, electronics, industrial components).
The RSM serves as the primary regional owner of sales performance, customer relationships, and pipeline execution, partnering closely with internal Sales, Engineering, Product Management, and Operations teams to achieve growth objectives.
Key Responsibilities
Own regional revenue performance across assigned OEM customers, independent rep agencies, and product categories.
Develop and execute an annual regional sales plan aligned with national sales objectives, including quotas by representative, customer, and product family.
Drive year‑over‑year revenue growth through new OEM wins, expanded share of wallet, and successful new product launches.
Proactively identify performance gaps and implement corrective action plans with representative agencies.
Lead, coach, and manage independent manufacturer’s representatives to ensure consistent execution against sales targets.
Conduct regular business reviews with rep agencies to assess performance, pipeline health, account coverage, and growth opportunities.
Ensure adherence to company sales processes, CRM discipline, and reporting standards.
Recommend territory realignments or representation changes based on performance and strategic needs.
Build and maintain strong relationships with OEM engineering, sourcing, and leadership teams.
Partner with Sales Engineering and Product Management to identify, qualify, and convert design‑in and specification opportunities.
Conduct regular customer visits, joint sales calls, and technical reviews to uncover requirements and influence product adoption.
Serve as a trusted advisor to OEM customers by aligning product solutions to their technical and commercial needs.
Own regional sales forecasting and pipeline accuracy; submit monthly and quarterly forecasts with variance explanations.
Manage regional trade spending, travel, and discretionary expenses within approved budgets.
Maintain accurate and timely opportunity tracking within CRM and ERP systems.
Cross‑Functional Collaboration
Collaborate closely with Engineering, Product Management, Sales Operations, and Manufacturing to align demand, capacity, and customer commitments.
Support new product introductions by training representatives and OEM customers on product positioning and applications.
Participate in weekly sales planning meetings and cross‑functional reviews.
Travel & Communication
Travel approximately 40–60% within the assigned region to support OEM customers and representative agencies.
Maintain frequent, proactive communication with internal teams and external partners.
Performance Expectations Revenue & Growth
Year‑over‑year regional revenue growth
Number of new OEM customer wins
Revenue contribution from new products
Forecast accuracy
Opportunity conversion rate from qualified pipeline to orders
Percentage of representative agencies achieving quota
Account coverage of targeted OEMs within assigned territory
CRM compliance and activity discipline
Customer Impact
Growth within top OEM accounts
Number of new customers/new projects
Retention of strategic OEM customers
Required Qualifications Education
Bachelor’s degree in engineering, STEM, business administration, or related field required
Experience
Minimum of 5–7 years of Regional Sales Manager or equivalent experience selling into OEM customers
Required experience within HVAC, controls, electronics, or closely related industrial manufacturing sectors
Demonstrated success managing independent manufacturer’s representative networks
Proven track record of meeting or exceeding regional sales quotas
Experience supporting technical sales, design‑in processes, and long sales cycles typical of OEM environments
Deep understanding of OEM sales models and rep‑based go‑to‑market strategies
Strong ability to influence independent representatives without direct authority
Excellent communication, negotiation, and presentation skills
Strong analytical and financial acumen
Ability to translate market and customer insights into executable sales strategies
Proficiency with CRM systems (Salesforce or similar) and ERP platforms (Epicor preferred)
Highly organized, self‑motivated, and results‑driven
Seniority level Mid‑Senior level
Employment type Full‑time
Job function Sales and Business Development
Benefits
Medical insurance
Vision insurance
401(k)
#J-18808-Ljbffr