Regional Sales Director

POSITION SUMMARY 

The Regional Sales Director will be responsible driving revenue for Premier Truck Rental by developing the regional territory managers, managing key customer relationships, analyzing and responding to market needs, and developing initiatives and agreements to grow the business. This leader will report to the VP of Sales and approximately five territory manager and account managers as direct reports, and will cover the assigned region of the United States.  

LOCATION & TRAVEL

• Candidate must reside in TX, NM, OK, LA, MS, AR, MO, IL, WI, IA or MN with 50% travel.  

RESPONSIBILITIES

Sales Strategy & Business Development 

• Develop and execute a comprehensive sales strategy to achieve regional revenue and growth targets.
• Analyze market trends, customer feedback, and competitor activities to identify opportunities for expansion and improvement.
• Deliver annual team revenue and margin objectives by creating detailed business cases for sector leadership on large pursuits.
• Lead and manage account relationships with key customers, focusing on business development opportunities and expanding sales through tailored solutions. 

Sales Team Leadership & Performance 

• Recruit, train, and mentor a high-performing sales team, fostering a collaborative and motivating work environment.
• Set clear performance expectations, KPIs, and goals for team members while providing coaching to enhance skills and techniques.
• Conduct regular sales funnel reviews with an emphasis on velocity and ensure account management processes are efficient.
• Monitor and analyze sales performance metrics to optimize productivity and streamline workflows. 

Customer Engagement & Relationship Management 

• Build sustainable relationships with key customers and stakeholders.
• Lead negotiations, handle complex sales agreements, and create winning partnerships by collaborating across internal teams (e.g., finance, marketing, and operations).
• Conduct on-site visits, demonstrate product knowledge, and emphasize the features, benefits, and customization options of PTR's offerings.
• Champion customer satisfaction by addressing concerns and resolving credit issues with internal teams. 

Cross-Functional Collaboration 

• Partner with marketing to align messaging, trade show activities, and account development strategies.
• Collaborate with fleet to address product and customer needs and coordinate with sites, finance, and other business units for cohesive strategies.
• Participate in strategic planning discussions, contributing sales insights and supporting budgeting efforts.
• Partner with sales enablement on sales processes and align strategies to meet departmental goals effectively. 

Operational Excellence & Compliance 

• Develop and implement efficient sales processes, sales methodologies, and tools to improve team performance.
• Maintain compliance with contract agreements and internal processes.
• Identify areas for process improvement within the sales function and implement best practices to enhance operational efficiency. 

Market Awareness & Reporting 

• Stay informed about industry trends, competitive dynamics, and market conditions to adjust strategies proactively.
• Provide regular updates and reports to senior management on sales performance, market insights, and potential opportunities or challenges.
• Assist leadership with special analyses and projects to support company goals. 

Travel & Engagement 

• Travel overnight as required to engage with customers personally, including in professional and social settings, ensuring strong relationships.
• Represent PTR at trade shows, customer visits, and other industry events to promote products and services.
• Travel with the sales team mentoring them on effective travel strategy, relationship-building, and on-the-road efficiency. 

REQUIREMENTS 

MUST HAVE 

• 10+ years of experience in sales and 3+ years of sales leadership.
• Residency within the assigned geographic territory.
• Willingness and ability to travel up to 50%.
• Experience with building and scaling foundational sales and support teams.
• Extensive CRM knowledge and championing implementation adoption and trainings.
• Proven ability to quickly learn and effectively utilize new technologies, tools, and systems.
• Proven experience in managing and developing people in a multi-channel sales function.
• Expertise in complex contract negotiations and cross-functional coordination.
• Proven ability to convey information clearly and effectively through written, verbal, and presentation formats, tailored to diverse audiences and professional settings.
• Strong capabilities in leading and managing change.
• Advanced research and analytical skills.
• Exceptional problem-solving abilities. 

NICE TO HAVE 

• Prior experience in equipment rental or relevant segmentations.
• Bachelor's or master's degree in business, sales, marketing, or a related field.
• Proficiency with our tech stack: LinkedIn Sales Nav, Salesforce (CRM), Microsoft Dynamics 365, Microsoft Power BI, Apollo, Scribe, Pipefy, Microsoft Suite (Word, Excel, PowerPoint and Outlook). 

COMPENSATION

This position offers a competitive compensation package, benchmarked to regional market standards.  It consists of a base salary plus an annual bonus to be discussed further.