Regional Sales Manager

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2 days ago Requisition

The Sales Manager provides strategic and operational leadership for the sales organization across assigned Florida markets, including Fort Lauderdale, Miami, Tampa, Orlando, Jacksonville, and surrounding areas. This role owns the sales strategy, team performance, revenue growth, market expansion, customer acquisition, and execution of initiatives that support sustainable, profitable growth.

This results-driven leadership role establishes sales direction, translates company goals into measurable team priorities, and holds the sales team accountable for execution and results. The Sales Manager develops sales talent, builds executive-level customer relationships, directs opportunities from prospecting through close, and makes informed decisions regarding territories, account priorities, team deployment, and sales resources. The role partners with estimating and operations leaders to deliver solutions for contractors, utilities, municipalities, event organizers, and engineering firms requiring traffic control, MOT, barricade rentals, traffic-control plans, roadway and work-zone safety, or special-event services.

• Set and execute a disciplined sales strategy that delivers profitable revenue growth, new-account acquisition, customer retention, and expansion across assigned Florida markets.
• Recruit, lead, coach, and develop outside and inside sales representatives; establish clear expectations, territories, activity standards, and individual performance goals.
• Direct the development of a high-quality pipeline by establishing targeted prospecting priorities and equipping the sales team to use research, cold outreach, referrals, networking, jobsite visits, industry events, social media, and coordinated prospecting effectively.
• Develop senior-level relationships with key decision-makers and lead strategic customer meetings, jobsite visits, presentations, negotiations, and follow-up activities.
• Partner with estimating to develop, present, negotiate, and close proposals, quotes, and bids within company pricing, margin, risk, and service guidelines.
• Personally lead high-value and complex opportunities while coaching the team to increase win rates, customer spending, recurring work, and long-term agreements.
• Create a high-performance, team-oriented sales culture by communicating a clear vision, modeling company values, building trust, encouraging collaboration, and maintaining accountability.
• Lead succession planning and talent development by identifying capability gaps, preparing team members for expanded responsibilities, and recommending staffing or organizational changes needed to support business growth.

• Lead the development and execution of territory growth plans that establish priorities for markets, industries, target accounts, decision-makers, revenue opportunities, and team resources. Regularly evaluate progress against the plans, adjust direction as conditions change, and ensure the sales team remains focused on the opportunities with the strongest strategic and financial value.
• Analyze project activity, industry trends, competitors, pricing dynamics, and market conditions to guide sales priorities and resource allocation.
• Represent the company at trade shows, networking events, industry meetings, conferences, and customer events to strengthen visibility and generate qualified opportunities.
• Evaluate, prioritize, and lead marketing and business-development initiatives based on market data, expected return, available resources, and alignment with territory growth objectives. Measure results and adjust investments to improve brand awareness, market penetration, and territory performance.
• Build strategic partnerships, referral channels, and cross-territory relationships that create sustainable growth.

• Establish a consistent sales operating cadence, including weekly one-on-ones, pipeline reviews, deal-strategy sessions, field coaching, and team performance meetings.
• Own CRM discipline, opportunity-stage definitions, pipeline standards, activity expectations, data quality, and timely sales reporting.
• Monitor leading and lagging indicators, including prospecting activity, customer engagement, proposal volume, conversion rates,…