Regional Sales Manager (RSM) Custom Capital Equipment - West Region

Territory: Western United States

Reports to: Director of Sales
Employment Type: Full-time, W-2
Location: Remote within assigned region or on-site at LACO HQ in Salt Lake City
Travel: 50% (regular, planned customer visits)

Role Overview

The Regional Sales Manager (RSM) is responsible for owning, managing, and growing the full sales pipeline within their assigned U.S. territory by selling custom-engineered leak testing and vacuum system solutions.

This role has end-to-end ownership of opportunities, from initial marketing lead follow-up and discovery through proposal development, terms and contract negotiation, and close. The RSM operates with a high degree of autonomy while maintaining strict discipline around CRM usage, forecasting, and pipeline reporting.

This is a field-based, relationship-driven role requiring frequent travel (50% ) to customer sites to support complex technical selling and long-term account development.

Key Responsibilities

Pipeline Ownership & Reporting

• Own the entire regional sales pipeline, from marketing-qualified lead to booked revenue
• Maintain accurate, timely, and complete opportunity data in the CRM (HubSpot preferred)
• Funnel all customer communications, notes, meetings, and deal activity through the CRM
• Provide regular pipeline forecasts, deal strategy updates, and territory reports to sales leadership
• Manage opportunities with a disciplined, stage-based sales process

Customer Engagement & Territory Coverage

• Maintain a consistent cadence of customer visits (current customers and prospects)
• Travel 50% of the time within assigned territory to:
• Build and deepen customer relationships
• Conduct on-site discovery and system reviews
• Identify upsell, expansion, and new project opportunities
• Develop and execute a territory growth plan aligned with company objectives

Lead Management & Prospecting

• Follow up on inbound marketing leads and trade show leads in a timely, professional manner
• Qualify leads based on technical fit, urgency, budget, and decision process
• Drawing on relationships forged by Business Development Managers, actively prospect new customers, OEMs, and strategic accounts within target industries
• Convert marketing interest into qualified, actionable sales opportunities

Sales Execution & Negotiation

• Lead customer discovery conversations focused on:
• Quality risk and cost-of-failure
• Production throughput and constraints
• Compliance and validation requirements
• Collaborate with Product and Sales Engineers on:
• Technical scoping
• System configuration
• Performance requirements
• Present and defend proposals that clearly articulate value, ROI, and total cost of ownership
• Lead pricing discussions and large contract negotiations, including commercial terms, scope, and delivery considerations
• Close business while protecting margin and long-term customer value

Internal Collaboration & Handoff

• Partner closely with:
• Sales Engineering
• Business Development Managers
• Inside Sales
• Service and Support
• Ensure clean, complete handoff of sold projects to execution and service teams
• Act as the voice of the customer internally, sharing market feedback and competitive insights

Ideal Candidate Profile

Experience

• 7 years of B2B sales experience in capital equipment, automation, test & measurement, or engineered systems
• Proven experience owning a full sales pipeline and forecast
• Demonstrated success using a CRM as the system of record (HubSpot strongly preferred)
• Experience managing: Long sales cycles (6–18 months), High-value deals ($100k–$1M ), Complex commercial and contractual negotiations
• Prior experience working alongside sales engineers or application engineers
• Experience with vacuum and/or leak detection equipment industry is a plus

Skills & Attributes

• Strong consultative selling and discovery skills
• High level of organization and CRM discipline
• Comfortable leading technical and commercial conversations
• Ability to navigate engineering, operations, quality, and procurement stakeholders
• Willing and able to travel 50% on a consistent basis
• Ownership mindset with strong follow-through and accountability

Compensation & Performance Expectations

• Majority will be Base Salary plus a margin-adjusted commission
• On-Target Earnings (OTE): $150,000–$210,000
• Performance measured on: Revenue attainment, Margin discipline, Pipeline health and forecast accuracy, nd Territory development and account growth
• Shift: 5 days a week Monday-Friday Full-Time. Flexible work schedules with opportunity for a 9/80 work schedule with alternating Fridays off.
• Benefits package includes medical, dental, vision, short term disability, life insurance, and 401K with match, paid holidays, paid time off, continuing education opportunities including tuition reimbursement program, periodic company parties, and lunches.
• All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
• EOE, including disability/veterans.