Regional Sales Director
insight globalHouston (TX)
Regional Sales Director
Posted 9 days ago
insight globalHouston (TX)
SENIORITY
Manager
About the role
*Must be located in the Northeast*Position Overview A leader in industrial power solution sales, service, and rentals, is seeking an experienced Director of Regional Sales – Industrial Distribution to lead and grow its East Coast sales organization. As one of the longest-standing industrial Distributors in the United States, Energy Systems provides comprehensive equipment, service, and rental solutions to industrial customers. This director will be responsible for building sales strategy, developing leaders, strengthening distributor and end-user relationships, and driving sustainable revenue growth across the region. This is a strategic sales leadership position, not an individual book-of-business role. The director will lead approximately nine direct reports, including two regional sales managers, and support an overall organization of approximately 20 employees. The position reports to the Vice President of Sales. The successful candidate will bring strong executive presence, industrial market knowledge, and a demonstrated ability to lead sales teams within a complex, growing organization. Location and Travel • Remote-first position supporting the East Coast region • Preferred locations include:o Connecticuto New York City metropolitan areao Boston metropolitan areao Philadelphia or other upper East Coast markets may be considered • Must be accessible to Energy Systems locations in Marlborough, Massachusetts; Shelton, Connecticut; and Bohemia, New York • Significant travel should be expected during the first 90–120 days to meet customers, distribution partners, and members of the sales organization • Ongoing travel is expected to average approximately 30–50%, based on business needs
Key Responsibilities:
- Provide strategic leadership, coaching, training, and performance management for a regional industrial sales organization
- Lead approximately nine direct reports, including regional sales managers, while providing direction to a broader team of approximately 20 employees
- Develop and execute regional sales strategies that produce consistent revenue growth and market expansion
- Establish quarterly and annual sales targets, monitor performance, and hold the team accountable for achieving results
- Build a strong, performance-oriented sales culture centered on collaboration, customer service, and execution
- Accompany sales representatives and managers on strategic customer calls to advance major opportunities and support deal closure
- Develop and maintain relationships with distribution partners, end-user customers, and other key stakeholders
- Identify opportunities to expand the customer base and strengthen existing accounts
- Analyze market trends, competitive activity, customer demand, and emerging opportunities within the industrial power market
- Partner with operations, service, rentals, finance, marketing, and executive leadership to align sales strategy and deliver a seamless customer experience
- Oversee sales forecasting, budgeting, pipeline management, and deal execution
- Ensure consistent and effective use of CRM systems and enterprise sales tools
- Represent the company credibly with customers, partners, employees, and executive leadership
- Maintain close contact with team members and customers through regular regional travel
Required Qualifications:
- At least 10 years of direct sales experience
- At least seven years of sales leadership experience
- Demonstrated success leading managers and sales professionals within a regional or multi-state territory
- Proven record of achieving revenue targets and delivering sustainable sales growth
- Meaningful experience within an industrial, manufacturing, heavy-equipment, power-generation, or related technical environment
- Experience developing and executing sales strategies across both distribution channels and end-user accounts
- Strong executive presence with the ability to communicate effectively at senior leadership and customer levels
- Demonstrated ability to coach sales professionals, establish accountability, and improve team performance
- Willingness and ability to travel frequently throughout the assigned region
Preferred Qualifications:
- Bachelor’s degree in business, engineering, or a related field
- Candidates without a degree may be considered if they possess substantial and directly relevant industry, technical, sales, and leadership experience
- Master’s degree in business or a related discipline
- Sales leadership experience within an original equipment manufacturer, or OEM, environment
- Experience with industrial generators, distributed power equipment, gas or diesel engines, electrification, power-grid solutions, or heavy industrial equipment
- Experience working for or selling against organizations similar to Caterpillar, Cummins, Rexel, or other industrial power and electrical distribution companies
- Experience progressing from a technical or engineering-oriented position into sales and sales leadership
- Demonstrated success expanding client portfolios and building lasting distributor and customer partnerships Core Leadership Capabilities
- Executive-level communication and presentation skills
- Strategic sales planning and hands-on execution
- Sales forecasting and pipeline management
- Leadership development and succession planning
- Performance management and team motivation
- Distributor and channel-partner management
- Complex deal strategy and negotiation
- Customer relationship development
- Cross-functional collaboration
- Competitive and market analysis
- Budget and commercial management
- Organizational change and growth leadership Technical and Systems Experience
- Proficiency with CRM platforms and sales pipeline management tools
- Experience with enterprise systems such as SAP
- FieldServio experience is a plus
- Proficiency with Microsoft Word, Excel, PowerPoint, and Outlook
- Working knowledge of industrial power equipment, power-generation technologies, or complex engineered products is strongly preferred
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