What are the responsibilities and job description for the Senior Regional Sales Manager position at NuCO2?
NuCO2, is the premier supplier of beverage gas products and services to the Foodservice and Hospitality industries.
In this role, the Senior Regional Sales Manager leads a high‑performing team of 15 Territory Sales Managers and plays a critical role in driving regional growth, developing sales talent, and elevating organizational capability through advanced training initiatives. This role is responsible for achieving new business sales targets, strengthening sales execution, and designing and delivering training programs that support both new hires and cross functional partners. As a senior member of the Sales Management Team, this leader influences strategy, champions best practices, and ensures consistent, high-quality sales performance across the region while reporting to the Director of Field Sales.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Travel is required. Approximately 30-50% travel.
In this role, the Senior Regional Sales Manager leads a high‑performing team of 15 Territory Sales Managers and plays a critical role in driving regional growth, developing sales talent, and elevating organizational capability through advanced training initiatives. This role is responsible for achieving new business sales targets, strengthening sales execution, and designing and delivering training programs that support both new hires and cross functional partners. As a senior member of the Sales Management Team, this leader influences strategy, champions best practices, and ensures consistent, high-quality sales performance across the region while reporting to the Director of Field Sales.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Lead, coach, and develop a team of Territory Sales Managers to achieve regional growth objectives through new customer acquisition, organic sales expansion, and increased product penetration within the non-managed customer base.
- Ensure accountability to the field sales activity model, new contract booking targets, and equipment installation quotas.
- Oversee interviewing, hiring, onboarding, training, and ongoing performance management for all Territory Sales Managers in the region.
- Provide accurate and timely revenue, booking, and activation forecasts on a monthly and quarterly basis.
- Serve as the primary escalation point for customer and internal issues, ensuring timely, professional, and effective resolution.
- Manage regional budget, ensure compliance with company policies, and model company values in all interactions.
- Lead the design, development, and continuous improvement of sales training materials, tools, and curriculum for new and existing products and services.
- Facilitate onboarding training for new Territory Sales Managers at HQ, ensuring consistent understanding of sales processes, equipment knowledge, and customer engagement best practices.
- Act as the organization’s sales training subject matter expert, delivering advanced coaching to improve sales conversion ratios and maximize product penetration.
- Partner with cross functional departments (Service, Operations, Customer Care, Marketing, etc.) to deliver sales related training that enhances organizational alignment and customer experience.
- Conduct ongoing skills assessments and implement targeted development plans to elevate team capability and performance.
- Support the Director of Field Sales in identifying training gaps, recommending solutions, and driving adoption of new sales methodologies and tools.
- Perform additional duties as required by management.
- Creative, strategic sales leader with demonstrated success in B2B sales, preferably in the Food Service or Hospitality industry.
- Proven ability to recruit, develop, and retain top sales talent. Strong track record of building high performing teams.
- Experience designing and delivering training programs, sales enablement content, or onboarding curriculum.
- Exceptional selling, negotiation, communication, and problem solving skills.
- Ability to read, write, analyze, and interpret customer agreements.
- Excellent verbal, written, and presentation skills, with the ability to communicate effectively with customers, managers, and cross functional teams.
- Strong analytical, planning, and organizational skills.
- Proficient in MS Office (Word, Excel, PowerPoint).
- Ability to travel as required.
- Bachelor's degree is required. Business Administration, Marketing or related field is preferred.
- Minimum of 3–5 years of management experience, including responsibility for hiring, coaching, and performance management.
- Minimum of 5 years of outside sales experience, preferably in the Foodservice or Hospitality industry.
- Experience developing or delivering training programs strongly preferred.
- Passion for delivering results and elevating customer experience.
- Strong ownership mentality with a willingness to take responsibility and drive outcomes.
- High‑energy, results‑driven leader with the ability to navigate ambiguity and make sound decisions.
- Recognized as a subject matter expert with a strong point of view and the ability to influence others.
- Ability to build and maintain strong relationships with colleagues and customers.
Travel is required. Approximately 30-50% travel.