Remote | Heavy-Duty/Commercial Vehicle Industry | Travel 2–3 weeks/month
Reports to: Sales Director – West Region
My client is seeking a Regional Sales Manager for the Western U.S. to drive growth across distributor networks and directly with fleets. This is a field-based role focused on new business generation, distributor enablement, and expanding the adoption of the clients Diagnostics across commercial vehicles, off-highway, AG, and equipment sectors.
Key Responsibilities
Territory Development
Build and execute a regional growth plan. Identify and acquire new fleet customers (priority initiative). Expand existing accounts. Train distributor reps on the products value, positioning, and demo approach. Conduct joint customer visits and follow up on branch opportunities. Drive product adoption and visibility across distributor branches. Perform demos and ROI discussions with fleets and shops. Attend regional events, trade shows, and open houses. Support renewals, customer onboarding, and high-level product utilization.
Internal Coordination
Provide territory updates, forecasts, and market feedback. Coordinate with Technical Support, Customer Service, and Marketing. Use CRM to track opportunities and maintain pipeline visibility.
Required Qualifications
5+ years of sales or business development experience in the heavy-duty/commercial vehicle, aftermarket parts, equipment, or fleet services space. Existing network or strong familiarity with:
Independent service networks, parts distributors, and maintenance shops Fleets and equipment operators in trucking, waste, rental, and construction
Proven success in a territory sales role, including account growth and new business acquisition. Comfortable with high travel requirements ~75% on a regional level. Strong presentation, demo, and consultative-selling skills. Self-starter with the ability to work independently in a remote environment. Preferred/Valuable Qualifications
Experience selling diagnostic tools, telematics, maintenance software, or technical equipment. General mechanical, maintenance, or troubleshooting knowledge (not required, but highly valuable). Previous experience supporting or selling through distributors. Consultative Sales Mindset: Ability to diagnose customer needs and position the product as a business solution—not a commodity. Relationship Builder: Skilled at developing trust with distributors, fleets, and shop personnel at all levels. Territory Ownership: Ability to plan, prioritize, and balance distributor support with aggressive fleet prospecting. Hands-On Approach: Comfortable performing live demos, learning basic diagnostic functions, and guiding customers. Resilience & Adaptability: Must thrive in a fast-moving industry where shops, fleets, and distributors have different expectations. Communication Excellence: Clear, engaging communicator capable of breaking down technical concepts for non-technical audiences. Driven by Results: Motivated by hitting targets, increasing, and expanding the brand’s presence. What We Offer
Competitive salary + commission structure. Full training on Diagnostics and the clients products. Opportunities for growth within one of the fastest-growing diagnostic technology companies in North America. A dynamic, entrepreneurial environment where your work directly impacts regional success.
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Territory Development
Build and execute a regional growth plan. Identify and acquire new fleet customers (priority initiative). Expand existing accounts. Train distributor reps on the products value, positioning, and demo approach. Conduct joint customer visits and follow up on branch opportunities. Drive product adoption and visibility across distributor branches. Perform demos and ROI discussions with fleets and shops. Attend regional events, trade shows, and open houses. Support renewals, customer onboarding, and high-level product utilization.
Internal Coordination
Provide territory updates, forecasts, and market feedback. Coordinate with Technical Support, Customer Service, and Marketing. Use CRM to track opportunities and maintain pipeline visibility.
Required Qualifications
5+ years of sales or business development experience in the heavy-duty/commercial vehicle, aftermarket parts, equipment, or fleet services space. Existing network or strong familiarity with:
Independent service networks, parts distributors, and maintenance shops Fleets and equipment operators in trucking, waste, rental, and construction
Proven success in a territory sales role, including account growth and new business acquisition. Comfortable with high travel requirements ~75% on a regional level. Strong presentation, demo, and consultative-selling skills. Self-starter with the ability to work independently in a remote environment. Preferred/Valuable Qualifications
Experience selling diagnostic tools, telematics, maintenance software, or technical equipment. General mechanical, maintenance, or troubleshooting knowledge (not required, but highly valuable). Previous experience supporting or selling through distributors. Consultative Sales Mindset: Ability to diagnose customer needs and position the product as a business solution—not a commodity. Relationship Builder: Skilled at developing trust with distributors, fleets, and shop personnel at all levels. Territory Ownership: Ability to plan, prioritize, and balance distributor support with aggressive fleet prospecting. Hands-On Approach: Comfortable performing live demos, learning basic diagnostic functions, and guiding customers. Resilience & Adaptability: Must thrive in a fast-moving industry where shops, fleets, and distributors have different expectations. Communication Excellence: Clear, engaging communicator capable of breaking down technical concepts for non-technical audiences. Driven by Results: Motivated by hitting targets, increasing, and expanding the brand’s presence. What We Offer
Competitive salary + commission structure. Full training on Diagnostics and the clients products. Opportunities for growth within one of the fastest-growing diagnostic technology companies in North America. A dynamic, entrepreneurial environment where your work directly impacts regional success.
#J-18808-Ljbffr