Regional Sales Manager - Northeast

Reports to:

National Sales Director, US & Canada. FLSA:
Full-Time, Exempt. Open Positions:
1. Territory:
Northeast US: based in New Castle, PA.

The Regional Sales Manager (RSM) is responsible for driving revenue growth, market penetration, and brand influence within assigned territories. This role combines market knowledge with hands-on execution to achieve sales targets, strengthen channel partnerships, and expand Berner’s presence in key markets.

• Deliver Sales Growth:
  Achieve monthly, quarterly, and annual revenue targets by expanding business with existing customers, acquiring new accounts, and converting competitive opportunities.
• Expand Coverage & Penetration:
  Recruit, onboard, and develop Third Party Manufacturer Sales Representatives and Dealer/Distributor networks. Conduct monthly performance reviews, deliver training, and implement improvement plans to strengthen channel partner product knowledge, selling skills, and territory management.
• Optimize Regional Performance:
  Monitor sales results against goals and market trends, identify gaps, and implement corrective actions. Provide accurate sales KPI reporting and actionable insights to leadership.
• Act as Market Expert:
  Maintain deep knowledge of HVAC, Dock and Door, and Food Service industry trends, construction projects trends, and competitors and channel partners. Build and nurture strategic relationships to anticipate and capitalize on emerging opportunities.
• Drive Specifications:
  Influence architects, engineers, consultants, contractors, and installers to increase Berner air curtain specifications in projects.
• Manage Sales Pipeline:
  Ensure timely follow-up on leads, quotes, and submittals through conversion into customer purchase orders.

• Proficient in CRM and ERP systems (Infor CRM™, Visual Manufacturing ERP™ preferred) for managing appointments, tasks, pipelines, and ensuring data integrity for reporting and forecasting.
• Maintain expert-level knowledge of Berner’s product portfolio and market differentiators.
• Deliver compelling presentations tailored to customer and market needs.
• Collaborate effectively with Inside Sales, Marketing, and other Berner functional teams to ensure seamless customer experience.
• Travel 10-20% to customer sites and trade shows (AHR, ASHRAE, etc.).

• Experience with HVAC or electrical/mechanical products strongly preferred.
• Bachelor’s degree in Sales, Marketing, Engineering, Business, or related field preferred.
• Minimum 2 years of experience in sales or customer service preferred.

• Demonstrated self-starter with ability to self-manage and prioritize responsibilities without the benefit of being onsite.
• Strong mechanical and electrical aptitude; ability to understand technical products.
• Ability to interpret specifications, blueprints, and equipment schedules.
• Proficiency in Microsoft Office Suite (Word, Excel, Outlook, PowerPoint).
• Exceptional written and verbal communication skills.
• Strong analytical, decision-making, and organizational abilities.
• Self-motivated, customer-focused, and collaborative team player.

Note: This job description outlines the general scope of responsibilities and qualifications. Duties may evolve based on business needs.