OEM Regional Sales Manager

Base pay range

$/yr - $/yr

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.

• 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.

• 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 approximately 40–60% within the assigned region to support OEM customers and representative agencies.
• Maintain frequent, proactive communication with internal teams and external partners.

• 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

• Growth within top OEM accounts
• Number of new customers/new projects
• Retention of strategic OEM customers

• Bachelor’s degree in engineering, STEM, business administration, or related field required

• 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

Mid‑Senior level

Full‑time

Sales and Business Development

• Medical insurance
• Vision insurance
• 401(k)