Midwest Regional Sales Manager

San Diego, CAOnsiteFull TimeManager / HeadPosted 18 days agoVisa sponsorship available

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Midwest
Regional Sales Manager
orders growth
revenue performance
channel expansion
channel forecast
pipeline discipline
opportunity management
market share
channel management

Role summary

The Midwest Regional Sales Manager will drive orders growth within Hardy's representative network by managing channel partners, ensuring accurate forecasting, and maintaining pipeline discipline. This role involves building strong relationships with channel stakeholders, developing their capabilities through training, and establishing performance expectations. The manager will provide field support for customer engagements, represent the company at industry events, and collaborate cross-functionally with Marketing, Product Management, Operations, SIOP, Finance, and Leadership. Key responsibilities include providing market insights, competitive intelligence, and tracking performance benchmarks to optimize sales strategies and identify opportunities or risks in the regional industrial market.

Commercial Leadership & Orders Growth
- Deliver annual orders growth through Hardy’s representative network, measured by territory-level revenue performance and overall channel expansion.
- Own and manage the monthly channel forecast with a high degree of accuracy and accountability.
- Ensure consistent pipeline discipline across rep partners through coaching, structured reviews, and opportunity management processes.
- Identify underpenetrated territories and create corrective action plans to improve performance and market share.
Channel Management & Enablement
- Build and maintain strong relationships with owners, principals, and sales teams within the channel management ecosystem.
- Develop channel’s capability through structured training programs, product certifications, and ongoing technical-commercial support.
- Establish performance expectations, territory goals, and annual business plans for each rep agency.
- Conduct quarterly and annual performance reviews, aligning on growth objectives, strategic targets, and improvement priorities.
- Recruit, onboard, and develop new rep partners to strengthen regional coverage and market access.
Field Support & Customer Engagement
- Support channel agencies in key customer engagements, joint sales calls, site visits, demos, and technical discussions.
- Assist channels in pursuing and converting major opportunities, providing strategic guidance and escalation support.
- Maintain visibility with end users, OEMs, distributors, and integrators to reinforce Hardy’s presence and validate rep performance.
- Represent Hardy at industry events, channel meetings, and regional customer activities to elevate brand visibility and engagement.
Cross-Functional Collaboration
- Collaboration across the entire strategic channel-focused structure is expected to ensure business objectives are achieved
- Partner with Marketing and Product Management to develop channel-specific campaigns, product training, and selling tools tailored to the rep environment.
- Work closely with Operations and SIOP teams to ensure demand planning supports rep-driven pipelines and customer requirements.
- Collaborate with Finance and Leadership on pricing strategy, discount structures, agency agreements, and compensation models.
- Provide market feedback to Product Management to influence product enhancement and innovation priorities.
Market Insights & Competitive Intelligence
- Serve as Hardy’s primary voice of the channel, providing ongoing insights into market shifts, competitive activity, customer behavior, and territory trends.
- Track performance benchmarks across territories to identify best practices and standardize high-impact behaviors.
- Monitor regional industrial activity to anticipate market opportunities or risks affecting rep-driven business.

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Midwest Regional Sales Manager

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