Regional Sales Manager-Midwest

Job Description

Job Description and Specifications

Reporting into the Director of Sales, Performance Coatings North America, the Regional Sales Manager will be based in the Midwest region preferably and will be responsible for delivering sales growth targets within the respective territory and overseeing the execution of the sales strategy by developing a detailed sales plan and building strong relationship with key customers. The candidate will identify new business opportunities, drive contract negotiations, pipeline management, demand forecasting, and customer satisfaction, while Collaborating Closely With Other Functions Providing Guidance, Support, and training to meet team goals.

The candidate will strive to build and maintain a High-Performance Team culture.

• Drive commercial strategy for the assigned territory, including longterm account planning, portfolio positioning, and market penetration strategies.
• Build and nurture customer relationships, ensuring deep understanding of customer business drivers, challenges, and growth priorities.
• Develop and execute strategic Account Plans for key customers, identifying growth opportunities, value-based solutions, and multiyear partnership strategies.
• Lead complex commercial negotiations, including pricing structures, multiyear agreements, and strategic partnerships aligned with margin and profitability targets.
• Resolve commercial and operational issues proactively to protect revenue, customer experience, and longterm relationships.
• Expand business within existing accounts while identifying and developing new market segments, alternative channels, or highvalue target customers across the territory.
• Coach and manage a team of Sales Engineers, ensuring alignment with strategic priorities, development of technical/commercial skills, and execution of territory growth plans.
• Collaborate with Technical Service, Operations, and Supply Chain to support customer projects, optimize solution delivery, and strengthen competitive positioning.
• Coordinate territory activity, including product trials, technical evaluations, sales campaigns, and promotional initiatives.
• Deliver high impact customer presentations and product demonstrations that communicate value, differentiation, and ROI.
• Lead new business development initiatives, driving pipeline creation, qualification, and conversion to support revenue and margin goals.
• Own the sales opportunity pipeline in CRM (Salesforce) to support forecasting accuracy, strategic prioritization, and territory performance tracking.
• Monitor territory performance and conduct structured business reviews to ensure consistent attainment of monthly, quarterly, and annual sales targets.
• Develop and manage territory budgets, including strategic forecasting, demand planning inputs, and resource allocation.
• Analyze competitive landscape and market trends, identifying threats, opportunities, and adjustments to commercial strategy.
• Support product positioning and influence product development through customer insights, market intelligence, and feedback loops.
• Ensure timely resolution of open commercial issues, maintaining clear communication internally and externally.
• Representing the company at industry events, trade shows, and customer meetings, gathering market intelligence, and strengthening industry presence.

• Bachelors degree (BA/BS) required; advanced degree preferred but not mandatory.
• 510 years of B2B sales experience, ideally in technical or commercial environments.
• Proven record of achieving or exceeding sales and profitability targets.
• Minimum 3 years of experience managing people or leading commercial teams.
• Strong understanding of sales strategy, account planning, and commercial execution.
• Demonstrated success in complex negotiations and value-based selling.
• Proficiency with CRM platforms (Salesforce preferred) and sales analytics tools.
• Ability to manage multiple priorities in a fast-paced, high-expectation environment.
• Excellent communication, relationship-building, and executive-level presentation skills.
• Agile, adaptable, and comfortable leading change in dynamic market conditions.

• 50-60% of travel

General office environment and operation of computer and office equipment, e.g., fax, copier, scanner. The physical demands and working conditions are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable Individuals With Disabilities To Perform The Essential Functions.

This is an excellent opportunity to become part of a growing company with a global presence across 6 continents.