Regional Sales Manager

Certa Site, LLC

ROLE OVERVIEW

We are looking for a Regional Sales Manager, who will join a strong sales team that values collaboration, communication and transparency. The Regional Sales Manager (RSM) will lead, coach, and develop a high-performing field sales team of Account Executives (AEs) across East Michigan (Kalamazoo/Grand Rapids), Toledo, OH, West Michigan (Troy/Detroit), Alpena, MI.This leader is responsible for driving new business growth, accelerating sales performance, developing talent, and ensuring flawless execution in the pursuit of new commercial customers.

The ideal candidate is a strong operator, a hands‑on coach, and an inspiring leader with expertise in B2B sales excellence. This role requires significant time in the field with AEs, strategic partnership with Operations and Marketing, and a relentless commitment to customer experience.

6070% travel across your designated territories East Michigan (Kalamazoo/Grand Rapids), Toledo, OH, West Michigan (Troy/Detroit), Alpena, Mi. (branch visits, ride‑alongs, customer meetings, jobsite walkthroughs, and regional activities).

• Uncapped commission plans
• Education & Certification reimbursement program
• Referral bonuses starting at $1,000 per referral
• Comprehensive medical plan options, including dental and vision
• 401K plan with company match
• Generous paid time off, paid holidays, and paid parental leave
• Management opportunities
• Company giveaways
• Opportunities for community service and charity involvement
• Work at a mission‑driven company, focused on people
• Continued growth and expansion into new markets and products and services

• Drive sales, gross margin, and profitability growth
• Responsible for area sales and profit plans to budget through successful leadership, organizational plans, customer service, and outstanding execution of all sales processes
• Know and manage the business by effectively using financial reports, assessing results, and developing specific actions directly related to business development and growth
• Assist with the integration of acquired businesses within region
• Know our top customers by interacting with them, observing purchasing habits, associate and customer experience
• Responsible to ensure that all associates are current and up to date with fire and life safety knowledge, use, and related product applications through a commitment to formalized training and development within prescribed timelines and standards
• Accountable to ensure that trends of underperformance are formally addressed, with clear and documented performance improvement plans

• Lead and develop a multi‑state team of Account Executives (AEs) focused on new business acquisition.
• Conduct ongoing field ride‑alongs, coaching sessions, and performance evaluations.
• Foster a positive, winning culture centered on accountability, teamwork, and continuous improvement.
• Implement sales processes, tools, and best practices to maximize productivity, prospecting activity, and close rates.

• Achieve and exceed monthly, quarterly, and annual new business booking targets.
• Collaborate with Marketing to drive pipeline development, lead flow, and demand generation efforts.
• Support AEs in prospecting, cold outreach, quoting new customers, and executing high‑impact presentations.
• Ensure accurate and timely use of CRM (Hub Spot) for forecasting, reporting, and activity management.

• Collaborate closely with Operations and Service teams to ensure smooth onboarding of new customers and alignment on customer expectations.
• Participate in branch meetings, QBRs, operational reviews, and strategic planning sessions.
• Strengthen relationships with AHJs, contractors, facility managers, and key industry partners to support new business opportunities.

• Develop territory growth strategies based on new business potential, competitive landscape, and market segmentation.
• Analyze performance trends and adjust plans proactively.
• Support hiring, onboarding, and training of new AEs across the region.

• 5+ years of B2B sales experience,…