Regional Sales Manager

Discover a career at Depot Connect International (DCI), a global leader in the Tank/ISO Tank Container Services and Tank Trailer Parts industry. We're more than just a service provider; we're a unified team combining the expertise of industry leaders Quala, Boasso Global, and PSC. Headquartered in Tampa, Florida, with over 160 locations worldwide, our team of over 3,500 employees excels in offering a multitude of mission-critical services.

Position Summary

This position requires a high-energy, results-driven Regional Sales Manager (RSM) to lead revenue growth in key markets by acquiring and expanding customer relationships across all lines of business. The RSM will work closely with the operations leadership team to build a market sales plan for the region focused on developing new sales opportunities and growth with existing customers.

The RSM will own the market performance for the region by collaborating closely with Operations, Quality and the broader Commercial organization to drive revenue across all facilities in the region. The ideal candidate is a strategic hunter with a proven record in B2B sales who thrives in fast-paced, service-driven industries.

Essential Job Functions

The RSM will own and grow a defined region, developing new business and expanding existing accounts. This position requires a broad range of commercial related activities to be executed at different time intervals to be effective in this role. An outline of these activities is included below:

Daily Activities:

• 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.

Weekly Activities:

• 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

Monthly Activities:

• 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

Quarterly Activities:

• 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 session