Regional Sales Director

Description

The Regional Sales Director is responsible for driving profitable revenue growth, market penetration, and customer development within the assigned geographic region. This position develops and executes regional sales strategies aligned with Betco’s overall growth objectives, with a focus on expanding sales of Betco-branded and private-label chemical through the Jan/San distribution channel.

The Regional Sales Director will build strong distributor partnerships while creating demand at the end-user level. Success in this role requires a highly motivated, results-oriented sales leader who can identify growth opportunities, develop strategic customer relationships, effectively manage a sales territory, and convert opportunities into sustainable revenue.

Candidates must reside in or around Boise and be able to travel extensively throughout the assigned territory.

Requirements

• Own and achieve annual regional revenue, profitability, distribution, and end-customer sales objectives.
• Develop and execute a comprehensive regional sales plan designed to increase market share, account penetration, and revenue across key product categories.
• Analyze sales performance, product-category penetration, customer trends, competitive activity, and market opportunities to identify areas for growth.
• Drive end-user demand through prospecting, demonstrations, product trials, presentations, facility assessments, and solution-based selling.
• Build and maintain a strong pipeline of distributor and end-user opportunities and consistently move opportunities through the sales process.
• Identify new business opportunities within existing accounts while developing new distributor and end-user relationships.
• Maintain accurate sales forecasts and proactively communicate opportunities, risks, and market changes to sales leadership.

• Develop and execute strategic growth plans with key distributor partners, including Gold and Silver Distributors.
• Build strong relationships with distributor ownership, sales leadership, sales representatives, and key end-user decision-makers.
• Partner with distributors to increase Betco product knowledge, sales activity, and share of wallet.
• Conduct joint sales calls and field activity with distributor sales representatives to generate end-user demand.
• Serve as a key liaison between customers, distributors, and Betco departments to ensure responsive service and effective execution.
• Support corporate and national account initiatives within the assigned geography, ensuring successful local implementation and customer support.
• Proactively address channel conflicts, MAPP issues, and pioneering opportunities in accordance with Betco policies and sales strategy.

• Execute pricing strategies and effectively manage contracts, programs, and commercial agreements with distributors and end customers.
• Implement sales promotions, product launches, and marketing programs within the region.
• Manage promotional funding and PFA expenditures to maximize return on investment and support regional sales objectives.
• Partner cross-functionally with Marketing, Sales Operations, Customer Service, Technical Services, Product Management, and other internal teams to deliver a strong customer experience.
• Provide timely market intelligence regarding competitors, pricing, customer needs, product opportunities, and industry trends.

• Maintain a high level of meaningful end-user and distributor-facing activity throughout the region.
• Utilize Salesforce to consistently document customer interactions, sales opportunities, pipeline activity, distributor feedback, competitive intelligence, and follow-up actions.
• Maintain accurate and current opportunity information to support forecasting and business planning.
• Use sales data and CRM insights to prioritize opportunities, identify gaps, and improve regional performance.

• Manage travel and entertainment expenses responsibly and within established budgets.
• Maintain appropriate demo equipment and product inventory while ensuring effective utilization, inventory turnover, and financial accountability for company assets.
• Demonstrate sound financial judgment when making decisions regarding pricing, promotions, samples, demonstrations, and customer investments.

• Represent Betco professionally at customer meetings, distributor events, trade shows, industry events, and other…