Regional Sales Manager - Upper Midwest

Regional Sales Manager

When you work at Trex, you're helping to grow and enhance a true original. You join a company that boldly launched an entire industry… and still leads the way. The Regional Sales Manager (RSM) is responsible for developing and executing a regional sales strategy with strong emphasis on pipeline health, channel diversity, and opportunity management. This role drives team adoption of pipeline best practices to ensure a balanced mix of early, mid-, and late-stage deals, ultimately supporting consistent, predictable sales growth.

The RSM works cross-functionally with marketing, finance, and operations to ensure smooth deal progression and alignment across departments. Additionally, the RSM owns regional forecasting responsibilities, ensuring high pipeline accuracy and visibility within Salesforce while fostering a collaborative environment that leverages the full range of company resources.

RESPONSIBILITIES

• Put safety first – Always! Lead and foster our "people first" culture.
• Customer & Partner Management:
  Develop and maintain strong business relationships with key distributor locations and regional contacts at National Accounts, Lowe's, and Home Depot to drive pipeline growth and pull-through activity.
• Sales Team Development:
  Recruit, hire, train, and manage district managers and regional sales teams to enhance pipeline discipline, opportunity management, and overall organizational capability.
• Strategic Planning:
  Develop and execute an annual regional business plan aligned with company goals and sales targets. Ensure each team member has clear objectives that support pipeline-driven sales growth.
• Data-Driven Decision Making:
  Leverage Salesforce and Qlik to ensure forecast accuracy, pipeline visibility, and informed business decisions.
• Employee Development:
  Establish individual development plans with each direct report, conduct regular performance reviews, and provide coaching throughout the year.
• Financial Oversight:
  Establish and manage travel & expense (T&E) budgets for the region. Effectively manage co-op funding and Business Development Funds (BDF) to support strategic initiatives.
• Forecasting:
  Actively participate in the sales forecasting process to ensure alignment between pipeline activity and business expectations.

DIRECT REPORTS

Manage and provide ongoing performance, coaching, and professional development opportunities for a team of District Managers, Account Managers, and Sales Representatives.

TRAVEL REQUIREMENTS

This position requires approximately 75% overnight travel. A valid driver's license is required.

JOB LOCATION

Upper Midwest - Chicago or Minneapolis

POSITION TYPE

Full-Time/Regular

EXPERIENCE

Required Skills & Experience 12+ years of sales experience is required without a degree. Three years of key account responsibility and managerial experience. Strong leadership and pipeline forecasting skills. Ability to develop and execute regional business strategies.

Preferred Skills & Experience MBA

The ideal candidate will be able to demonstrate the following competencies:

• Competitiveness:
  Strives for market leadership, takes advantage of market opportunities and maintains a competitive edge. Remains focused on operational excellence and creates the most cost-efficient and customer-centric structure.
• Communicating (Verbal & Written):
  Listens attentively and expresses ideas clearly and concisely. Shares relevant information in a timely and effective manner. Is available to write clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect.
• Planning:
  Sets goals and objectives; breaks down work into process steps; develops schedules and task/people assignments; anticipates and adjusts for problems; measures performance; evaluates results. Aligns work plans with the broader business strategy.
• Conflict Management:
  Steps up to conflicts, seeing them as opportunities for improvement; can hammer out tough agreements and settle disputes equitably; good at focused listening; understands others quickly; can find common ground and get cooperation with minimum noise.
• Problem Solving:
  Solves difficult problems with effective solutions; asks good questions and probes all fruitful sources for answers; can see underlying or hidden problems and patterns; is excellent at honest analysis; looks beyond the obvious and doesn't stop at the first answer.
• Decision Quality:
  Makes good decisions (without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions turn out to be correct and accurate when judged over time; is sought out by others for advice and solutions.
• Knowledge of Products :
  Understands the capabilities, strengths and weaknesses for assigned products. Demonstrates sound knowledge of the competition and industry when applying business solutions.
• Negotiating:
  Negotiates skillfully in tough situations with internal and external groups; settles differences; wins concessions…