Regional Sales Manager
- Prospecting: Identify potential customers and leads via phone calls, email, social media
- Follow Up: Create, develop, and manage relationships between DCI and local customers
- Salesforce: Log all customer interactions and sales activities
- Administrative: Prepare quotes / proposals, respond to customer inquiries, schedule upcoming meetings. Customer volume growth agreements coordinated with account team.
- Customer Meetings: Either in person (preferred) or site visits to discuss potential new business and identify customer requirements
- Champion Customer Experience: Ensure customer needs are met, issues resolved, and expectations exceeded
- Pipeline Management: Review and prioritize opportunities based on customer status and deal stage
- Pipeline Review Meeting (w/ Manager): Review top opportunities, deal parameters, and next step to close an opportunity
- Pipeline Review Meeting (+ Ops): Review top opportunities by region, deal parameters, and any assistance needed from Operations
- Opportunity Review (w/ Account Owners): Coordinate local / national sales efforts to ensure and cohesive approach and avoid conflicting messaging
- Sales Reporting: Review prior month performance and activity level against key KPIs
- Marketing: Consistently and on-going collect customer and market data and add to the account plans/marketing strategy to inform our market position. Review upcoming marketing plans regarding specific campaigns related to a DCI capability, DCI operating market, or industry segment
- Marketing Feedback: Review effectiveness of current or prior marketing campaigns and measure success of lead conversion
- Territory Sales Planning: Review territory coverage, gaps and support needed from operations or account teams assigned to top customers
- Customer Reporting: Develop regular operational performance reporting to customers in the region including metrics and trends
- Service Implementation: Coordinate implementation of service changes, volume expansions, or new site launches
- Performance Monitoring: Review sales performance in the region and against quota, identify trends and improvement areas
- Forecasting: Provide an updated forecast based on customer activity and industry feedback
- Market Analysis: Continuously analyze market trends, customer feedback, and competitor activity to inform go-to-market strategy
- Networking – Online: Review any changes in leadership at customers and competitors, review online profile as needed (e.g. LinkedIn)
- Networking – Events: Participate in industry events including detailed advanced planning related to marketing message, customer meetings, and social events
- Internal Networking: Participate in internal meetings and planning sessions to develop relationships and supplement market plans
- Market Plan: revise market plan with new entrants (e.g. customers, shipper facilities, competitors, DCI facilities) and update the TAM accordingly
- Market Plan: Reprioritize targets for the upcoming year based on updated plan
- Annual Review: Performance evaluation on prior year including goal setting and quotas for the upcoming year
- Annual Meeting: Participate in the annual company meeting to review territory performance including short falls and future opportunities
- Territory Growth: Geographic: Y/Y growth
- New Business: Volume of new business
- Pipeline Growth: Quantity and volume of qualified growth opportunities in Salesforce
- Sales Activity: Number of meaningful customer interactions Q/Q
- Sales Oriented Mindset: Entrepreneurial self-starter motivated by growing their business from the viewpoint as an owner
- Strong Interpersonal Skills: Exceptional communication, negotiation, and relationship-building skills
- Team Orientation: Ability to work effectively with all functional areas and peers
- Technical Skills: High proficiency with CRM (Salesforce preferred) and MS Office Suite
- Bachelor’s Degree or at least 3 years of relevant industry or sales experience for a large, distributed service-focused sales organization
- A producer with a verifiable track record of identifying, creating, and closing deals, and ultimately building a business.
- Expertise in building and managing a pipeline from lead generation through deal closure
- (Preferred) Industry experience in transportation, logistics, chemical services, bulk containers, environmental services, or industrial maintenance
- (Preferred) Experience in distributed service-based organizations with field sales teams
- Frequent travel within the region required (up to 50%)
- Office and field-based environment; regular visits to customer and operational sites
- May require use of PPE (e.g., safety glasses, steel-toed shoes) when visiting facilities
- Ability to stand, walk, reach, and lift items as necessary while performing job functions
- Impact: You’ll be a key player in driving regional growth in a high-potential segment
- Autonomy: Own your market and shape your strategy
- Support: Backed by industry-leading operations and marketing teams
- Culture: Fast-paced, entrepreneurial, and growth-oriented.
- Medical, Dental, and Vision Insurance - partially employer paid
- 401k with generous employer match
- PTO
- 10 Paid Holidays
- Tuition Reimbursement
- Parental Leave
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