Regional Sales Manager

Position Objective

This role is responsible for strategically identifying and developing new market opportunities for Jack Doheny Company while managing and strengthening relationships with end customers and manufacturer representatives. The position oversees the regional sales process, supports critical sales procedures, and provides ongoing assistance to local customers and representatives through coordinated sales, marketing, and customer service efforts.

The role also includes leadership responsibility for assigned Regional Sales Representatives (RSRs) and Product Sales and Service Representatives (PSSRs), as well as identifying new markets, applications, and potential product development opportunities. Coordination of market research and new product development initiatives will be required as needed.

Job Responsibilities

Sales:

• Schedule appointments and visit existing customers to assess product needs and identify additional commercial market opportunities
• Provide parts and product quotes as required
• Promote the rental and sale of JDC equipment
• Generate new customers and pursue new markets as directed
• Keep customers informed of product updates, changes, and modifications
• Promote JDC service, maintenance, and rebuild capabilities
• Provide solutions to customer challenges and operational needs
• Attend local trade shows and conferences
• Conduct product introductions and demonstrations as required
• Serve as a liaison between customers and the company regarding service status, pricing, and new product launches
• Maintain and update customer account information, including contacts, within the CRM system
• Stay current on products, services, procedures, and tools through training and departmental meetings
• Provide field intelligence related to competitive pricing, products, and market trends
• Assist in identifying and selling obsolete or overstock inventory
• Collaborate with PSSRs and other JDC team members to support coordinated market efforts
• Utilize CRM tools to report market activity and sales opportunities
• Forecast product sales as required
• Meet or exceed facility performance metrics to ensure profitability and growth
• Follow all company policies, procedures, and approval processes related to financially impactful decisions
• Perform other duties as assigned

Management:

• Proactively set agendas and engage with RSRs and PSSRs through regular regional travel to drive parts and service revenue
• Meet or exceed Northville’s percentage contribution to JDC’s revenue projection model
• Uphold and be accountable for JDC’s brand reputation across all aspects of service within the assigned region
• Drive sustained, profitable growth in JDC’s targeted market share
• Establish and reinforce a sense of urgency to deliver best-in-class service aligned with market expectations
• Maintain consistent communication with RSRs and Inside Sales to ensure accurate equipment preparation, service execution, and parts transactions
• Monitor internal and external work orders to ensure timely and accurate completion
• Assess shop workload priorities and actively manage efficient labor utilization
• Set individual sales targets and track team performance against goals
• Report sales results as required
• Coordinate with marketing to support lead generation initiatives
• Support the ongoing training and development of assigned sales representatives

Job Requirements

• Experience working in a heavy equipment or truck dealership environment, with a strong background in parts operations
• Proven success selling to commercial customers
• Demonstrated ability to plan, prioritize, organize, and motivate within a high-performance environment
• Strong customer-focused mindset with a track record of relationship building
• Ability to resolve conflicts and solve problems effectively
• Strong written, verbal, and interpersonal communication skills
• Knowledge of parts distribution procedures and aftermarket parts
• Proficiency with Microsoft Word, Excel, and similar tools, with the ability to learn JDC systems
• Ability to manage multiple priorities in a fast-paced environment
• Clean driving record and ability to meet requirements to operate company vehicles, including pickup trucks and vans

The Way We Work

• Take ownership in identifying, creating, and executing innovative approaches to improve JDC performance and service objectives
• Support internal and external customers by proactively meeting needs and continuously improving customer service
• Foster meaningful collaboration through open communication and information sharing
• Apply effective strategies and interpersonal skills to engage and guide others toward shared goals
• Consistently act in the best interest of JDC and encourage teamwork across the organization
• Conduct all business activities in a professional, respectful, and ethical manner
• Adhere to all safety and security protocols, guidelines, and policies

The individual in this role will interact regularly with employees and leaders across multiple departments and locations within Jack Doheny Company. This position requires flexibility in receiving direction from leaders outside of the direct reporting structure and, at times, providing direction to others.

Jack Doheny Company is an Equal Opportunity Employer