JOB DESCRIPTION:
The Regional Sales Manager is a customer-facing, full-cycle sales professional responsible for driving profitable revenue growth through new business development, account management, and closing complex B2B opportunities for capital equipment expenditures. This role owns the sales process from prospecting and discovery through proposal development, negotiation, and contract award, partnering closely with Sales Application Engineers and internal stakeholders to translate customer requirements into differentiated technical and commercial solutions. The Regional Sales Manager builds and maintains a healthy pipeline in HubSpot/CRM, develops strategic account plans, and provides accurate forecasting and KPI visibility while representing TWT with professionalism and integrity.
MAJOR RESPONSIBILITIES:
· Own full-cycle B2B sales for assigned territory/market segments, including prospecting, qualification, discovery, solution development, proposal presentation, negotiation, and close.
· Develop and execute new business, account growth, and sales strategies (KARE plans) by identifying target accounts, prospecting through multiple channels, building multi-level customer relationships, monitoring market and competitor activity, and generating qualified opportunities that support growth and improved win rates while ensuring strong customer experience from quote to delivery.
· Lead customer discovery and needs analysis to capture technical, commercial, and schedule requirements; develop solution strategies in partnership with Sales Application Engineers and Concept Engineering.
· Act as the voice of the customer by capturing requirements, pain points, and market insights and translating them into solution recommendations and internal feedback; serve as the commercial lead on opportunities by driving next steps, aligning internal and customer stakeholders, and positioning TWT to compete effectively and win the deal.
· Close opportunities by presenting the developed concept and value proposition, leading customer technical and commercial discussions, and coordinating internal resources to deliver accurate, competitive proposals and quotes.
· Negotiate commercial terms and conditions, pricing, and scope in alignment with company guidelines; coordinate customer non-disclosure agreements.
· Maintain accurate, timely CRM activity, pipeline hygiene, and account/contact data; produce forecasting, key account updates, and KPI reporting for sales leadership.
· Frequent Travel expected based on customer needs to build relationships, maintain an active customer presence, and support sites where TWT equipment is installed.
· Shares an obligation to protect and strengthen TWTs good reputation in our relationships with customers, employees, suppliers, competitors, investors, and governmental agencies, and to act consistently with our core values: Act with Integrity, Be the Solution, and Crossing Boundaries.
MINIMUM QUALIFICATIONS:
· 7+ years of successful B2B sales experience, including prospecting/new business development, account management, and closing complex opportunities.
· Demonstrated ability to conduct customer-facing discoveries, qualify opportunities, and build multi-level relationships with technical and executive stakeholders.
· Demonstrated experience developing account plans or sales strategies using customer needs, market trends, competitor activity, and pipeline data to support growth and win-rate improvement.
· Strong written and verbal communication skills with experience presenting solutions and leading commercial/technical discussions with customers.
· Proven ability to manage a pipeline, prioritize effectively, and deliver accurate forecasting using CRM tools (HubSpot preferred) and Microsoft Office.
· Ability to learn and communicate technical concepts and collaborate with engineering/manufacturing teams to deliver customer solutions.
· Self-starter with strong negotiation skills, high accountability, and the ability to drive opportunities forward with urgency and minimal supervision.
PREFERRED QUALIFICATIONS:
· Bachelor’s degree in Engineering, Business, or a related field (or equivalent experience).
· Experience selling engineered products, capital equipment, or custom manufacturing solutions in a B2B environment.
· Experience with technical sales processes (RFQs, quoting, estimating, proposal development) and contract/terms negotiation.
Essential Physical Functions Needed:
· Frequent standing and walking in a manufacturing environment
· Sitting at a computer for extended periods of time.
· Light lifting
Equipment Used:
· Computers/Printers
· Phones
· Microsoft Office Suite
· ERP and CRM Systems
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Disability insurance
- Health insurance
- Life insurance
- Paid time off
- Travel reimbursement
- Vision insurance
Work Location: In person
