The Regional Sales Manager (RSM) is responsible for driving wholesale growth across an assigned geographic region through proactive dealer engagement, field activation, merchandising, product training, and disciplined commercial execution of classic woodworking and metalworking tools and equipment. This is a quota-carrying role accountable for achieving annual regional revenue targets, increasing year-over-year sell-through, expanding dealer footprint, and strengthening strategic dealer relationships. The RSM serves as the face in the field and plays a critical role in executing commercial transformation of the wholesale division.
Role and Responsibilities:
Build strong partnerships with dealer owners, managers, and sales staff.
Conduct 10+ in-person dealer visits per week aligned with A/B/C segmentation
Influence product mix, inventory turns, and SKU penetration to achieve revenue quota.
Execute quarterly promotional programs and ensure merchandising compliance.
Perform store-level merchandising resets and document improvements via CRM.
Deliver product training, demos, and technical education and Dake lines.
Plan and execute retail events, demo days, tent sales, and trade shows.
Identify and activate new dealers in whitespace markets.
Maintain accurate CRM data, including forecasts, pipelines, visit notes, and competitive insights.
Own quarterly and annual revenue forecasting for the assigned region.
Provide monthly performance summaries and market intelligence.
Required Qualifications:
5+ years’ experience in field sales, territory management, or dealer channel sales required.
Experience in woodworking, tools, machinery, or industrial equipment preferred.
Quota-carrying experience required.
Strong presentation, training, and communication skills.
Proficiency with CRM systems (HubSpot preferred).
Valid driver’s license and willingness to travel extensively.
Achievement of annual regional revenue quota.
Year-over-year sell-through growth.
Increased revenue contribution from A-tier dealers.
Dealer coverage compliance by segmentation (A/B/C).
Merchandising compliance score.
Event/demo execution count and effectiveness.
Forecast accuracy and CRM utilization.
Preferred Qualifications:
Highly organized, proactive, and accountable.
Strong quota-driven mindset with a focus on results.
Exceptional relationship builder with strong emotional intelligence.
Skilled presenter and trainer capable of energizing dealer teams.
Data-driven decision-maker with strong territory planning skills.
Demonstrates ownership mentality over territory performance.
Consistently produces results with minimal supervision.
>50% % of travel is required across the assigned multi-state region.
Overnight travel is required.
Efficient routing is required to maximize in-store time.
Attendance at national sales meetings, training sessions, and dealer summits.
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