Regional Sales Manager

SCOPE OF POSITION:

The Regional Sales Manager is responsible for driving sales growth, market penetration, and specification activity within an assigned territory, with annual revenue potential exceeding $50 million. This role partners closely with independent sales representative firms, architects, engineers, contractors, distributors, and key customers to execute regional sales strategies and achieve revenue objectives.

The Regional Sales Manager manages and develops relationships with approximately independent sales representative firms, supports specification-driven sales initiatives, and ensures alignment with company objectives through effective territory management, pipeline development, and market engagement. This position requires extensive travel throughout the assigned region, with approximately 60% travel.

This role supports customers and sales initiatives throughout Eastern Canada. Candidates must be based between Montreal and Toronto, with proximity to a major airport to accommodate frequent travel throughout the region.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions, including but not necessarily limited to the following:

• Drive revenue growth and market share expansion within the assigned region by executing regional sales strategies and tactical plans aligned with company objectives.
• Achieve annual sales targets and key performance indicators and identify sales opportunities, performance gaps, and implement actions to improve results.
• Manage and support approximately independent sales representative firms to maximize territory performance.
• Assist with rep onboarding, development, training, and territory optimization.
• Promote basis-of-design (BOD) specifications with architects, engineers, and other design professionals.
• Develop and maintain strong relationships with key influencers to increase specification activity; Build relationships with distributors, contractors, subcontractors, and end users to drive project opportunities and pull-through demand.
• Track and manage major project opportunities through design, bidding, and award stages.
• Support channel development initiatives to improve market coverage and sales effectiveness.
• Maintain accurate sales forecasts, opportunity pipelines, and CRM records.
• Monitor bidding activity and project tracking to ensure visibility and conversion of opportunities.
• Collaborate with Product Management, Marketing, Operations, Customer Service, and Estimating teams to support business objectives.
• Deliver product presentations, training sessions, and sales meetings for representatives and customers.
• Provide coaching, guidance, and performance feedback to assigned representative firms.
• Analyze market trends, competitive activity, and customer needs to identify growth opportunities.
• Travel approximately 60% within the assigned region.

KNOWLEDGE/ SKILLS/ EXPERIENCE/ EDUCATION: (Minimum Education and/or Experience required)

• Bachelor’s required or advanced degree preferred; CTR certification (construction) preferred.
• 5-8 years of progressive sales experience, preferably in a specification-driven, project-based sales environment.
• Experience working with independent sales representatives, architects, engineers preferred.
• Proven ability to develop customer relationships and grow territory sales.
• Strong understanding of construction, building products, architectural specifications, or related industries preferred.
• Proficient with CRM systems, forecasting tools, and Microsoft Office applications.
• Acts in a manner consistent with CS values of People First, Integrity, Solutions Driven, and Agility.
• Customer Focus: Understands and responds to the needs of customers and delivers solutions that create value and long-term relationships.
• Results Orientation: Focuses on achieving goals, driving performance, and delivering measurable outcomes.
• Relationship Building: Establishes credibility, influence and fosters strong relationships with customers, representatives, and internal stakeholders.
• Problem Solving & Decision Making: Identifies issues, analyzes information, and develops practical solutions.
• Communication: Effectively communicates ideas, information, and recommendations to a variety of audiences.
• Adaptability: Responds effectively to changing business conditions, priorities, and customer needs.
• Planning & Execution: Organizes work, manages priorities, and executes plans to achieve objectives. Territory management and sales execution.
• Collaboration: Works effectively across functions to achieve shared business goals.
• Influence & Negotiation: Uses persuasion and negotiation skills to advance opportunities and secure business.

COMPETENCIES (Optional):

• Acts in a manner consistent with CS values of People First, Integrity, Solutions Driven, and Agility.
• Customer Focus: Understands and responds to the needs of customers and delivers solutions that create value and long-term relationships.
• Results Orientation: Focuses on achieving goals, driving performance, and delivering measurable outcomes.
• Relationship Building: Establishes credibility, influence and fosters strong relationships with customers, representatives, and internal stakeholders.
• Problem Solving & Decision Making: Identifies issues, analyzes information, and develops practical solutions.
• Communication: Effectively communicates ideas, information, and recommendations to a variety of audiences.
• Adaptability: Responds effectively to changing business conditions, priorities, and customer needs.
• Planning & Execution: Organizes work, manages priorities, and executes plans to achieve objectives. Territory management and sales execution.
• Collaboration: Works effectively across functions to achieve shared business goals.
• Influence & Negotiation: Uses persuasion and negotiation skills to advance opportunities and secure business.

Pay Transparency & Compensation:

• Expected Annual Salary: CAD $95,000 - $150,000
• Compensation offered will be based on factors including experience, skills, qualifications, and geographic location.

Benefits & Perks:

• Group Health Benefits, Basic Life Insurance, Short-Term and Long-Term Disability Coverage, EAP, Group RRSP with Company Match 3 Weeks Paid Vacation 10 Paid Holidays + 4 Floating Holidays
• This posting is for an existing vacancy.

Artificial Intelligence Disclosure:

• Our recruitment process may include the use of AI-enabled tools to support the screening and evaluation of applications. Hiring decisions are made in accordance with our recruitment practices and applicable laws.