Regional Sales Manager - Rochester, NY Region

Overview

The Regional Sales Manager (RSM) is responsible for leading, developing, and producing results within an assigned sales region. This role combines strategic leadership with hands-on sales execution to ensure consistent regional growth and profitability. The RSM drives accountability across the sales team, provides coaching and development, and actively contributes to sales production when the region is short-staffed or under goal. In addition, the RSM cultivates strong referral partnerships, represents the company at networking events, and collaborates with internal departments to align regional performance with overall company objectives.

• Manage assigned sales staff to achieve individual and regional production goals.
• Track, analyze, and report weekly sales results to leadership, providing insights and action plans for performance improvement.
• Conduct ongoing face-to-face coaching focused on all stages of the sales process, including telemarketing, foot traffic, prospecting, and lead management.
• Ensure proper and consistent use of the sales CRM for pipeline management, activity tracking, and forecasting accuracy.
• Lead effective weekly sales meetings and trainings that drive accountability, skill development, and team alignment.
• Build, maintain, and service a strong network of Centers of Influence and referral partners to support consistent lead flow and market presence.
• Recruit, hire, and onboard sales talent to grow the team and optimize market opportunity.
• Actively produce new business by personally engaging in prospecting, networking, and closing activities when the region is short-staffed, under goal, or during growth initiatives.
• Represent the company at community and networking events to expand brand visibility and strengthen referral partnerships.
• Contribute to company wide marketing and sales strategies by providing analysis, recommendations, and feedback from field operations.
• Achieve sales operational objectives by preparing and executing action plans, improving production, quality, and service standards, and identifying opportunities for process and system enhancements.
• Develop annual and gross-profit plans by forecasting regional sales quotas, projecting revenue and profit goals, analyzing market trends, and recommending pricing or positioning adjustments.
• Identify and capitalize on market opportunities by assessing client needs, competitive positioning, and emerging trends to increase regional market share.
• Protect the organization's value by maintaining strict confidentiality of company and client information.
• Maintain professional and technical knowledge through continued education, networking, and industry involvement to remain current on market and regulatory trends.

• Special projects assigned by Executive staff
• Perform other duties as assigned by management to support company objectives and overall team success.

• Bachelor's degree, preferably in Business, Finance, Marketing, or related field or equivalent experience
• Minimum of 3 years of successful B2B sales experience with a proven track record of meeting or exceeding quotas.
• Minimum of 3-5 years in management or leadership positions overseeing a sales team.
• Demonstrated ability to increase revenue and manage regional or territory-wide sales goals.
• Strong interpersonal, organizational, and communication skills; capable of coaching, mentoring, and motivating a sales team.
• Experience taking a hands-on role in sales production when necessary to achieve regional goals.
• Proven ability to build and maintain relationships with referral partners, centers of influence, and networking contacts to generate leads and opportunities.
• Excellent ability to multi-task, prioritize, and perform effectively in a fast-paced, growth-oriented environment.
• Proficiency with MS Office (Word, Excel, PowerPoint), Google Apps, and CRM systems.
• High level of discretion, flexibility, and ability to collaborate closely with executive management.

• Payroll sales experience is a major asset.

• Will be expected to provide employee performance and disciplinary reviews
• Agrees to comply with the confidentiality policy.
• Uses independent judgment to provide solid client and team relationships.

• The Regional Sales Manager will be responsible for team members within territory

• Personal Computer, Internet, MS Office (Word, Excel), Google apps, CRMLink software.

• Budgeting planning and forecasting for assigned team/region