Regional Sales Manager

 

Position Title:

Regional Sales Manager (RSM)-Great Lakes

Reports To:

Sr.

Director, Strategic Accounts

Department:

Sales

Job Classification:

Full-time, $125k-$155k + Commission

 

POSITION SUMMARY

The RSM is accountable for territory revenue driven by these motions, direct sales where appropriate and productive resource utilization.

Success is defined less by what the RSM personally closes and more by how well the RSM directs, enables, and holds accountable the sellers, branches, and partners operating in the territory.

The position requires channel management discipline, branch-level relationship ownership, Partner Program execution, and the judgment to know when to sell directly versus when to scale through the Reps.

KEY ACCOUNTABILITIES


* Lead the Rep Firm Channel in Territory: Manage, enable, and hold accountable the Rep Firm Reps operating in the territory.

Build joint territory plans with the Reps, run a weekly cadence, drive partner adoption, and use sell-through data to manage their performance.

The RSM is the leader of the sellers in the territory and executes the Rep Firm strategy set at the corporate level.


* Own and Drive National Dealer Branches: Serve as the named RSM contact for every National Dealer branch and local sales team in territory.

Support and drive sales inside these large enterprise security dealers and integrators, execute every corporate-led play at the branch level, and surface field intelligence back to Strategic Accounts leadership.


* Grow the Partner Program Through Distribution: Recruit, enroll, certify, and develop indirect security dealers who buy through distribution.

Drive Partner Program enrollment and tier progression and use distributor sell-through data to find buyers worth growing.


* Own Regional Distributor and Direct OEM Accounts (Direct): Act as the primary, direct account owner for every Regional Distributor in territory (single-territory distributors under $25M in annual revenue), including relationship, planning, and revenue growth.


* Revenue Accountability: Own and deliver the territory revenue quota across all four motions.

Influence product mix, solution expansion, and Inovonics Intrusion System (IIS) adoption throughout the territory.


* IIS (Inovonics Intrusion System) Adoption: Drive introduction and adoption of the Inovonics Intrusion System (IIS) across the Reps, National Dealer branches, and Partner Program dealers in territory.

Facilitate warm handoffs to the IIS Sales Specialist, support onboarding and activation, and achieve IIS adoption targets.


* Salesforce Discipline: Log every customer interaction in Salesforce with the required Task Type, keep account plans current on every key account, and maintain accurate channel, branch, and certification data.

REQUIRED QUALIFICATIONS


* 4+ years of experience in territory, channel, or account management, preferably in security, technology, or B2B sales


* Demonstrated success managing...