Regional Activation Director - East

The Regional Account Activation Director converts BluSky's strategic, national, MSA, regional, and local account relationships into quantifiable opportunities that accelerate revenue growth and expand market share at the branch and regional levels, consistently meeting or exceeding budget targets.

This role aligns enterprise account strategy with field execution, actively penetrating, servicing, and expanding accounts through disciplined planning, targeted engagement, and sustained opportunity generation.

The position assigns accounts to local branches, designates BDM ownership, and enforces a rigorous contact cadence across all client locations within the assigned region to maximize engagement and performance.

The Regional Account Activation Director leads and develops a regional team of Business Development Managers. The role carries no individual sales quota; developing, managing, and holding the BD team accountable is the entire job.

 

PRINCIPAL DUTIES & RESPONSIBILITIES

 

Strategic Account Deployment & Activation

• Deploy assigned accounts across respective regions with clear BDM ownership and accountability.
• Establish and enforce activation strategies at the account, site, and BDM level aligned to projected annual spend and budget objectives.
• Execute enterprise, regional, local, and MSA account strategies across all field operations with discipline and consistency.

Account Tiering & Market Penetration

• Segment accounts based on spend, strategic importance, geographic footprint, and growth potential to prioritize impact.
• Develop and execute budget-aligned penetration strategies to increase share of wallet.
• Identify underperforming or underpenetrated accounts and implement corrective actions to close gaps.
• Align resources and sales efforts with account potential to maximize revenue contribution.

Opportunity Generation Management

• Establish and enforce opportunity targets by account, branch, region, and BDM aligned with budget expectations.
• Monitor and drive opportunity creation against defined account potential.
• Expand site engagement, increase customer touchpoints, and deepen relationships to accelerate pipeline growth.
• Ensure activity levels directly drive revenue generation and growth objectives.

Branch-Level Commercial Execution

• Partner with regional and branch leadership to execute account strategies with precision and accountability.
• Integrate strategic account initiatives into core branch operations and weekly execution rhythms.
• Conduct regular reviews of account activity, pipeline health, and win rates to ensure performance targets are met.
• Identify, escalate, and resolve barriers to account activation and revenue growth.
• Drive contact management, sales processes, and CRM hygiene by insisting on the highest standards for CRM data entry; cleaning up and updating contacts and maintaining an active roster of key regional and property-level decision-makers is critical to the organization's success.

Performance Management & Accountability

• Master and maintain activation scorecards tracking the following at a regional, branch, and individual BDM level:

• Opportunity creation
• Customer engagement
• Account penetration vs. budget
• Site coverage
• Win rates
• Revenue growth
• Share of wallet

• Lead structured performance reviews with regional and branch leadership to drive results.
• Enforce accountability across field teams to meet or exceed defined performance targets.

Cross-Functional Coordination

• Collaborate with Strategic Accounts, Operations, Large Loss, Marketing, Finance, and executive leadership to ensure aligned and effective execution.
• Serve as the critical link between enterprise account leadership and field teams, ensuring clarity and consistency.
• Deliver on customer commitments across all regions, reinforcing trust and long-term value.

Success Measures

• Consistently meeting or exceeding opportunity targets from strategic, MSA, regional, and targeted local accounts.
• Delivering high-quality opportunities across daily base and large loss segments to achieve budget objectives.
• Driving full adoption and disciplined execution of account activation p