Regional Sales Manager

Company Description

Yellowhouse Machinery, established in 1958 in Lubbock, Texas, is a renowned provider of John Deere construction equipment. As the oldest dealership of its kind west of the Mississippi, Yellowhouse serves the construction and forestry industries. With 11 locations across West Texas and Oklahoma, the company offers a full range of services, including sales, rentals, parts, and maintenance. Dedicated to quality and customer satisfaction, Yellowhouse continues to build on its legacy as a trusted partner in heavy machinery solutions.

Role Description

The Equipment Regional Sales Manager is responsible for leading, coaching, and developing a team of Equipment Sales Representatives across an assigned territory. This position drives revenue growth, market share expansion, and customer satisfaction through strategic sales leadership, relationship management, and execution of company sales initiatives. The Regional Sales Manager serves as a key link between dealership leadership and the sales team, ensuring alignment with company goals while fostering a culture of teamwork, integrity, perseverance, as well as accountability and continuous improvement.

Qualifications

Knowledge, Skills & Abilities

• Proven ability to lead and motivate a sales team.
• Strong understanding of equipment markets, customer buying behavior, and competitive landscapes.
• Excellent communication, negotiation, and presentation skills.
• Ability to analyze sales data and develop actionable business strategies.
• Strong organizational and time management skills.
• Proficiency with CRM platforms and Microsoft Office Suite.
• Valid driver's license with the ability to travel extensively throughout the assigned territory.

Physical Requirements

• Ability to travel frequently throughout the region.
• Ability to work in office, shop, and outdoor jobsite environments.

Success Measures

• Achievement of regional sales revenue and profitability goals.
• Market share growth within assigned territory.
• Sales team development and retention.
• Customer satisfaction and retention metrics.
• Forecast accuracy and CRM compliance.

Key Responsibilities

Sales Leadership & Performance

• Lead and manage a team of Equipment Sales Representatives within the assigned region.
• Establish sales goals, performance expectations, and key performance indicators (KPIs).
• Monitor individual and team performance, providing regular coaching and development.
• Conduct ride-alongs, customer visits, and territory reviews to support sales growth.
• Develop and execute regional sales strategies to achieve revenue and profitability objectives.
• Drive market share growth across all product lines.

Customer & Market Development

• Build and maintain strong relationships with key customers, contractors, municipalities, and industry stakeholders.
• Identify market trends, competitive activity, and emerging business opportunities.
• Assist sales representatives with major account development and large equipment transactions.
• Support customer retention initiatives and ensure a high level of customer satisfaction.

Team Development

• Maintain a regular cadence of weekly one-on-one meetings and team meetings in accordance with the Yellowhouse Sales Leadership Playbook.
• Recruit, train, and onboard new sales personnel.
• Mentor team members on prospecting, sales process execution, negotiation, and account coverage.
• Foster a culture of accountability, collaboration, and professional growth.
• Conduct regular performance reviews and development planning.

Operational Excellence

• Maintain accurate sales forecasting and pipeline management.
• Ensure CRM and sales reporting systems are utilized consistently and effectively.
• Collaborate with Product Support, Parts, Service, Rental, and Operations teams to deliver complete customer solutions.
• Manage regional sales expenses and budgets responsibly.