Regional Manager - Great Lakes

The Regional Sales Manager (RM) is responsible for hiring, training, and leading a high-performing team of Senior Territory Managers, Territory Managers, and Field Sales Representatives. This role emphasizes the development of sales talent and driving accountability to performance standards. The RM ensures the team is equipped and motivated to achieve revenue goals, increase market share, and deliver strong results in key product categories. Success in this role requires a hands-on leadership approach, the ability to coach and mentor effectively, and a focus on aligning daily field execution with broader business objectives. The RM is also accountable for accurate forecasting, budget management, and the consistent use of sales tools and KPIs.

The RM serves as a key link between the sales field and corporate leadership, helping to shape and implement programs that grow revenue, improve customer engagement, and maximize performance.

ESSENTIAL DUTIES and RESPONSIBILITIES:

People & Talent Development

• Lead recruitment, selection, and hiring of the field sales team.
• Provide coaching and skill-based training through regular co-travel and one-on-one sessions.
• Coach/mentor sales team to develop sales acumen, technical knowledge, product knowledge and selling skills.
• Cultivate a high-performance culture through consistent feedback, development plans, and performance reviews (PAR).

Sales Management & Accountability

• Drive accountability to key performance indicators (KPIs), including call activity, CRM usage, A/B account pipeline development, and sales performance.
• Monitor and manage regional sales budget, grip stock, and expense reporting in alignment with company guidelines.
• Conduct regular co-travels (weekly) and follow up with timely coaching and performance feedback.
• Lead regular 1-1 calls with region sales team
• Quarterly performance reviews and update calls/meetings with TMs; execute quarterly and annual evaluations.

Territory & Strategic Planning

• Develop and execute a Regional Business Plan aligned with national strategy and growth objectives.
• Analyze market trends, competitive activity, and territory performance; adjust strategies as needed.
• Oversee and optimize time and territory management plans for each TM to maximize coverage and productivity.
• Identify gaps in market coverage and recommend realignment or expansion opportunities.

Dealer & Channel Management

• Partner with dealer representatives and branches to drive local sales initiatives, training, and promotional execution.
• Ensure dealer partners are equipped with materials and knowledge for product launches and ongoing campaigns.
• Conduct quarterly business reviews with key dealers to assess performance and identify growth opportunities.

MINIMUM QUALIFICATIONS:

• Location: Columbus, Cleveland, Detroit, Cincinnati, Pittsburgh
• Bachelor's degree required, preferably in business, sales, or a related field
• 3+ years of successful field sales experience, preferably in dental, medical, or related industries.
• 2+ years of leadership or sales management experience preferred.
• Proven experience in hiring, coaching, and managing performance of direct reports.
• Strong leadership and mentoring capabilities.
• Ability to analyze performance data and drive results.
• Proficient in CRM systems (e.g., Salesforce), Microsoft Office Suite, and sales tools.
• Excellent interpersonal, communication, and presentation skills.
• Valid Driver’s License required.
• Basic computer skills required
• Working knowledge of Microsoft Office products (Word, Excel, PowerPoint) and Outlook email required

WORKING ENVIRONMENT:

• Frequent travel required (50–75%).

Regional Sales Managers will typically work a 40-hour week. Likely to spend a significant amount of time driving to different appointments. Large geographical sales territories may require overnight stays. Will spend time inside dental office/dental laboratory locations as well as dealer partner offices.

The work environment characteristics described here are representative of those an individual encounters while performing the essential functions of this position.