What are the responsibilities and job description for the Regional Sales Manager position at HERITAGE TRACTOR?
Purpose:
We are seeking a driven and relationship-focused B2B Sales Manager to build, lead, coach, and develop a high-performing sales team focused on growing revenue, expanding market share, and developing long-term customer partnerships throughout the Kansas City metro area and surrounding region.
This leadership role oversees sales efforts related to compact construction equipment, including skid steers, compact track loaders, mini excavators, compact wheel loaders, attachments, and turf equipment sold to professional landscape companies. The role also provides leadership and direction for residential and turf sales professionals.
The ideal candidate has experience leading outside sales teams within equipment dealerships, construction, rental, industrial, or related industries and thrives in a fast-paced, customer-focused environment. This individual will be responsible for driving sales performance, identifying new business opportunities, managing key customer relationships, and delivering equipment solutions that improve customer productivity and profitability.
Responsibilities:
Leadership & Team Development
- Build, lead, coach, and develop a high-performing sales team
- Establish clear sales expectations, performance goals, and accountability standards
- Provide ongoing mentorship, ride-alongs, and professional development opportunities for sales personnel
- Foster a culture focused on customer service, teamwork, and continuous improvement
- Assist in recruiting, onboarding, and training new sales team members
Sales & Business Development
- Develop and execute strategic sales plans for compact construction and turf equipment within the assigned territory
- Identify and pursue new business opportunities with contractors, builders, landscapers, municipalities, utilities, acreage owners, and industrial customers
- Build and maintain strong customer relationships through regular site visits, networking, and consultative selling
- Manage the full sales cycle, including prospecting, quoting, negotiation, financing coordination, and closing
- Conduct product demonstrations and equipment walkarounds for customers and prospects
- Collaborate with service, parts, rental, and operations teams to ensure exceptional customer support and satisfaction
- Maintain accurate CRM records, sales forecasts, pipeline activity, and territory reporting
- Attend trade shows, industry events, customer meetings, and networking functions to promote company products and services
- Monitor market trends, competitive activity, and customer needs to identify growth opportunities
- Meet or exceed monthly, quarterly, and annual sales objectives
Experience, Education, Skills, and Knowledge:
- Minimum of 3 years of B2B outside sales experience preferred
- Prior leadership or sales management experience preferred
- Experience in compact construction equipment, heavy equipment, agriculture equipment, industrial sales, rental equipment, or related industries strongly preferred
- Proven track record of meeting or exceeding sales goals
- Strong leadership, relationship-building, communication, and negotiation skills
- Self-motivated with strong time management and organizational abilities
- Ability to work independently while contributing to a collaborative team environment
- Proficiency with CRM systems and Microsoft Office applications
- Valid driver’s license with the ability to travel throughout the assigned territory
- Knowledge of compact equipment applications and jobsite operations
- Existing relationships within the Kansas City construction, contractor, landscape, or municipal markets
- Experience with equipment financing and leasing solutions
- Familiarity with brands such as Bobcat, Kubota, Caterpillar, Deere, Case, Takeuchi, or similar equipment
Work Environment & Physical Requirements:
- Ability to sit, stand, walk, bend, kneel, and climb for extended periods of time
- Ability to safely operate or demonstrate equipment when needed
- Ability to lift to 50 pounds occasionally
- Ability to work outdoors in varying weather and jobsite conditions
- Frequent travel within the assigned territory, including overnight travel as needed
- This position operates in a combination of office, dealership, customer jobsite, and outdoor environments. Exposure to noise, dust, uneven terrain, moving equipment, and varying weather conditions may occur during customer visits or equipment demonstrations.
This job description is intended to describe the general nature and level of work being performed by employees assigned to this position. It is not intended to be an exhaustive list of all duties, responsibilities, or qualifications required. Management reserves the right to modify duties or responsibilities at any time based on business needs.