Regional Sales Manager - New Jersey

Position Overview

We are seeking an experienced, strategically minded Territory Manager to lead sales growth, market penetration, and infrastructure development across New Jersey.

This individual will oversee a mature but underpenetrated territory with significant growth potential, particularly as the company continues expanding its service, SCBA, turnout gear, and major-account presence throughout the Northeast. The territory includes existing outside sales representatives requiring mentorship, performance improvement, and strategic direction, as well as established high-performing reps capable of accelerating growth in priority markets.

The ideal candidate will bring deep knowledge of the regional fire service landscape—including procurement structures, union relationships, competitive dynamics, and service expectations—along with demonstrated success building territory structure, recruiting sales talent, and increasing wallet share within existing markets.

This role will also play a key part in supporting the company’s continued expansion into Eastern New York and New England and strengthening operational readiness in the growing New York/New Jersey metropolitan market.

This job is remote.  The successful candidate must reside in the territory.

Territory Coverage

Primary states and regions include:

• New Jersey

Key Responsibilities

Strategic Market Penetration & Growth

• Develop and execute a territory growth strategy focused on increasing market share, expanding wallet share within existing departments, and strengthening competitive positioning across the region.
• Identify underrepresented counties, departments, and service gaps and develop plans to improve territorial coverage and customer engagement.
• Partner with leadership and HR to recruit, onboard, and develop additional outside sales representation in key markets.
• Support strategic expansion efforts into Eastern New York and New England as the company’s regional footprint continues to grow.

Sales Team Leadership & Development

• Mentor, coach, and develop outside sales representatives across the territory, improving accountability, territory management discipline, and sales execution.
• Assist underperforming reps in developing actionable territory plans, improving customer engagement, and increasing product line penetration.
• Support high-performing reps through strategic account planning, major opportunity coordination, and vendor alignment.
• Foster a collaborative regional sales culture focused on accountability, teamwork, customer service, and profitable growth.

Service & Infrastructure Alignment

• Work closely with company leadership and service management to ensure the territory’s sales growth aligns with long-term service capacity and operational readiness.
• Identify infrastructure opportunities that support regional growth, including service support, regional inventory positioning, demo equipment needs, and customer support capabilities.
• Help strengthen the company’s support structure throughout the New York/New Jersey metropolitan market as demand for SCBA and service support continues to grow.

Customer & Stakeholder Engagement

• Build and maintain relationships with fire chiefs, union leadership, procurement officials, training officers, and municipal decision-makers throughout the territory.
• Support field reps in navigating complex specifications, cooperative purchasing vehicles, and competitive procurement environments.
• Participate directly in major account opportunities, high-level presentations, contract discussions, and strategic customer meetings.

Product & Industry Expertise

• Maintain expert-level knowledge of MSA SCBA systems, Globe turnout gear, thermal imaging, service programs, and the company’s broader firefighting product portfolio.
• Serve as a subject matter expert and strategic resource for field reps and internal stakeholders.
• Coordinate closely with vendor partners to support product launches, demonstrations, evaluations, and strategic initiatives.

Sales Execution & Performance Management

• Monitor territory performance against sales and profitability goals.
• Analyze sales data, customer trends, and market penetration metrics to identify growth opportunities and operational challenges.
• Ensure field reps are effectively utilizing CRM tools, contract resources, pricing structures, and company systems.
• Assist with RFQs, bids, cooperative contract opportunities, and large-scale account pursuits within the territory.

Market Representation & Regional Leadership

• Represent the company at trade shows, regional conferences, vendor events, and industry meetings.
• Participate in periodic travel to HQ and vendor partner locations as needed.
• Provide leadership and support on strategic regional initiatives extending beyond the immediate territory.