Regional Sales Manager, Midwest

The Regional Sales Manager is responsible for developing the capability, effectiveness, and performance of the Technical Account Management (TAM) and Key Account Management (KAM) teams through coaching, technical sales leadership, strategic account support, and field-based development. The Regional Sales Manager serves as their first-line coach, technical mentor, and field support leader.

This role plays a critical part in building a high-performing sales team, expanding customer value, and achieving regional and company growth objectives. With a focus on developing people, improving technical competency, expanding strategic account growth, and helping both Technical Account Managers and Key Account Managers navigate customer opportunities and challenges. The position acts as a bridge between field sales, technical resources, distributors, and senior sales leadership to ensure sales professionals have the knowledge, support, and coaching needed to succeed, while reinforcing sales processes, organizational priorities, and performance expectations.

Essential Functions:

May include one or more of the following:

Team Development & Coaching

• Conduct weekly one-on-one coaching discussions focused on account strategy, customer development, and professional growth.
• Support TAMs in understanding customer processes, applications, and product opportunities.
• Assist newer sales team members in developing technical confidence and commercial effectiveness.
• Reinforce sales processes, account management standards, CRM utilization, and standard work to drive consistent execution across the team.
• Coordinate field training, product education, and knowledge-sharing initiatives.
• Serve as a mentor and trusted resource for problem-solving and customer support.
• Partner with the National Sales Director to monitor team performance, identify coaching priorities, and support performance improvement initiatives.
• Foster a culture of accountability, continuous learning, collaboration, and customer-focused problem solving.

Technical Sales Support

• Partner with TAMs to identify, develop, and execute product application opportunities and cross-selling opportunities that drive business growth.
• Conduct joint customer visits to support strategic account development.
• Collaborate with customers, technical service, product management, operations, and other internal stakeholders to deliver effective customer solutions and ensure alignment on customer needs.
• Support technical and commercial problem resolution by facilitating cross-functional problem solving and timely communication.
• Develop and share customer success stories, application examples, and best practices with leadership and strengthen the effectiveness of the broader sales organization.

Strategic Account Development

• Help TAMs identify opportunities to expand wallet share within existing accounts through new products, applications, services, and process improvements.
• Facilitate strategic account planning discussions.
• Assist in uncovering opportunities for equipment, process improvement, and additional product penetration.
• Support new account onboarding and growth initiatives.

Team Alignment & Leadership

• Liaise with KAM's to help build a cohesive sales and support approach to our most critical prospects/customers.
• Act as the primary field liaison between the TAM team and senior sales leadership, ensuring alignment with company objectives, sales strategies, and customer growth priorities.
• Provide visibility into customer challenges, competitive threats, and growth opportunities.
• Reinforce company priorities, processes, and expectations.
• Champion the adoption and effective utilization of commercial processes, sales tools and systems while identifying practical improvements.
• Minimum of 5 years of progressive experience in technical sales, account management, field service, or commercial leadership within chemical manufacturing, industrial, or related B2B industry.
• Demonstrated ability to develop customer relationships, identify growth opportunities, and support complex sales processes.
• Strong technical aptitude with the ability to understand customer processes, applications, and product solutions.
• Proven experience coaching, mentoring, training, or developing sales professionals, technical representatives, or customer-facing teams.
• Experience collaborating with cross-functional teams including Technical Service, Operations, Product Management, and Customer Service.
• Strong communication, presentation, and relationship-building skills with the ability to influence at multiple levels of customer and organizational leadership.
• Experience utilizing CRM systems, sales tools, and account planning processes to drive commercial effectiveness.
• Ability to travel regularly (up to 60%) throughout assigned territories, including overnight travel as needed.