Regional Sales Manager

About the Company

PacWest Machinery is recruiting for a Sales Manager for Washington to be an integral team member of the company's regional operations. The successful candidate will provide hands-on leadership, coaching, forecasting, and accountability to achieve company sales objectives. PacWest provides a full line-up of heavy machinery covering general production, aggregate processing, road, and utility equipment from well-known companies including Volvo Construction, Metso Minerals, Etnyre, Tymco, Yanmar and leading attachment suppliers. The company delivers comprehensive sales, rental, leasing, parts and service support in Oregon, Washington, and Northern Idaho. PacWest is a dynamic company which offers a progressive environment that leads to active teamwork and individual growth.

About the Role

The Sales Manager is responsible for leading, developing, and driving performance of the outside sales team in Washington/Oregon. This role oversees territory strategy, revenue growth, customer relationship management, and sales performance execution within the heavy equipment industry.

Responsibilities

Sales Leadership & Strategy

• Lead, mentor, and develop a team of Sales Representatives.
• Establish territory strategies and sales plans aligned with company growth objectives.
• Set individual and team sales targets and monitor performance metrics.
• Conduct regular ride-alongs, field visits, and performance reviews.
• Analyze market conditions, competitive trends, and customer needs.
• Drive new equipment, used equipment, and rentals sales growth.

Revenue & Performance Management

• Forecast monthly, quarterly, and annual sales performance.
• Monitor pipeline development and CRM utilization.
• Review pricing strategies, margin performance, and deal structures.
• Ensure consistent follow-up and customer engagement processes.
• Identify underperforming areas and implement corrective action plans.

Customer & Market Development

• Maintain high-level relationships with key accounts and strategic customers.
• Support complex negotiations and large-scale transactions.
• Identify and develop new business opportunities within assigned regions.
• Represent the company at industry events, trade shows, and customer meetings.

Supervisory Responsibilities

• Directly supervises 6-8 Sales Representatives.
• Responsible for hiring, onboarding, training, coaching, discipline, and performance management.
• Conducts performance evaluations and compensation recommendations.
• Ensure adherence to company policies and procedures.
• Ensure team members properly document travel time and expenses.

Qualifications

• Bachelor’s Degree in Business, Marketing, or related field preferred.
• Minimum 5–7 years of outside sales experience in heavy equipment, construction equipment, agriculture equipment, or related industry.
• Minimum 2–3 years of sales leadership or management experience preferred.
• Demonstrated success managing multi-territory sales teams.
• Ability to use standard desktop applications such as Microsoft Office, online machine specification and ordering software and other internet-based programs.
• Must possess a valid driver's license and a clean driving record.

Required Skills

• Strong understanding of heavy equipment markets and customer segments.
• Proven leadership and coaching capability.
• Financial acumen including forecasting and margin management.
• Working knowledge of CRM systems.
• Strong negotiation and relationship-building skills.
• Ability to be in the field 50% of the time, with overnight travel 25% of the time.
• Ability to visit construction sites, customer facilities, and equipment yards.

Pay & Benefits

Compensation: Base salary plus bonus: $150,000 - $175,000 per year

Benefits: Medical, Dental, Vision, and Prescription Insurance; Flexible Spending Account/FSA (Health & Dependent Care); 401k/Roth Retirement Savings Plan with Company Match; Paid Time Off (Vacation, Sick, Holiday, Bereavement); Wellness Program; Gym Discount Program; Health & Wellness Discount Program; Employee Assistance Program; Virtual Medicine for Urgent Care, Behavioral Health, and Joint & Musculoskeletal Care; Company Paid Life Insurance & Disability Benefits; Additional Supplemental Insurance (Accident, Cancer, Critical Illness, Disability, Term Life); Paid Employee Development and Training

Equal Opportunity Statement

PacWest Machinery is an equal opportunity employer and prohibits unlawful discrimination based on race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, disability, marital and veteran status.