Regional Sales Manager; Confidential

Calibration Repair Rental Sales of Test & Measurement Equipment

Department:
Sales |

Reports To:

Chief Revenue Officer | Direct Reports: ~5 Sales Representatives | Status:
Full-Time, Exempt

JM Test Systems is a trusted provider of calibration, repair, rental, and sales of test and measurement equipment, serving customers across the electrical utility, oil and gas, petrochemical, and industrial markets. From our accredited laboratories and service centers, our team partners with quality- and safety-driven organizations to deliver measurement integrity, regulatory compliance, and uptime our customers can count on.

We are growing, and we are investing in the people and leaders who will carry that growth forward. If you are an inspirational sales leader who thrives on building high-performing teams and winning in the market, we want to talk to you.

The Regional Sales Manager leads and develops a team of approximately five Outside Sales Representatives, driving profitable revenue growth across an assigned region. Reporting directly to the Chief Revenue Officer, this leader sets the strategy, cadence, and standards for the team—coaching reps to deepen customer relationships, expand share of wallet, and consistently exceed sales targets.

This role blends hands‑on coaching with strategic territory planning, talent development, and cross‑functional collaboration with marketing, operations, and service delivery. The Regional Sales Manager is a visible ambassador for the JM Test Systems brand and a champion of our core values.

• Inspire performance. Lead, mentor, and motivate a team of approximately five Outside Sales Representatives, setting a high bar for activity, pipeline quality, and results.
• Coach in the field. Conduct regular ride‑alongs, joint customer visits, and one‑on‑ones to develop selling skills, sharpen account strategy, and accelerate deal velocity.
• Build the bench. Recruit, hire, onboard, and retain top sales talent; identify high‑potential team members and create personalized development plans that prepare them for the next role.
• Manage performance. Set clear expectations, deliver candid feedback, conduct timely performance reviews, and partner with HR on improvement plans when needed.

• Own the number. Translate regional revenue targets into individual quotas, territory plans, and account‑level strategies; monitor progress and adjust quickly when results lag.
• Design winning territories. Establish and optimize territory and account assignments to maximize coverage, white space, and customer experience.
• Forecast with rigor. Deliver accurate, timely sales forecasts; review pipeline health, win/loss trends, and key performance indicators to drive predictable growth.
• Win key accounts. Engage personally in strategic deals and executive‑level customer relationships; represent JM Test Systems at trade shows, customer events, and industry forums.

• Run the cadence. Lead weekly forecast calls, pipeline reviews, and team meetings that drive accountability and continuous improvement.
• Partner cross‑functionally. Collaborate with marketing, service operations, customer success, and finance to ensure the team has the tools, leads, and support needed to win.
• Champion the CRM. Hold the team to disciplined use of CRM for opportunity management, activity tracking, and reporting.
• Steward the budget. Approve expenses, travel, and account‑related investments in line with company policy and ROI expectations.
• Live the values. Model and reinforce JM Test Systems’ core values, safety expectations, and quality standards in every interaction.