Regional Sales Director, Territory Sales

Remote - USA

About MISUMI Americas

MISUMI Americas, a division of MISUMI Group, is a leading provider of standard, configurable, and custom manufacturing solutions. By integrating a vast catalog of components with a world-class digital manufacturing platform, MISUMI Americas empowers engineers and procurement teams to accelerate innovation across the entire product lifecycle. With operations in the San Francisco Bay Area and Chicago, the company serves as a vital partner for the most innovative companies in the Americas.

The Regional Sales Director is the frontline leader of a territory squad of six to eight field account executives plus sales support, inside the national Territory Field Sales organization, the primary revenue engine of MISUMI Americas. This is the layer where strategy becomes execution: the Director owns a defined territory sales plan and a team of quota-carrying AEs, and personally engages the most strategic customers.
Much of today's territory motion reflects MISUMI's catalog heritage: responsive, transactional, and product-led. The Director coaches the team to sell the full solution (Custom, Configurable, and Standard components), expanding share of wallet in the installed base and building durable, consultative relationships with plant and engineering leadership. Success is equal parts people leadership (hiring, coaching, and developing sellers) and in-the-field selling alongside them on the accounts that matter most.
This role reports to the Vice President, Territory Sales, and partners with the Emerging Accounts team on coverage and account development across the territory.

• Lead & Develop the Territory Team
  • Build, lead, coach, and scale a high-performing squad of 6–8 field account executives and sales support across a defined territory.
  • Recruit, develop, and retain top sales talent in partnership with HR; upgrade the team against a clear performance bar.`
  • Coach AEs on applying technical, product, and customer knowledge to influence design and purchase decisions and drive high post-sale satisfaction.
  • Run a consistent coaching cadence (ride-alongs, deal reviews, and 1:1s) tied to pipeline and attainment.
• Own the Territory Sales Plan
  • Own the territory revenue number: forecast accuracy, pipeline coverage, and quota attainment across the squad.
  • Set and manage territory coverage, account tiering, and AE quotas in partnership with the VP, Territory Sales.
  • Establish operating rigor: CRM/Salesforce discipline, pipeline inspection, win/loss review, and KPI tracking.
  • Identify when a territory or seller needs intervention and act early with a clear plan.
• Full-Solution, Value-Based Selling
  • Drive the shift from transactional, catalog-led selling to consultative, value-based selling across the team.
  • Coach the squad to sell the entire solution offering (Custom, Configurable, and Standard components) rather than defaulting to the historical standard-catalog motion.
  • Embed the MEDDPICC-based discovery and qualification framework in everyday deal management.
  • Call on customer decision-makers (executives, design engineers, and procurement leaders) and deliver compelling value propositions.
• Customer Relationships & Installed-Base Expansion
  • Drive adoption, expansion, and retention across the installed base, growing share of wallet in existing accounts.
  • Build executive-level relationships with strategic accounts and serve as the escalation point for high-impact situations.
  • Proactively manage account health and mitigate churn and attrition risk across the territory.
  • Identify and pursue new business and key-account opportunities to grow market share in the territory.
• Operating Excellence & Field Presence
  • Implement scalable processes, playbooks, and…